American Liquid Waste - August 2019 by PHX Publishing

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AUGUST 2019 | VOLUME 15 | ISSUE 8

CONTENTS

F E AT U R E S 8 5 Daily Habits of Good Leaders

Phone: 800.422.1844 ext.112 Fax: 888.883.9380

14 In the News 20 Royal Restrooms of Jacksonville FL A Unique Path to Success

ext.112

32 The Water Expo Show Section 30 ALW ClassiďŹ eds 34 Index of Advertisers

CEO & PUBLISHER Gideon W. Smith

CREATIVE DIRECTOR Melissa Kennelly

SENIOR EDITOR Katherine Nolan

EDITORIAL MANAGER Heidi Karpinich

ADVERTISING Tracy Rodean

CIRCULATION Noah Aiden

Phoenix Global Media Inc. P.O. Box 235, Stockton New Jersey 08559 866-418-4400 phone 973-532-0319 fax sales@americanliquidwaste.com

SUBSCRIPTIONS $15.00 per year, or by eligible request.

POSTMASTER: Please send changes to American Liquid Waste Magazine P.O. Box 235, Stockton New Jersey 08559

Opinions expressed in editorial submissions contributed to American Liquid Waste Magazine are those of the individual authors exclusively and do not necessarily reflect the opinions of American Liquid Waste Magazine, its staff, its advertisers, or its readership. American Liquid Waste Magazine assumes no liability or responsibility toward independently contributed editorial submissions or any typographical errors, mistakes, misprints, or missing information within advertising copy.

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IN THE NEWS

TECH NEWS

OF GOOD LEADERS

SPOTLIGHT

Successful leaders model the habits they want to see reflected in their team members. Effective leaders routinely demonstrate certain actions that inspire and motivate staff, promote greater organization, generate higher revenues, and spur growth. Their habits also contribute to ongoing personal and professional self-improvement. Less effective business leaders generate workplace atmospherics and business performance effects that often devastate their best efforts to lead and financially succeed over time. So, what do these excellent leaders do in these functional areas of leadership that really makes so much difference in the performance of their businesses? Here are descriptions of five core leadership competencies that good leaders habituate. Communicate Clearly and Thoroughly Advice about the importance of good communications skills for leaders is nearly a cliché these days, after so many generations of business management instructors repeating the point. But, the reason clichés can be so effective in imbedding themselves in our memories is, of course, because their very simplicity makes them easy to communicate and remember. For business managers aspiring to be good leaders, this simplicity principle is really enough to convey about what

8 A MERIC AN L IQUID WA S TE AU GU S T 2019

A S S O C I AT I O N N E W S

A S S O C I AT I O N I N S I D E R

INDEX

must be done to be an effective workplace communicator. In other words, a manager’s message always be in the simplest terms, as the simplest messages are typically the easiest to remember. A good leader’s premier habit is communicating expectations, information, instructions, and feedback, clearly and thoroughly and in a positive, encouraging way. There’s really not much that possessing all other great leadership habits can do to keep a manager on track toward his or her business goals if communications are ineffective. So, if you’re only going to habituate one new top leadership behavior, let it be to communicate more simply, thoroughly, and helpfully. Further, leadership communication at its best, inspires, and at its worst, deflates its listener/reader. Remember that two-way conversation is the gold-standard for workplace communications. So, more discussing and limited speech-making is usually advisable. Encourage questions, collaboration, feedback, any form of greater engagement. Build and Maintain Relationships People are naturally happier when they are confident that they have a positive relationship with their employer. They feel more secure in their employment. That’s a feeling with profound impact on the overall quality of one’s occupational life. Further, the differences in stress

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levels between feeling secure vs. insecure with one’s job can have deleterious effects on one’s sense of happiness and stability in one’s personal life as well. Good leaders are well aware of the importance of developing a quality of working relationships that promotes reduced employee attrition. That caliber of relationship is necessarily one in which workers are helped to develop their skills and to be as fully engaged as possible with their work and with the business. People need to feel acknowledged, recognized for accomplishments, and they want to feel a sense of being accepted by their work group. In other words, they need to have a sense of belonging to a team. Good managers are leaders are thoughtful in proactively ensuring that every member of the team knows that they are a valued person in the company. It’s recommended that leaders call their team members together routinely, whether weekly or monthly, for at least 15 to 20 minutes, to touch base and nurture a sense of team membership. This practice is especially useful in team bonding for work forces in a portable restroom business, because many employees typically spend so much of their work time driving on their own, physically removed in a way that can promote a greater sense of disconnectedness from team membership. The periodic meeting time can be used to share policy updates, service improvement ideas, collaborate on problem solving, congratulate people for successes, and restate the roadmap for

