Snow Talk with SIMA

Join me on this episode of Snow Talk as we explore the vital connection between sales and operations at EMI, a leading snow management company. We'll discuss how EMI effectively aligns these departments to streamline processes, enhance communication, and ensure operational efficiency, especially during winter storms. I’m joined by Scott Shelton, the Business Development Manager, and Zach Kolasa, Operations Manager, who share insights on their comprehensive sales strategies, robust training programs, and the importance of educating clients on service expectations. As the conversation unfolds, we’ll also examine tools and technologies that support seamless operations and improve customer experiences. Tune in for valuable lessons that can elevate your snow management business.

In this year-in-review podcast, Martin Tirado, CEO of SIMA, discusses the past year's achievements and future plans with board members Chris Hinton, CSP (GRM Inc.) and Jeff Heller, CSP (Innovative Maintenance Solutions). They highlight strategic planning initiatives, the launch of the Accelerate program for emerging leaders, and the upcoming symposium in Cincinnati. The conversation emphasizes the importance of community engagement, addressing insurance challenges, and the role of the SIMA Foundation in supporting industry research and education. Listeners are encouraged to get involved and take advantage of the resources available through SIMA.

In this episode of Snow Talk, we dive into the financial landscape of the snow and ice management industry with Steve Wolff, founder of WOLFFWORKS Consulting. We explore the findings of SIMA's 2025 Profitability and Benchmarking Study, which surveyed 161 firms across North America. Discover how the average snow business operates, from revenue streams to cost structures, and learn about the economic challenges impacting profitability. We also discuss strategies for growth, including contract types and pricing models, to help your business thrive despite rising labor and equipment costs. Join us for insights that could reshape your approach to snow management.

Blizzards in the deep south...say what?! Levi Jett, CSP, ASM, joins Snow Talk to share stories of how he and a team of snow fighters traveled to New Orleans to assist municipalities that were out of their element when a blizzard bore down on a large swath of the south.

Snow Mikhail Ter-Grigoryan, president of Just for Snow Property Services, covers his insights on the snow removal industry, including preparation, best practices, employee engagement, innovation, competition, attracting and identifying talent, workplace culture, momentum, risk-taking, and perspective.

This month on Snow Talk, we're remembering Alan Steiman, a SIMA leader who left a lasting impact. Deb Mattson and Debora Babin Katz join us to share stories of Alan and discuss the scholarship created in his name. We'll also talk about the value of attending the SIMA Symposium and how it's evolving for contractors. Don't miss it! Thanks to our sponsors Western, Fisher, and SnowEx

We wrap up 2024 with a great episode featuring Outdoor Pride Landscaping & Snow Management's Billy Butts and Garden Grove Commercial Grounds and Snow Management's David Lammers, who talk about the power of networking. Hint ... it's not about what's in it for you!

Industry consultant Angela Cenzalli and The Integra Group’s Jenny Girard explore personal experiences with mental health challenges, the detrimental industry norms that contribute to burnout, and the importance of creating a culture of wellness and support.

Tory Chlanda from Betterview Landscapes in Amherst, MA joins Snow Talk to share the importance of intentionality in business planning and how it leads to greater sales and revenues. Listen for these tips and more: Selling safety can set a company apart from the competition.Educating clients on the importance of safety and communicating it through various channels is key to success. Hiring the right people and involving them in the strategy-building process is crucial for success.

We're in the middle of renewal and sales season for winter services. Ramblin Jackson's Jack Jostes joins Snow Talk to discuss how to make it a successful one. Listen for these tips and more:Renewals present challenges such as changes in point of contact and changes in snowfall, requiring proactive communication and customer feedback throughout the year.Identifying 'hell yes' customers involves understanding demand, profitability, and passion, and tailoring marketing and sales strategies to attract and retain these ideal clients.The RFP process benefits from clear definitions and exacting language, fostering trust and understanding between contractors and clients.Maintaining relationships with clients throughout the year, not just during the renewal process, is crucial for successful sales and renewals.

The Grow Group's Vince Torchia and McFarlin Stanford's Jennifer Murray join Snow Talk to share how they counsel landscaping and snow companies to be financially healthy. Listen for this tips and more:Look beyond revenue to include understanding margins and profits.Have enough liquidity to manage through rough patches.Building a "sell"-worthy company.

Earth Development President and CEO Eddy Zakes, CSP and SIMA’s Senior Manager of Membership Evan Newman packed a lot of great points into this episode of Snow Talk. Listen in to hear Zakes’ approach to:Company cultureEducation and personal developmentRecognition and rewardsA deep bench of emerging leadersLeadership authenticity and transparency

Zech Strauser, founder of Strauser Nature's Helpers in Allentown, PA, joins SIMA CEO Martin Tirado to talk about the importance of camaraderie in the snow & ice industry, the challenges of sustainability and innovation, and his work in promoting landscape and snow as a "green collar" career opportunity.