July 2016 — Property Management Quarterly —
Page 25
A
s most Colorado residents
welcome a season of bar-
becuing, cut-offs and relax-
ation, snow and ice compa-
nies are turning up the heat
on preseason planning. Many peo-
ple don’t think about snow when
it’s 95 degrees outside, but more
should because it can be cost-effec-
tive to sign a snow contract in the
summer. For those eager contrac-
tors, the time is now to start book-
ing clients in hopes of eliminating
last-minute challenges.
The most vital piece of informa-
tion a snow business needs to
properly prepare is to know what
its service obligations will be for a
particular season. That informa-
tion allows contractors to reserve
ice-melt, hire a sufficient number
of employees and determine proper
equipment for the specific property.
By signing an early snow contract,
the contractor can prepare and
create a path toward a successful
winter.
• Early bird.
Many will argue that
waiting until August or September
is the standard for signing snow
contracts. Not necessarily. Most
property managers have the prior
snow season and the service they
received fresh in their mind earlier
in the summer. It is a good busi-
ness practice for contractors to take
advantage of this by stepping in at
the right time to renew or cold bid a
new client contract.
Recently, however, some manag-
ers have shifted gears and started
seeking out new snow bids as early
as May for their preliminary bud-
gets. Not only do these early birds
get the best pricing, but also, once
they sign a contract, that property
becomes the feature on said route.
The last-minute properties end up
on the back burner and, as a result,
their service commonly suffers. It
may not seem fair, but the stress
of routing properties with a 1-inch
trigger varies drastically from a
property with a 3-inch trigger that
signed up in October.
• Relationships.
The key for man-
agers is to communicate with the
contractor and not wait until the
last minute. The preseason process
can be just as grueling as the actual
snow season itself. Determining
which properties will be serviced
next season, what new equipment
needs to be purchased and, espe-
cially, route plotting can take a toll.
This is why it is important to book
clients in a timely fashion; by tak-
ing action internally along with
proper communication, both parties
can be satisfied.
The sales team plays an intricate
role in building relationships and
creating business opportunities
with property managers. With that
said, it is the property manager’s
job to find the best price, service
and value for her property. Signing
an early contract has multiple ben-
efits because once a balance with
contractor and property manager is
reached, the service reflects accord-
ingly in a positive manner.
• Change.
The reality is property
managers have multiple proper-
ties and millions of square feet to
manage. These professionals deal
with more things than just snow
contracts on a daily basis. Build-
ing maintenance, landscaping and
tenant improvements trump snow
budget talks in mid-June. Knowing
that no immediate response doesn’t
necessarily mean no is key, because
sometimes putting in the work
early pays divi-
dends in the end.
Property main-
tenance has
become such a
booming business
that managers
can shop around
and find the best
deal. For this rea-
son, contractors
look to reward
a manager for
signing up early
because it makes
the contractor’s life easier, which
is grounds for more competitive
pricing. It is the responsibility of
the contractor to be proactive and
anticipate a particular property’s
needs. Contractors know summer
is a busy time for managers, but
the benefits alone make it is worth-
while to look into getting those
snow bids signed early.
There is plenty of opportunity for
both sides to have an open dialogue
about the challenges they will face
during winter. The snow and ice
business always is evolving and has
become a cutting-edge business
opportunity. If the time and energy
is put forth early, the opportunity
to save money and increase service
awaits. When it comes time to meet
for that site walk, being prepared
and providing an action plan may
just warrant a signature.
s
Vendor Relations
Matt Huggins
Account executive,
CAM Services,
Denver
The last-minute properties
end up on the back burner
and, as a result, their service
commonly suffers.