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pursuit of the strategic plan to achieve the team’s shared goals. Such group meetings are a highly eﬃcient way to ensure that everyone receives the same information and training bits and consistently has opportunities to share their own ideas and suggestions with the team and leadership. (Save complaints for one-on-one sessions or other meetings.) Build a Workplace Culture of Accountability Embracing mutual-accountability with your team members is a core leadership principle. It’s the hallmark of integrity in leadership. The best managers foster mutually accountable between staff members and between management and staff. A culture of accountability allows managers to continued on page 10

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TECH NEWS

“the consistency leadership competency is a naturally occurring behavioral model” P R O D U C T W AT C H

empower employees with the greatest amount of autonomy possible in planning and performing their work. The degree of autonomy is, of course, necessarily based on the nature of the work, and employees are given to understand that greater freedom means greater accountability. Business managers with poor leadership habits may be more inclined or take on the persona I N TtoHtryEtoNmicro-manage EWS of an enforcer with employees. Conversations may typically deteriorate into one-directional speeches, with the boss talking and everyone else nodding their heads in acquiescence. There might be no sense of accountability for unsound, untimely, or inconsistent decision-making. The good news is that the consistency leadership competency is a naturally occurring model for leaders in portable SPO T L I Gbehavioral HT restroom businesses, due to the necessary autonomy that drivers already have. So, worker autonomy is baked into the operational model of the industry, making this habit of good leaders automatic for business owners.

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The better news is that by choosing to become an entrepreneur in this particular industry, you are already demonstrating that you are the kind of employer who likely prefers arrangements that permit worker autonomy. So, congrats on your good habit. A S S O C I AT I O N N E W S Demonstrating to workers that you’re committed to holding up your end of a relationship of mutual accountability goes far to sustaining employee satisfaction. People naturally respect leaders who hold themselves accountable and do not dodge their own accountability. Employers who live an example of accepting personal accountability and dealing with mistakes in an A open manner toR emulate those S Sand Okind C I AT I Oinspire N I Nworkers SIDE attitudes. Workers feel free to try creative problem solving without risk of punishment for failures of trial efforts. In work environments of mutual accountability, relationships of mutual trust are stronger between workers, and between workers and management. Employees are helped to feel encouraged to speak out when issues arise, and to be supportive of each I Nother D Eand X management in collaborating on solutions.

Demonstrate Consistency Good leaders understand the importance of building team members’ confidence in the stability of the company’s management, the reliability of directives, and the predictability of responses to performance levels and problems. They practice consistency in rewarding good performance, providing constructive feedback, collaborating with employees on problem solving, and in cultivating a positive atmosphere in the workplace. They behave in a professionally mature way that people can come to depend upon. Inconsistency in a business manager’s behaviors or decisionmaking undermines the stability of the team. Fickle bosses who can’t make up their minds what they think, or like, or approve of, or disapprove stimulate a great sense of uncertainty and insecurity among staff members. They may shift goals in midperiod, causing employees to feel helpless to hit management’s moving targets and give up on trying to reach set milestones. In more serious cases, people can become increasingly anxious and so preoccupied with attempting to anticipate the boss’s whims and accommodate them. Productivity suffers, and customer care quality commitment becomes second priority to the more immediate and pressing need every day to appease the unpredictable manager. Obsession wit h striving for perfection breeds fear of independent problem solving and low selfconfidence on the job inhibits engagement. Good leaders provide a stable workplace atmosphere that is conducive to employees success, strengthening their selfconfidence in their abilities to succeed with the employer. They create a workplace environment that workers can trust from day continued on page 12 Vi s i t Us

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PContinue R O D UPersonal C T WDevelopment AT C H

The most effective leaders are life-long learners. They’re individuals who perpetually seek self-improvement activities. They read, attend seminars and workshops, perhaps take a course from time to time, travel, etc. They try new activities. They’re interested in people. They ask questions, and they actively listen to the answers. They want to learn from whomever I N They T Hreach E Nout EW is talking. forSadvice and teaching from others. Their curiosity extends beyond their field. They enjoy building a well-rounded life experience. Poor leaders tend to be more limited in the dimensions of their interests. They’re more inclined to dismiss opportunities to acquire new knowledge. They’re more inclined to resist change and stick with familiar, comfortable methods. Sleaders P O T seek L I Gbetter H T approaches and look to improve Good administrative, production, service processes with updated tools. It’s no wonder that employee and customer satisfaction are likely to be greater where a good leader is seeking continual selfimprovement.

