Presentation

Main Topics
Sales and Marketing
Operations
Our goals
– Give new user confidence to step out with liquids
– Give veteran liquid user more info and support
Sales and Marketing
Anti-icing vs Deicing
– Anti-icing is pre storm application of liquid
• Prevents the bond between snow/ice and pavement
• Often plows up to wet black immediately
• Is proactive rather than reactive
– Deicing is after plowing application of liquid
• Works like salt from the top down
• Often more effective and quicker than salt
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Client education is key- before season
Sell importance of both in a low tolerance environment
Combo is most cost effective based on event
Teach involved employees about value & function
– Sell as another tool to do the job better- Prevention
Liquid On Sidewalks
1. Can do pre-treat or post-treat
2. Stays where you put it. Reduced
tracking. Rubber backed mats
3. Truckload goes further-no
overloaded trucks
4. No loading or disposing of bags
5. Fill walk behinds from spray truck
or simple gravity feed saddle tank
6. Customers like proactive (lines)
7. Reduced accumulation- save
money on shoveling
For Parking Lots
1. Major Benefits to the customer
– Proactive
– Effects show immediately after plowing
– Less chlorides on the ground at the end of the storm
– Often faster results in colder temps with combo treatment
– No visible residue after storm
2. Benefits to you
– No bag handlers or loader operators needed
– Less maintenance on equipment
– Truckload goes further:
• 750 lb/acre salt= 2.6 acres/ton or 5.2 acres per 2 yd truckload
(dually)
• 1 gal/1000 sq ft= 6.9 acres per 300 gallon truckload (dually)
Wording to use in sales
1. Use
– Less is more,
– SIMA Glossary
– Proactive- Ice prevention
2. Do Not
– Use- Endothermic, exothermic, euctectic point
– oversell- Won’t melt first 2 inches every time
Know your costs
1. Liquid Costs
– Liquid not nearly as volatile as bagged or bulk
– Liquid equipment lower maintenance
– Lower labor involvement no loader op or bag handler
– Include delivery in your per gallon cost
2. Truck & equipment
– Truck cost per year amortized over 7 years (varies)
– Delivery cost per hour or per gallon (truck fuel insurance
and labor)
3. Make a conscious decision about % markup
4. Develop a cost per gallon on the ground
Pricing techniques
Caveats for pricing snow apply here
•
Price per spraying
• Based on gallons normally used
• Price per gallon on the ground
• Allows for pre treat or post treat
• Price per season
• Dangerous unless you have a track record doing
this for snow
Glossary
1.
2.
3.
4.
Anti-icing: The act of applying a deicer chemical (a liquid or a solid) to a surface before the storm
starts in an effort to prevent ice from forming and bonding to the surface or to enhance plowing
efforts. Often referred to as ‘pre-treating’ a site, not to be confused with Pre-treating as defined in
this glossary.
Deicing: The act of applying a deicer chemical (typically a solid or pre-wet solid) to an accumulation
of ice or snow in an effort to melt it and weaken its bond to the surface.
Ice Management: The mitigation of ice accumulation or potential ice accumulation using chemical
or physical processes.
Ice Melting: The act of changing the freeze point of water to temperatures below 32°F (0°C)
through deicing chemical application. (e.g. Sodium Chloride, Magnesium Chloride, etc.).
Glossary 2
1.
2.
3.
4.
5.
Ice Monitoring: A contractually agreed upon service in which one or more people visit a site to
monitor for signs of ice accumulation. Synonyms: Ice Watch, Policing, Ice Patrol.
Pre-treating: The application of a liquid deicer to a solid deicer product (e.g. rock salt) to further
enhance deicer performance. This is not the same as anti-icing.
Surface Temperature: The temperature of a ground surface (e.g. black top, concrete, grass) at a
specific time and location.
Calibration: Determining a precise measurement of the material output of a given deicer
spreading/spraying unit under different settings and vehicle speeds. The goal of calibration is
measuring and applying a consistent rate/set of output rates over time.
Liquid Application System: Any truck-mounted spray system used to apply liquid deicers directly to
the surface.
Glossary 3
1.
2.
Pre-Wet Systems: Liquid application systems for pre-wetting salt in the auger or at the spinner just
prior to spreading.
Pre-wetting: Coating solid materials with liquid to increase effectiveness directly before
application. Prewetting can be achieved in three main ways:
– 1. Applied at the spinner as material leaves the spreader.
– 2. Applied to each load prior to placing it in the spreader.
– 3. Applied to the entire load of salt in the spreader.
3.
Stockpile Treatment: The application of a highly viscous liquid material to all of or a portion of the
stockpile. With abrasives (e.g. sand) it is used to reduce freezing of material in the pile. With solid
deicer products, it is use to help prevent freezing and to increase performance.
Copies of SIMA glossary available
Operations
How To Make Liquids Work for you
On a storm to storm basis
Selecting Your Liquid
1. What is your typical low temperature during a storm?
1. 20-30*F- Salt brine is an economical choice
2. 10-20*F- Mag chloride is a good choice
3. 0-20*F- Calcium Chloride is good choice
4. Your environment plays a big part
2. Availability is key
– Salt Brine- can you make your own or buy from
municipality?
– Mag or Calcium best bought as ready to use
– What does local DOT use?
