Main Topics. Sales and Marketing. Operations

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2 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

3 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 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

4 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

5 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)

6 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

7 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

8 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

9 Glossary 1. 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. 2. 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. 3. Ice Management: The mitigation of ice accumulation or potential ice accumulation using chemical or physical processes. 4. 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.).

10 Glossary 2 1. 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. 2. 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. 3. Surface Temperature: The temperature of a ground surface (e.g. black top, concrete, grass) at a specific time and location. 4. 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. 5. Liquid Application System: Any truck-mounted spray system used to apply liquid deicers directly to the surface.

11 Glossary 3 1. Pre-Wet Systems: Liquid application systems for pre-wetting salt in the auger or at the spinner just prior to spreading. 2. 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

12 Operations How To Make Liquids Work for you On a storm to storm basis

13 Selecting Your Liquid 1. What is your typical low temperature during a storm? *F- Salt brine is an economical choice *F- Mag chloride is a good choice *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

14 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 ,000 sq ft/hr or 4 to 4.5 acres per hour gal per hour Type C lot- smaller lots or many obstacles 100,000 sq ft/hr 2.5acres per hour 100 gal per hour.

15 Type A property

16 Type B Property

17 Type C Property

18 Personal Experience Care Enterprises Snowplowing - Time Sheet Name Scott Zorno Truck dodge 3500 spray truck Date Location Time In Time Out Total min. Gallons used Comments Spraying Centennial Bank Conifer Square Starbucks Conifer Towne Center Pre treat Natural Grocers Community Bank Conifer Community church Mount Evans Bldg gal gal gal gal 10 gal gal gal gal Conifer Towne Center post treat gal This route takes hrs and sprays gallons not including post treat

19 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

20 Example-South end of Route- 332 gal max

21 Example- North end of Route max 205 gallons

22 Typical Liquid Trucks Most versatile- Dually with gallons

23 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 adapted- Very large areas & airport tarmacks

24 For Larger Routes 1. Consider setting up a storage depot in the back corner of an extra lot gallons double walled 1. Place strategically to extend routes 2. Small footprint- less that 10 x10

25 Combo truck options 1 Ton sized combo system- wet at spinner Add-on spinner squirt system

26 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

27 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 gallon minimum storage

28 Remote On -Site Storage 1. Totes gallon gallon

29 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

30 Calibration part 2

31 Calibration 3 Summary: Nozzle is psi Coverage is 1 gal per 1000 sq ft So the truck drives 12 mph to Get proper coverage.

32 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.

33 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

34 Tips and Tricks 1. Spray at night 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

35 More tips & tricks