1 2 A MERIC AN L IQUID WA S T E AU GU S T 2019

8 A M E R I C A N L I Q U I D WA S T E S E P T E M B E R 2 0 1 7

TECH NEWS

At the End of the Day Good daily habits demonstrated by company leaders typically sooner rather than later begin to reflect back in the behaviors of staff members. Attitudes become more positive overall. The most A S Semployees O C I ATare IO N N E W S leadership so well that talented found emulating they can take on some of the management role. Overall team performance improves. Ultimately, under good leadership, an increasingly effective team mindset develops, which affects customer relationships, causing repeat sales and referral business to increase. The revenue base expands, and the business grows. In fact, it’s fair S Ofew C strategies I AT I OorNinvestments I N S I DinEaRportable restroom to A saySthat business can match in value the simple strategic investment of a leader’s effort to cultivate good habits in the team, by modeling those habits in the workplace every day. Source

https://www.inc.com/gordon-tredgold/20-habits-of-highly-successful-and-eﬀectiveleaders.html https://www.forbes.com/sites/glennllopis/2013/02/18/the-most-successful-leaders-do15-things-automatically-every-day/ INDEX https://www.tlnt.com/7-habits-for-leadership-success-from-dr-stephen-covey/ https://www.inc.com/sujan-patel/the-7-deadly-sins-of-manager/employeecommunication-and-how-to-avoid-them.html https://hbr.org/2016/10/like-it-or-not-you-are-always-leading-by-example https://www.wsj.com/articles/SB10001424052748704100604575146083310500518 https://hbr.org/2015/10/the-best-leaders-are-constant-learners https://www.inc.com/alison-davis/want-employees-to-speak-up-10-things-leaderscan-do-to-encourage-participation.html

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IN THE NEWS

A S S O C I AT I O N I N S I D E R

SPOTLIGHT

INDEX

COXREELS® ANNOUNCES NEW SHIPPING PROGRAM

hen you think “highest quality,” “most reliable,” “distinctly versatile,” and “best built American made reels in the industry”, we want you to think “Coxreels.” Our goal has always been to listen to our customer’s needs and the challenges you face. We listen to your feedback and work tirelessly to deliver the products and services that will help you grow your business. As a result of your feedback, we are very excited to announce that we launched a new Shipping Program called, “Coxreels Ship Ready”. This is an exciting time and a very important milestone in the continuing growth and success of our organization!

Our desire and commitment to provide our customers with the highest level of quality reels is paramount, and just as important, it is our ultimate goal to deliver the reels to our customers as quickly as possible. With more than 80 SKU’s included, Coxreels Ship Ready Program ship all confirmed orders the next business day after you place your order, and if at any time we can ship it the same day, we’ll do our very best to make this happen. The maximum that can be ordered on a Purchase Order is 10 per SKU per order. As the industry leader in hose, cord, and cable reels, Coxreels is making a commitment to provide our customers with the ultimate, user-friendly experience as they navigate through the most complete and diverse line of reels and reeling accessories. For more information on Coxreels and our new Ship Ready program, please visit https://www.coxreels.com/shipready.html

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IN THE NEWS

A S S O C I AT I O N I N S I D E R

SPOTLIGHT

INDEX

LIBERTY PUMPS NAMES NEW PRESIDENT Bergen, NY, Release: July 29, 2019. For Immediate Release Liberty Pumps today announced that the Board of Directors elected Robyn Brookhart to the position of President of Liberty Pumps, effective immediately. She replaces Charlie Cook who will remain CEO and Chairman. Robyn has been with Liberty for 22 years. She has served in a variety of positions including Sales and Marketing, Customer Service and Manufacturing. Most recently she has been the company’s Executive Vice President, as well as its Chief Operating Oﬃcer – a position she will retain. Robyn’s strategic path throughout the organization provided her with the knowledge she would need to eventually take the leading role with Liberty Pumps. “There is no better way to learn

1 6 A MERIC AN L IQUID WA S T E AU GU S T 2019

the roots of an organization than to go through the process of working all segments of the business,” states Charlie Cook, CEO, Chairman of the Board, and Robyn’s dad. “I am excited and proud that the company will remain in our family heritage and I am confident with Robyn’s ability to lead the company into the future.” Robyn has an MBA from the Rochester Institute of Technology and an undergraduate degree in Marketing from SUNY Fredonia. She has served on the board of the Genesee/Orleans Council on Alcoholism and Substance Abuse (GCASA) and is currently on the board of the Genesee Community College Foundation. Robyn is a member of the Young Presidents Organization (YPO) and the American Supply Association (ASA) Women in Industry group.