– How much effort to source
– Custom/regional blended products
Production
Anti-icing Production Guidelines: 8 ft boom, 1 gal/1000 sq ft coverage
– Type A parking lot- wide open minimal obstacles
• 300,000 sq ft/ hr or 7 acres/hr, 300 gallons per hour
– Type B parking lot(s) Open but islands & obstacles exist or short
distances between smaller accounts of similar type.
• 180-200,000 sq ft/hr or 4 to 4.5 acres per hour 180-200 gal per hour
– Type C lot- smaller lots or many obstacles
• 100,000 sq ft/hr 2.5acres per hour 100 gal per hour.
Type A property
Type B Property
Type C Property
Personal Experience
Care Enterprises Snowplowing - Time Sheet
Name
Date
2015-2016
Scott Zorno
Truck
dodge 3500 spray truck
Location
Spraying
Time In
Time Out
Total min.
Gallons used
Comments
Centennial Bank
Conifer Square
25-27 gal
Starbucks
16-18 gal
Conifer Towne Center Pre treat
80-85 gal
Natural Grocers
Community Bank
10 gal
Conifer Community church
15-20 gal
Mount Evans Bldg
12-15 gal
Conifer Towne Center post treat
52-56 gal
30-32 gal
22-25 gal
This route takes 2.5- 3 hrs and sprays 230-250 gallons not including post treat
Steps to Build a Route
1. Calculate square footage to be sprayed at each site. Use 1
gallon per 1000 sq ft for pre treat (Mg or Ca) and 2.5 gallons
per 1000 sq ft for post treat. Calculate gallons needed
2. Assign a complexity level for each- A, B, or C. Then take
gallons and estimate time to spray. (from previous pages)
3. Group together geographically. Try to get shortest distance
between sites.
– OR
4. Group together by size and complexity. Big trucks handle big,
open lots and longer roads. Small trucks spray smaller or
more complex lots. Or perhaps complex parts of big lots
Example-South end of Route- 332 gal max
Example- North end of Route max 205 gallons
Typical Liquid Trucks
Most versatile- Dually with 300-350 gallons
Liquid Truck Options
205 gallon in a 3/4T pickup
Small jobs, tight quarters, or supervisors
450 gallon in a 4500 or 5500
Large lots or roads over 6 lane miles
2000 gallon water truck adaptedVery large areas & airport tarmacks
For Larger Routes
1. Consider setting up a storage depot in the back corner of an extra lot
2. 2000-3000 gallons double
walled
1. Place strategically to extend routes
2. Small footprint- less that 10’x10’
Combo truck options
1 Ton sized combo system- wet at spinner
Add-on spinner squirt system
Main Storage- how much?
1. Availability and logistics are the key
– How quickly can vendor normally respond to orders
– How far does it have to be trucked (or railroaded)?
2. Calculate expected yearly usage
– Total gallons for one treatment x number of events
3. Rule of thumb- Have storage for about ½ to 2/3 of your expected season. Buy in
bulk and save
4. Never let your storage get below 2 events worth
Example
1. Pre-treat uses 280 gal per event. Post treat 1 site at 60 gal.
total per event- 340 gallons
2. Average 18 events per year (low 16, high24)
3. Annual expected total 6120 gallons
4. 3000 gallon minimum storage
Remote On -Site Storage
1. Totes
2. 1500 gallon
3. 5000 gallon
Calibration
1. Manufactured spray heads- Know what you have
– Most have rating printed on them 15-80= 1.5 gpm and 80* fan pattern.
– Most are rated at a specific pressure. Look at manufacturers info for lower
pressures.
– Either pressure or wheel speed will change coverage
• Mfgr online calculator http://www.teejet.com/tools/sprayer-calibration.shtml
Calibration part 2
Calibration 3
Summary:
Nozzle is 1.06 gpm @ 20 psi
Coverage is 1 gal per 1000 sq ft
So the truck drives 12 mph to
Get proper coverage.
Calibration 4
For any un-calibrated spray head
• Run the pump up to what you would perceive to be operating
pressure
• Open the nozzle to flow
• Put a calibrated pitcher or bucket under the nozzle for precisely
15 seconds catching all the output
• Measure the amount in the pitcher or bucket in ounces.
• Multiply the number of ounces by 4 to get the number of
ounces per minute flowing.
• Divide that number by 128 to get the number of gallons per
minute flowing.
• Put that number into the web page calculator as GPM.
Maintenance
1.
During Season
– Clean screen or filter every 2 or 3 uses
– Rinse spray heads in hot water every 2-3 uses
– Make certain tank lid is on tight and venting
– Inspect boom for damage every use
– Cover motor when in transit
– Can leave liquid in tank & system between storms
2. End of season
– Pump tank as empty as reasonable back into storage
– flush system with water
– Power wash carefully- avoid flow meter & pressure meter
– Store off the ground and under a tarp
Tips and Tricks
1. Spray at night 24-36 hrs before storm
– Depending on liquid used and weather expected
2. Remove boom when plowing on combo trucks
3. Create test site for first season
4. Be careful with high-pressure systems- they can mist and a
breeze takes your product down the road. No worked over
Ag systems
5. Coat loader bucket and dump truck bed when hauling snow
More tips & tricks