Three days ago Barcelona, Spain got 20+ inches of snow.  476 schools closed.  200,000 homes with out electricity.  Major ice build-up in many areas of Spain (and in Switzerland too).

I wonder if Al Gore pays attention to these global warming trends…..

Recently, the Erie Times News ran an article about Dave Hessong.  Dave worked up in British Columbia at Whistler Resort, overseeing the snow and ice management (among some other tasks) for this important ski venue for the 2010 Winter Olympics in Vancouver, BC, Canada.  Dave is one awesome fellow with regards to this type of activity. 

Dave Hessong was our General Manager at the 2002 Winter Olympics in Salt Lake City, Utah.  He oversaw all the snow removal on all the Venues for the Salt Lake Organizing Committee.  He was responsible for the successful completion of our assigned tasks.  Of course, he had a bunch of guys working for him in this activity – but he took total responsibility for the actions of these folks.  He did an outstanding job, and was specifically mentioned in the Letter of Recommendation we got from the Organizing Committee.  That recognition was well deserved.

And, so are the gracious words being said about his performance in Vancouver.  Whistler got snow (unlike the skating venues down in the city of Vancouver itself).

So – this is my personal congratulations to Dave on (another) Job Well Done.

You’re a decent sized snow contractor. You have a good book of business, and you’re growing steadily.  Things are going along well.

Are they?

How are you reacting to problems and issues that come up?  Do you yell and scream at subs and employees?  Are you belittling them and making huge issues of minor mistakes that occur?  Do you scream at them over the phone thinking that is “motivational” and they’ll do better because you are angry (and not hiding it at all?).

Think back over the winter and take (honest) stock of your attitude towards those who are out there making your all that dough your billing out.  Are your subs (and employees) looking at you and thinking “what an idiot”?

Your reputation with these folks should mean a lot to you.  You are the “leader” – and your attitude you put forth is important.  Customers and suppliers eventually figure out what kind of person you are.  They’ll likely continue to deal with you – but for how long?

You are defined by your actions in times of stress. 

I’m continuing to beat on this drum - How many snow contractors along the east coast are going to survive this past winter ??  I think it is an interesting, and valid question.  I’m very concerned about “collections” on the part of the contractors – from customers who will have a hard time paying, from subcontractors trying to collect from squeezed 1^st providers whose cash flow will undoubtedly be suffering from severe (and sometimes, terminal) negative cash flow.  The trickle down affect may also be severe as property managers and property owners try (and to some extent – succeed) in getting snow contractors to shoulder the burden of poor planning (on the part of the property managers).

For those who survive and collect outstanding monies – they may find their business will grow substantially next winter, as those forced out of business will leave huge service voids in the marketplace.

Gosh – I sure hope I’m wrong.  I’d love nothing better than to find I am so very far off base, and money is flowing readily into the contractors coffers – allowing for equipment upgrades, and new acquisitions. 

Unfortunately – I’m already hearing rumors and (unfounded and unconfirmed) stories of larger contractors having cash flow issues.

Pay attention to the customers and how they are paying you…..it could be the difference between going on vacation this summer, and worrying how you’re going to make it to next winter.

I’m sitting in the Sky Club at Boston Logan, waiting for my (twice delayed) flight to Detroit, on my way home.  Accuweather just (an hour ago) came out with a projection showing that eastern PA, northern NJ, CT, MA, RI and lower NY will get yet another snow storm come through Tuesday night into Wednesday.   And the hits just keep on coming.  Wow.  A winter like this can bankrupt snow contractors who are dependent on seasonal contracts.  Surely do hope that doesn’t happen.

Same old mantra from me – collect the money.   Collections will become paramount in a few weeks.  Don’t want to hear the stories I know will be coming out about customers not wanting to pay.  Be on-guard.

And, get some sleep guys…..

For those in the mid Atlantic who were actually hoping for “one more big one” – I empathize….although I’m fairly certain some were thinking “oh no, not another one”.  So, the gang in Syracuse, Buffalo, Vermont, interior Massachusetts – who’s snowfall totals were below average this winter – now you get to “catch up” some.  Good for you.  Syracuse has just over a foot of new snow this morning.  Now – truth be told – a foot of new snow in Syracuse is not the catastrophic event that kind of snow creates in DC or Baltimore.  But, it’s nice for them to get some additional revenue out of the winter that has created windfall revenues for those areas lower on the eastern seaboard than Boston.

I happen to be in the Boston area today, and the contractors in the eastern half of the state are actually sitting this one out.  They are not at all happy about it.  This area is below average for snowfall this season – and watching a Monster Storm come off the ocean and (essentially) pass over this area is not fun for them (although, the area is still hard hit due to torrential rain that has befallen this market - but, snow contractors cannot generate much revenue out of rainfall).

So – will this be winters last hurrah for the east coast states??  I don’t think so.  From what I can see, the weather patterns are such that the eastern markets could still see one more blast – albeit probably not quite as deep as the past few storms.

Even if there is no more snow this winter – it will surely be a winter we’re all talking about for awhile yet.  I don’t think we’re done just yet.