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IN THE NEWS

brands, provides the industry’s broadest portfolio of advanced, reliable tools and mechanical, electrical and plumbing trades globally. Visit emerson.com/professio information. A S S O C I AT I O N I N S I D E R

About Emerson Emerson (NYSE: EMR), headquartered in St. Louis, Missouri (USA), is a global technology and engineering company providin industrial, commercial, and residential markets. Our Emerson Automation Solutions business helps process, hybrid, and discre personnel and the environment while optimizing their energy and operating costs. Our Emerson Commercial and Residential S comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure. For more

SPOTLIGHT

RIDGID® NAMES MITCH BARTON INDEX MARKETING DIRECTOR OF GLOBAL PRESS CONNECTION ###

ELYRIA, OHIO – July 18, 2019 – In continuing its

RIDGID as well as the Greenlee and Klauke brands,

commitment to innovative jobsite solutions to expert

provides the industry’s broadest portfolio of advanced,

tradespeople around the world, RIDGID® is pleased to

reliable tools and technologies for the mechanical,

announce the addition of Mitch Barton to the RIDGID

electrical and plumbing trades globally. Visit emerson.

Global Press Connection team, where he will serve as

com/professionaltools for more information.

Marketing Director. In this new position, Barton will

About Emerson Emerson (NYSE: EMR), headquartered

manage product development, partner relations and new

in St. Louis, Missouri (USA), is a global technology and

business opportunities for the growing line of RIDGID

engineering company providing innovative solutions

press tools.

for customers in industrial, commercial, and residential

Barton brings several decades of marketing and product

markets. Our Emerson Automation Solutions business

development experience to his new role. Previously,

helps process, hybrid, and discrete manufacturers

he served as Director, Global Project Management for

maximize production, protect personnel and the

Performance Health in Akron. In this role, he transformed

environment while optimizing their energy and operating

the product management group from a support

costs. Our Emerson Commercial and Residential Solutions

organization to a high performing team leading projects

business helps ensure human comfort and health, protect

and decision making across the organization. At RIDGID,

food quality and safety, advance energy eﬃciency, and

he brings this innovative outlook to the Global Press

create sustainable infrastructure. For more information

Connection team, helping them strengthen their focus,

visit Emerson.com.

responsiveness and global connectivity solutions in the pressing category. “Looking at the needs of our end-user – the professional tradesperson – is critical to our overall product development strategy. Mitch understands this ‘consumerfirst’ mindset and will help us continue to take a more holistic view towards new tool technologies,” said John Ruese, VP & General Manager of Global Press Connection at RIDGID. In addition to more than 30 years of marketing experience across a variety of industries, Barton also holds a Master of Business Administration and Bachelor of Science degree from Bowling Green State University. Emerson’s professional tools business, which includes

1 8 A MERIC AN L IQUID WA S T E AU GU S T 2019

About Emerson Emerson (NYSE: EMR), headquartered in St. Louis, Missouri (USA), is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets. Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs. Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure. For more information visit Emerson.com.

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RIDGID® ADDS TWO NEW COMPACT CAMERA REELS WITH TRUSENSE™ TECHNOLOGY TO DIAGNOSTIC LINE

range (HDR) image sensor and Tiltsense™ inclinometer takes the next leap forward in diagnostic imaging and conveys valuable information about the in-pipe environment. A common challenge faced by diagnostic professionals is being able to see far down the pipe as well as the image just in front of the camera’s lights. An HDR image sensor expands the camera’s dynamic range, allowing a greater ratio of bright and dark areas to be displayed in the same image at the same time without reducing visibility. This means fewer blown-out areas and sections of the pipe

ELYRIA, OHIO –July 25, 2019 – Delivering big performance in

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of tilt on the monitor display – giving pros a useful indicator of the pitch of the camera in-pipe.

“The compact, lightweight design of our new

Both camera reels feature a 25 mm self-leveling

RIDGID SeeSnake Compact C40 and M40 are

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engineered to make transporting from work

enabled monitors. Their quick-release docking

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system makes them ideal for the new CS6x Versa

strain on the body,” said Amy Moneypenny,

digital reporting monitor and their sturdy metal

RIDGID Global Product Manager, Underground

frame provides a solid base that makes it easy to push and retrieve the cable for fast, eﬃcient use. The C40’s flexible

Technologies – Inspection and Locating. “The small package and all-in-one monitor capability, when used with the SeeSnake

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CS6x Versa monitor, enhance jobsite speed and eﬃciency for a more

and shorter runs in main laterals, while the M40’s moderately stiff

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push cable better suits longer runs in main and branch lines.

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NEW RIDGID® CS6X VERSA DIGITAL REPORTING MONITOR OFFERS UNMATCHED VERSATILITY ELYRIA, OHIO –July 25, 2019 – Eliminate the hassle of trying to find

The CS6x Versa works with all RIDGID

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viewing.

