So what did you think of the half you heard, Mikey?

I thought it was great.

As far as liquids go, I like leaning on the environmental portion because it makes my job easier with a lot of the clients that I have in the Boston City area.

There's a lot of water conservation efforts going on for stormwater diversions, filtering it through natural kind of like rain garden type situations before it gets to streams, brooks, and even the ocean.

So These are the kind of pitches that definitely help us get stuff across the finish line.

But I deal with a lot of engineers as well.

And I see the pain points.

But yeah, I think he did a good job of bringing up some topics everybody's been discussing lately.

that well I didn't touch that because I wasn't supposed to it's in the contract it's in my scope so make sure everything's very very clearly spelled out

yeah Drake I'm going through that exact scenario right now from a slip and fall from January it was a secondary entrance that during the walkthrough we were told it is not something that needs to be cleared there was another entrance door literally five feet from it it was a patio entrance that I don't know, somebody went out for a smoke break and decided it was a good idea to not look down and see if it was shoveled and he slipped.

And of course, it's not spelled out verbally in the contract.

We're going to be on the hook for it to some extent, but... there's a little back and forth going on with it right now but we're finding out the hard way for some of these things that the more you're missing verbiage wise on like say it so a parking garage i have a slip and fall that i just got two weeks ago from a parking garage in fucking wakefield and one of my my best client sites and the picture that they had in the uh in the email that the lawyer had sent over it was clearly drifted over i know the storm i remember the date and the guys were home sleeping because they've been up for like 30 some odd hours it was uh it was a friday and yeah you walked through drifted snow to go to your car were you not being cautious were you wearing the wrong shoes like what What could have prevented you from falling aside from me having a robot there that just doesn't fall asleep and clearing it? But we're still going to be on the hook for it regardless.

Yep.

W-9.

W nine.

Yep.

No, you can give the historical

data of what you have, like what it's taken you over the years to service that site, depending on if it's a seasonal, if it's a variable, just to Whatever you have, just send a note to them.

Hey, this is what I've typically billed on this site for this amount of inches per year.

Are you prepared to pay that with this person? Are they prepared to service it to the extent that I have? We've had no slip and falls.

We've had no major damages on the property.

We've had no service lapses.

are you sure you want to try somebody new when we have a record of success here at your property? You know, you're, you're brand new at this site.

and it's like they just don't they don't care and it that state it's uh municipal it's you know it's everything But I don't know if it's just my market, though, either.

Throw them a Tumblr, throw them some, some snow jobs, koozies, you know, you're covered.

Well, to piggyback off that though, too, Steve, but if, if you're looking in those areas, right.

So say distribution, medical office, industrial space, They're all main highways.

I guarantee you some of those intersections have planted islands that you could fix up.

Either redo the plantings, keep weeding it.

If there's a little bit of grass, mow it.

Plant your sign out there.

But back in the day, did you, when you guys are still like scaling?

Sure

... freezing rain event, sure, it's a one to three-inch tier 'cause we have to staff the same people.

We have, uh, putting down two times the treatment that we would for a regular snowstorm.

Or if it's a long duration, you know, 24-hour mixing event, you get a 10th of an inch, uh, to a quarter of an inch s- uh, ice accretion, then you're, you're in tier two, tier three, you're...

Or you're paying hourly.

Uh, you, you can do that too.

Like, "Yeah, you can just pay us hourly for this as well." I mean, having that clause is something we're heavily debating this year 'cause we just keep getting more and more of those events in the New England area, and it's-

Oh, there we go.

I, I'm sure I would

"Hey, by the way, uh, I know it just snowed, but the generator guys are gonna be here at 1:00 PM 'cause they gotta do some load testing on the, uh, the machine out back." Fucking great, man.

Wait, was that scheduled?

Anything else on that one? Anything that you've had success with, Mike, on these meetings?

I just remind them what they're getting with that price tag, whether it's the dedicated weather service, the 24/7 account management, the site operations team that is solely focused on that property, from the site leader to the operators and the shovelers that, you know, only report to that site for the remainder of the year, not a rotating, like, gypsy crew that comes in and out.

Um, that and I usually go through the site beforehand and I just kinda tell them, like, what, uh, what I noticed when I was there, whether it was, you know, parking, you know, tenant vacancies, or, um, how packed it was already in certain areas.

I'm like, "Hey, th- this is how I would do it.

I can kinda see, you know, how the pile placement's gonna be.

Oh.

Mi- Mikey's kind of a, a name that's just stuck over the years.

Uh, we do it, uh, when we absolutely need to.

And for the winter we do do it when it spikes heavily.

In the green season, we're discussing doing it now 'cause diesel is just so ungodly high.

Even switching out of the diesel trucks and doing gas dumps and gas single axle trucks now, it's, it's still a, a huge nut to swallow every time that, you know, 1,000 gallon tank gets filled every day, every two days, whatever it is.

So we, we know the clients that will understand it and take it, and we know the ones that we have to kinda spoon feed it to, and we just, we see how the, the dice come up at the end.

It's all right.

Let's get it going

...

I'll lean...

So for, in general, all of us have our AR holdbacks.

We're all sitting on probably a ton of money right now that still needs to come in from the large winter, at least that the East Coast had.

You know, payment terms are there for a reason.

You got your lawyer on retainer.

Sure

But if you-

There's only one way that that works: if you just came off a great winter with them.

The service was impeccable.

They're happy with the communication.

They're happy with the quality.

They're happy with the team.

You're coming off a three-year deal, a two-year deal, a, a one-year deal, whatever it is.

Sure.