Along the Atlantic coast, and as far inland as Pittsburgh – snow is creating collapse issues all over.  Buildings and garages are collapsing from the weight as snow gets wetter and wetter when temperatures rise – or it rains.  Now – snow contractors are not responsible for roofs that cave in – but parking ramps are a different beast.

Contractors responsible for clearing snow from parking lots where there are ramps and decks – beware.  YOU are likely responsible for any collapse that occurs IF you have not warned the customer or property manager about the potential issue.  And, it is happening in many states already.  As the contractor of record, it is your responsibility (in most cases) to advise the customer of the potential catastrophic loss that can occur from snow left on parking decks.  Just pushing it to the sides is not enough.  It needs REMOVED, meaning off the deck itself.

Customers may whine about the cost – if when that happens, tell ‘em in writing that you are advising them to have the snow removed from the deck.  IN  WRITING  !!!!!  Calling them on the phone is nice, but putting it into words will protect you in the long run.

Do It – and Do It NOW…..

My friend, Alan Steinman is sick.  He is going through something we all sincerely hope none of us need experience.  Life certainly is not fair – and we all see that sort of unfairness each day. 

Alan Steinman stepped up to the plate for SIMA awhile back, at a time when SIMA was struggling.  The leadership was in disarray.  Discord was part of the daily grind that comes with overseeing a non-profit – and it should not be that hard.  Something needed to be done, and Alan stepped up and said “I’ll take the heat”.

Many in the organization wondered if SIMA would last another year.  Everyone was reticent to take on the issues and problems that were the norm each day (at that time).  When Alan volunteered and stepped in, a good many folks were relieved, thinking “glad it’s not me”.  Others said “Alan???  Oh oh.”  Not real polished at times, speaks his mind (even more than I do), gruff on the outside, opinionated  (to say the least) – but also, willing to listen to others problems, offer advice, and very, very intelligent when it comes to fighting snow (amongst other things).

To his credit, he admitted up front he had no idea what was involved, and had no idea what to do tomorrow.  But, like the incredibly strong willed individual he is, Alan waded into the morass and acted like the proverbial “bull in a china shop”.  He didn’t much care what others thought – and he made it happen.  He got things straightened around.

There are those of us who believe it is entirely possible Alan Steinman actually saved SIMA.  If that is to be his legacy in the snow industry – I think that is just fine.

We love you Alan – and wish you well as you weather this ongoing storm in your life.

Time to step back, assess what has taken place the past several weeks, and plan for another storm later in the week.  Sleep, of course should be on the agenda.

Don’t be too quick to “get the invoices out”, because hurrying up the invoicing process will breed mistakes.  Some of these mistakes could be costly – and unrecoverable.  So – take another day, set the invoices aside on your desk, and review them once again before dropping them in the mail.  One more day is not going to get you paid sooner or later. 

Realize - that now the hard part begins.  And, be cognizant of the fact that a lot of your customers simply won’t like their bills and will ask for consideration and reductions.

Another storm is brewing for late NEXT week.  Where it’s going to hit is hard to tell at this point, but it appears it will drop snow through the middle section of the country and (someplace) on the east coast will see a fair amount of snow.

Of course, the guys in Colorado and Utah sure would like to see this system stall out over their area of North America for a few days.  Doesn’t look like that is going to happen.  Sorry.

I am constantly amazed how contractors think all they need to do is “remember” a conversation and that’s all it takes to stop a lawsuit.  The contractor gets a call from a property manager saying “we are tight on budget money, and we need you to cut back on the level of service we receive”.  So, they stop salting, or don’t plow at the previously contracted “zero tolerance” level and institute a 2” trigger for plowing.  All is well, until 3 years later the lawsuit arrives in the mail about someone falling in the parking lot / driveway / sidewalk a few weeks after the “new directive” came.  So, the contractor tells his insurance adjuster “we were told to back off – so this is not my fault”. 

Then come the lawyers.  “Prove the conversation took place”.  No…no – you HAVE to believe me… it DID.

Oh..oh….. seems the property manager can’t quite remember the phone call.  Not really sure what was discussed.  Might have been about a quote for next season…..or, maybe a compliment on all the hard work the contractor did – except for that one stretch when they didn’t show up a lot. 

Had the contractor sent in a fax, or sent an email confirming the innocuous conversation – something…..anything in writing to back up the “alleged” conversation….all this heartburn could have been avoided (for the contractor).

But – alas, the trusting contractor just didn’t think it was necessary to do that.  Heck…the property manager knows we had the conversation – and surely she wouldn’t forget she told me the Association / Property Owner / Tenant was out of money and didn’t want to spend any more….. SURELY…..

Oops.  Then the property manager might also say “Hey, Mr. Lawyer – please sue ME, not the good contractor – my insurance company can afford to pay out millions in damages”.

Yeah…. That happens ALL the time – doesn’t it…….

Hmmmm….. that’s what I thought.

Document……. Document……DOCUMENT, Damit !!!!!