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pipe image, while the water-resistant keypad gives direct control

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RIDGID Global Product Manager, Underground Technologies –

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AU G U ST 2 0 1 9 A M E R I C A N LI QUI D WASTE 19

SPOTLIGHT

INDEX

ROYAL RESTROOMS OF JACKSONVILLE FL

A Unique Path to Success Andy Christian had been in communications for a long time. He was a rep for various major carriers, like AT&T, T-Mobile Sprint, and others, handling zoning and permitting for their major utility installations all over the southeast United States. Prior to his communications career, he had a series of jobs, including real estate, owning a cold storage business for about eight years, running a South Beach music studio (which recorded a lot of reggae and a major rock band for about 4 to 5 years), and running a chain of convenience stores for an owner in Jacksonville. continued on page 22

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SPOTLIGHT

INDEX Andy and his wife remained consultants in the communications field for a while, working out of their home in Micanopy Florida, just south of Gainesville. But, they started getting a lot of calls from people wanting to rent restroom trailers. The couple soon found that they couldn’t do both jobs. So, after a couple of years, Andy left the communications business, cashed in his 401K, took the tax hit, and bought more restroom trailers. A Unique Path to Success in the Portable Restroom Industry In the beginning, Andy and Linda were delivering trailers all over the state of Florida. For example, they would leave on Fridays to go to Panama City, drop off a restroom trailer for a wedding or other special event, and then they’d go spend time on the beach, while standing by until time to bring the trailer back to home base. Then, they’d pick up the trailer and do it all over again the next weekend. They worked this way for a year and a half. Then, they found a shop north of Gainesville, in Hawthorne Florida, and created a base of operations there. Around that time, they brought Linda’s son, Michael, on board. Andy recalls that, from the beginning, Michael helped tremendously. He could fix anything. Michael is now the company’s General Manager.

Ultimately, Christian settled in Gainesville and into his career in the communications field. There, he met his wife, Linda Carlyle, who was also in the business. At that time, he was working for a company that placed antennas on signal towers. It was the 1990s. It was cutting-edge, exciting. Still, he was not entirely satisfied. His employer wanted him to spend his time behind a computer, not out selling. So, he was looking for something different. Around 2005, somebody mentioned portable restrooms to him and said that someone in Savanah Georgia was looking for someone to franchise. So, Andy drove up and met the two owners, David Sauers and Robert Glisson. He was very interested. They showed him some restroom trailers. He was sold. But, he had to convince his wife, Linda. The two went together on what was Andy’s second trip to Savanah, to explore the idea further, and in 2005, Andy and Linda Christian became the first franchise owners of what is now one of the industry’s leading national brands — Royal Restrooms. First Franchisee of Royal Restrooms With the franchise, Andy and Linda got two trailers to rent. Andy was still working with T-Mobile, and at that point, he thought of restroom rentals as a sideline. In fact, one of the two trailers sat in the Christians’ driveway for months, until one day someone called and said they could rent it. Andy and Linda sent the trailer to Louisiana for its first rental. They started getting income right away. Another company in Jacksonville saw one of the Christians’ trailers, and they started working with the owner. Things started to take off a little.

Andy and Linda were constantly on the road. They were hauling trailers to Mississippi for emergency use after Hurricane Ike. They also worked Hurricane Sandy in New York City. They still have some trailers in use in Daytona, as work is still being done following Hurricane Michael. Ultimately, the Christians formed a second business, a shower trailer rental company, for use during hurricane disaster recovery work. The couple partnered in the new business with the Royal Restroom principals, Sauers and Glisson, and have since been providing shower trailers for emergency use, summer camps, such as for the Boy Scouts and Girl Scouts, as well as for the National Guard and numerous others. Even the Canadian Army has used their shower trailers, along with a laundry trailer that the company also offers for rental. continued on page 24

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SPOTLIGHT

INDEX the franchise’s territorial control of virtually the entire eastern Florida seaboard as well as the entirety of the most heavily populated length of coastline on the west coast of the state. Today, the Christian’s Royal Restrooms franchise in Florida has a total of about a hundred rental facility trailers, including its luxury restroom units and shower trailers. The company has a staff of around 15 to 16 people, including full-time and part-time employees, and Andy and Linda. The franchise’s business model is straightforward, involving a few now regionally well-proven revenue channels. About 75 percent of the business generated is from restroom rentals and 25 percent is from shower rentals. The laundry trailer is provided as a good resource for customers in emergencies. They also supply water tanks and electricity generators for use where hook-ups are not available at customers’ sites. In fact, Andy notes that renting generators is a significant revenue source for the business.

The Royal Restroom’s franchise owners have done a considerable amount of Caribbean island travel over the years, renting and transporting their restroom trailers to Jamaica, for long term rentals there, as well as to Bermuda, for the Island Games, which is sort of a Caribbean version of the Olympics. An important part of the couple’s business became flying down to the islands and setting up the portable restroom trailers. Some units remained in use for as long as two years for some customers. Linda and Andy developed a routine of traveling back and forth from Florida to whichever island their rental restrooms were located, to maintain a schedule of servicing the trailers. An employee stayed with the units, in some cases, depending on customers’ particular needs. The Christians scheduled some of their vacation time to spend some quality time on the island beaches after completing their work on the islands, whenever possible. Altogether, they had developed the American dream, an idyllic working lifestyle. Royal Restrooms Growth Throughout Florida The Christian’s story, up to this point, may sound like one that’s more about finding professional bliss than about a successful business enterprise, but their companies were certainly growing along the way. Eventually, they took on other territories, including Orlando and Tampa, which covers Tampa through St. Petersburg, and on down the coast through Naples. The Christians set up another franchisee in Miami to service the South Florida coastline, up through West Palm Beach. They’re partners with the Miami franchisee on the territory from West Palm up through the Melbourne area. They also control the area from Orlando through Daytona and Gainesville through Jacksonville, completing 2 4 A MERIC AN L IQUID WA S T E AU GU S T 2019

The Customer Reigns at Royal Restrooms Talking to Andy Christian, it’s notable that he gravitates back to talking about customer service throughout the discussion. At this juncture, he simply turns the discussion to talk directly about this core of his operational focus, “It takes a real commitment. It’s all about customer service.” He goes on to mention that some vendors will try and sell services by emphasizing new trailers. continued on page 26

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SPOTLIGHT

INDEX something that can go wrong.” He continues, “For our customers, having that phone number is important.” He’s talking about his cell phone number, allowing all customers to reach him directly, 24/7, “I get a lot of calls on weekends. It’s really a commitment, but it’s been worth it.”

He reflects that while it’s important to offer appealing, upto-date facilities, that can only get a business owner in this industry so far. He indicates what he means, “The number you’re calling me at right now is on all of our trailers.” That’s a rather staggering management model for service business owner provisioning virtually an entire state with over a hundred large, labor-intensive units being transported, especially in an event-heavy region like the sunshine state. Andy admits to being “kind of a workaholic.” But, he adds, “It’s been very satisfying.” He attributes his good experience in the business and much of the company’s success to having very good managers. Linda does most of the accounting, and currently more of the general running of the business is being transitioned to Michael. Andy reflects, “It’s been very rewarding, but it’s been a lot of work too.” He emphasizes that keeping really clean trailers has been his best marketing tool. He says simply, “We have the cleanest trailers.” The company does do some marketing through their website, and he does call on customers, but, he notes, “There’s probably a lot more I need to do on marketing. I’ve just always been concentrating so much on clean trailers and customer service...” He adds that the little things are also critical. For example, in addition to heating and air conditioning, the company provides a lot of comforts for users of the rental restroom trailers. They provide premium paper products and attractive décor, including rugs, flowers and pictures. Andy says that the mints are really popular. He jokes, “If those are empty, we hear about it.” Taking stock, Andy shares, “Even though we’ve grown and are pretty big, we’ve never lost sight of customer service and responding to customers’ needs on any issues. We pride ourselves that we take care of an issue quickly. I’ll drop everything. There’s are always going to be some issues, a clogged toilet, a storm knocks out power, etc.. There’s always

Learning Along the Way The Christian’s franchise rents a lot of luxury restroom trailers to brides for outdoor weddings, sporting events, wine festivals, art festivals, as well as for commercial renovations at locations such as Walmart or McDonalds, and for other temporary uses. Andy emphasizes, there’s a lot of hard work involved. The trailers require a lot of maintenance and repair. The Florida weather is actually very rough on the trailers. People also abuse the facilities at stores and at parties. Andy says that after getting into the business, he soon learned that he needed to have an attendant or two present at large events, to do maintenance and restocking. He discovered that having someone stay onsite with the trailers provided better customer services, and it had the side-effect of helping protect the equipment. Operations at Royal Enterprise Andy handles the overall operational oversight, pricing, sales and customer relations. He says he’s learned to delegate more now. After 18 years in the business, at age 68 he’s been phasing himself into a less hands-on role. Michael expertly fixes anything that needs repair, and he has also built up a set of customer relations skills. The business has a couple of very good managers who work along with Michael, to help him run the business, including scheduling pickups, managing the cleaning crew, and other tasks.

The management team uses cell phones and computers, calling, texting and emailing to stay in communications. Tracking devices are used in the trailers and trucks, so management can keep an eye on activities and the condition of trailers throughout the day. Andy evaluates the tracking device as an exceptional tool for his operations team. He notes that the new cleaning products that are continuously continued on page 28

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SPOTLIGHT being rolled out for use in the industry have helped a lot too, and adds that his team is always looking for new products to help enhance their trailers. Andy says, “I’m not a big meeting person, but once a year we have a meeting with the managers, to go over what’s happened in past year, and to share plans for future. Then, management has an annual meeting with all the employees (in January each year). The managers have a great relationship, and Andy notes that they’re around the employees more than he is these days. He says that’s part of his gradual stepping away from the daily management and leaving more and more to Michael and the management team. Michael has been working with Andy almost since the beginning, and some of the employees have been with the franchise for 6 to 7 years. Like all entrepreneurs in the industry, Andy has had his own challenges with personnel turnover, but he has found that things have stabilized over recent years. He says his current crew is probably the best his business has had. Andy comments that the maintenance of the trucks is paramount, of course, and presents its own set of ongoing challenges, and he emphasizes, “Getting the right mechanic has helped us tremendously.” The Royal Restrooms franchisee reflects on the history of his enterprise as a process of trial and error, always looking for strong performers to join the team. Andy alludes to his experimenting with giving up some of his own responsibilities, and delegating more and more, as a continuation of that career-long learning, “I’ve been empowering the management team more. They asked for more duties, so operations have been in a phase of gradual transition, to give them more responsibility. Future Opportunities and Future Risks Asked about ideas for adding new products or services, Andy says there’s always the thought about going into the porta potty business, but he doesn’t really want to spread himself out that much. Instead, he refers customers to porta potty vendors whom he’s confident will provide good service. In turn, he also supplies a lot of his trailers to other vendors who need luxury units, “Some of my best customers are other people in the business.” As for possible future threats to the business, “What I’m seeing in this industry is bigger companies buying out smaller ones. In Florida, there’s not as much competition. I think the service has gone down, and that’s not good for the industry. A couple of companies are getting bigger and bigger. We ‘ve been approached, but we like what we do and want to keep it going. But, it (the buy-outs) can push out the smaller companies. That means customers are less likely to get customer service that is as good as when competition is stronger. When there’s less competition, it also (adversely) affects the pricing.” Advice for Industry Newcomers from Andy Christian “When you come into this business, you’ve got to be pretty well capitalized. Once you get things moving, it all depends on you and how far you want to go. If you do give good customer service, you’ll do well, and you’ll need to buy more trailers, trucks and generators. Those all have to be maintained. Other big expenses include insurance — liability and Workers’ Comp. That’s a huge expense, and you’ve got to have it. 2 8 A MERIC AN L IQUID WA S T E AU GU S T 2019

INDEX There are just a lot of expenses involved. My wife and I were working other jobs when we started and were able to put money into the business. That enabled us to do it, and today we’re debt free. But, I think some people get into business too early, and they’re not financially ready to do it. So, I wouldn’t advise it for someone who is not well capitalized.” On Royal Restrooms of Jacksonville FL Here we will add our own bit of advice for new luxury portable restroom rental market entrants, based on our conversation with Andy Christian. It is certainly a proven approach to a high-quality business lifestyle, to map onto the general operational model provided by Andy and Linda Christian, if you’re up for it: Offer customers the flexibility to acquire your service at locations that require you, as a service business, to make special logistical accommodations — in the Christian’s case, this involved shipping portable restroom trailers to locations in the islands and flying to provide setup and associated services. The willingness to help customers by filling that kind of need can offer exciting rewards for portable restroom rental business owners, as Andy and Linda have shown. These rewards are in the form of amazing opportunities to enjoy necessary stays in the vicinity of your trailers when they’re in use in venues located in some of the world’s most gorgeous and exotic places. Beyond following this fascinating approach to doing business on a subtropical coastline, any portable restroom business in the country whose owner expects to do well in his or her market, should emulate the Christians’ consummate commitment to trailer cleanliness and service quality as the core principles of the business. Further Andy and Linda Christian’s conscious choice of lifelong learning is a classic feature of great leaders throughout the business sector. Their approach has been through welcoming a uniquely adventurous business management lifestyle, embracing a trial-and-error approach, and rising to the call to meet customers’ specific needs not only in special event services, but in disaster recovery zones as well. Royal Restrooms in Florida has built out the business’s inventory to serve both the celebratory-event and emergency-utility ends of the spectrum of customer use cases for portable restroom trailers. The example provided by the Christian’s service model helps increase the industry’s understanding of their more expansive way of thinking about the service operation. Add this fact to the ownership team’s achievements in demonstrating the full logistical range of service possibilities for their region. Altogether, the Christian’s approach to doing business offers inspiration to all entrepreneurs, both in and outside the industry — encouraging all to think in terms of the most highly-rewarding roles for themselves and their companies in their markets and in the society. Source https://royalrestrooms.com/bathroom-trailers-city/?type=restrooms&city =Jacksonville&state=FL&fullname=Florida Andy andychristian@bellsouth.net Linda llcsites@bellsouth.net Vi s i t Us

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Liberty Financial Grou Inc.l. . . . . . . . . . . . . . . . . . . . . 4 800-422-1844 / libertyfg.com

CoxReels. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 800-269-7335 / coxreels.com

MORO USA INC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . BC 866-383-6304 / morousa.com

Dragon Products. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 NLB Corp. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 dragonproductsltd.com Sig 01 877-783-5538 ALW 01-84 /0908 8/23/08 12:43 PM Page 81 800-227-7652 / nlbcorp.com Eljen Corporation. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 888-444-1359 / eljen.com

Peterson Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 800-669-1434 / pipeplug.com

The ADS dewatering system is BUILT BY A PUMPING COMPANY FOR PUMPERS and you are welcome to come and watch the 30 yard box being filled in only 2 hours!

Presby Enviromental. . . . . . . . . . . . . . . . . . . . . . . . . . 15 800-473-5298 /presbyenvironmental.com RCS II Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9, 24 518-812-0000 / septicdrainer.com • Robuschi . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 gardnerdenverproducts.com • Stamp Works. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 800-758-2743 / sales@stampworks.net • The Water Expo. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 305-412-EXPO / TWE19.com Transway Systems Inc.. . . . . . . . . . . . . . . . . . . . . . . . . 31 800-263-4508 / transwaysystems.com VacCon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 904-493-4969 / vaccon.com Water Cannon Inc. . . . . . . . . . . . . . . . . . . . . . . . . . 11, 14 800-333-WASH(9274) / watercannon.com Westmoor Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6 800-367-0972 / westmoorltd.com

Trap e s a e r G e h From T e Garden to th osting g & Comp

-Dewaterin

By using the ADS dewatering system along with our Compost Facility, we have turned our disposal costs into a profitable venture.

Call 979-245-5656 for info! Financing available www.aqua-zyme.com PO Box 489, Van Vleck, TX 77482 zymme@aqua-zyme.net • us patent #6,364,122 CIRCLE #13 ON READER SERVICE CARD

30 Yd. Dewatering Unit w/Portable Aluminum Walkway Vi s i t Us Follow Us Pik Rite . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14 800-326-9763 • pikrite.com

3 4 A MERIC AN L IQUID WA S T E AU GU S T 2019 Gapvax . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .28 Abbott Rubber . . . . . . . . . . . . . . . . . . . . . . . . . .40 888-442-7829 • gapvax.com 800-852-1855 • pumperhose.com

Draining Down

WORKING THE LATE NIGHTS? We are, too. Whatever it takes for us to always be there when you need us.

COMFORT XLT & NEXT-GEN BRAVO

2500 GASPAR AVE., WHITING, IN 46394

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AU G U ST 2 0 1 9 A M E R I C A N LI QUI D WASTE 35

WHEN RELIABILITY MATTERS

Choose MORO Extensive inventory for quick delivery • Product specialist to answer your questions • Rebuild services available

Flush Kit

PM80A Vacuum Pump

Pump Rebuilds

Keep any brand rotary vane pump in good operating condition with our specially designed flush kit

High performance Kevlar vanes handle daily wear and tear with ease

Extend the life of your pump at a fraction of the cost with a rebuild by our trained technicians

Free Air Capacity: 424 CFM Max. Vacuum: 28" Hg Max. Pressure: 29 psi

And much more!

Call Today! 866-383-6304

Exclusive Distributor

Outside of the US call 636-584-8844 Visit us online at www.morousa.com

One stop shop for all your vacuum truck needs

moro P U M P S

Corporate Office/Warehouse P.O. Box 424 Tel: 636-584-8844 7059 Hwy 47 Hours: 8:00 am – 4:00 pm CST Union, MO 63084 36 A MERIC AN L IQUID WA S T E AU GU S T 2019

Sales/Warehouse 204 Parkway View Drive Pittsburgh, PA 15205

Tel: 412-787-8400 Hours: 7:00 am – 4:00 pm CST

www.morousa.com

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