American Liquid Waste - February 2021

7

FEBRUARY 2021

I NSI DE

How to Increase Profitability in 2021 Page 8

Portable Restroom Equipment Maintenance Tips Page 20

Charlene’s Waste Services LLC, Wentzville MO - Small Start, Big Growth Page 26

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 3

FEBRUARY 2021 | VOLUME 17 | ISSUE 2

CONTENTS

F E AT U R E S 8 How to Increase Profitability in 2021, Per US Chamber of Commerce Panel 16 In The News 20 Portable Restroom Equipment Maintenance Tips 26 Charlene’s Waste Services LLC, Wentzville MO Small Start, Big Growth 32 ALW Classifieds 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.

American Liquid Waste Magazine is published by Phoenix Global Media Inc. Copyright 2020 by Phoenix Global Media Inc. All rights reserved.

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.

4 A ME RIC AN L IQUID WA S T E F EBR UA RY 2021

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12/19/12 4:57 PM

BUSINESS CORNER

TECH NEWS

P R O D U C T W AT C H

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

HOW TO INCREASE

PROFITABILITY IN 2021 IN THE NEWS

Per US A S S OChamber C I AT I O N I N Sof IDER Commerce Panel

Heading toward the midpoint of Q1 (yes, we’re already almost there), it’s a good time toOsee of Commerce (USCC) in I NChamber DEX SP T Lwhat I G H Thelpful tips are provided by the US general and specifically applicable to 2021. A USCC article called “How Can I Increase My Business’s Profitability?” and others from various U.S. business management authorities agree on the basic and more advanced management advice offered below for small and medium-sized businesses in the first quarter of 2021.

Expert recommendations include everything from

above mentioned USCC article and others (including

surveying your business’s internal profit-building

some listed in the Additional Resources, to help

environment to identifying when and where to pivot

portable restroom rental services businesses refine

your business model, as needed, to shift along with

2021 strategic plans, as needed, to move forward

changing times in the local, regional, or national

from the unusual conditions of 2020 toward realizing

economy.

broader profit margins in 2021.

WHAT KINDS OF ADJUSTMENTS ARE MOST RECOMMENDED TO BOOST PROFITABILITY?

BEST STRATEGIC ADJUSTMENTS FOR SMALL BUSINESSES TO INCREASE PROFITS

The USCC article, along with others listed in the Additional

The USCC article is from a panel session that brought

Resources list following this article, provide a collective

together nationally recognized business management

wealth of excellent (including many not often discussed)

thought leaders and asked them to recommend

both highly-relevant classic wisdom as well as COVID-

solutions for some of the country’s biggest current

considered current ideas for refreshing components of

challenges for small and medium-sized businesses.

sales and marketing presentations, policies, and systems,

Rising to the top of the list of serious difficulties is

auditing client experience and CRM process, branding,

identifying and successfully implementing the best

waste cutting practices, and on and on.

methods for boosting profitability in small businesses

Below are the encompassing key ideas offered in the

8 A ME RIC AN L IQUID WA S T E F EBR UA RY 2021

looking to grow this year.

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First, congratulations to the many entrepreneurs in the portable restroom rental services industry who are

The most efficient approach is

currently working to position your business for growth

to zero in on your sales offerings

this year! That means you’re already driving toward greater

that are most popular with your

success.

The USCC’s short answer on the way to long-term stable

prospects and current customers.

financial health for your business is to generate topquality sales. Fortunately, there are a few fundamental

Then, expand your thinking to

approaches you can take to accomplish this caliber of

consider what kinds of related

growth in your small business. Based on your particular business model and the point you’ve reached in your

services you may be able to develop...

organizational maturation, you are likely to do well by employing a combination of these three basic methods recommended by the USCC and others:

1.

GIVE YOUR CUSTOMERS MORE OF WHAT THEY WANT.

support for your business to their friends and business acquaintances, which draws new customers, builds a more robust network of support across your

Growth demonstrates that you are consistently

customer base, and yields higher numbers of repeat

succeeding in connecting with an increasing number of

sales, referral sales, and sales from word-of-mouth

members of your target market and that you are building

marketing.

mutually rewarding business relationships with them. So,

4 It’s often possible to leverage your own or your

by all means, begin by focusing on growing your revenues

relevant vendors’ industry knowledge, or your team’s

in the most profitable way — through continued quality

on-the-job research, and your existing collateral and/

sales.

or business infrastructure in developing additional

The most efficient approach is to zero in on your sales

revenue channels. That can mean lower product

offerings that are most popular with your prospects and

development costs and faster roll-out of a new

current customers. Then, expand your thinking to consider

product or service line.

what kinds of related services you may be able to develop that complement those offerings that your customers like so well. Continuing to identify and implement new

2.

GIVE YOUR CUSTOMERS LESS OF WHAT THEY DON’T WANT.

The USCC advisory panel emphasizes the importance

ways to help your best customers helps you increase your

of understanding your business’s key performance

business’s long-term profitability in several key ways:

indicators (KPIs) in the areas relevant to sales growth

4 Your current customers are more likely to continue to

and profitability. The experts recommend routinely

use your business, which means less pressure on your

reviewing and assessing the financial performance of

schedule, your team, and your budget, to attract new

each of your product and service revenue lines and what

customers.

those numbers represent, in terms of impact on your

4 Your customers are more likely to express their

organization’s established KPIs. continued on page 10

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 9

BUSINESS CORNER

TECH NEWS

Continuous reviews of those channel performance metrics

funding to grow another product or service line.

products and services that are yielding profits easier to do

P R OSuch D Uassessments C T W AT Chelp H open your awareness correctly. also

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

of alternative revenue channel

While cutting spending is not as exhilarating for most

make identifying and prioritizing funding the offerings of

possibilities. The USCC advisors advise being very strict in your evaluations of underperforming products and services. Ask:

N Twould H E be Nnecessary EWS 4 IWhat in terms of money and time investment to bring the asset

MAKE YOUR DOLLARS WORK AS WELL AS POSSIBLE FOR YOU — THAT MEANS MINIMIZING EXPENSES. business operators as generating

While cutting spending

growth, it is critical to financial

is not as exhilarating

leak out in various areas of your

operations. for most business A ...

S S O C I AT I O N IMonitor N S I Dexpenditures ER

it is critical to financial

to a level of profitability that

success

continue offering it?

4 S Could beTbetter spent on growing other P Othe T Lfunds IGH product or service channels?

4 How much time does it make sense to give the revenue channel to become profitable before redirecting its

closely, and routinely examine ways that each is impacting your business’s profit margins. Insist on a reasonable ROI from every

would mean it makes sense to

1 0 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

success to prevent letting profits

investment you make in your business. Ask:

4 How I Ndoes D Eyour X business’s financial performance compare to the industry average?

4 What do you think accounts for that contrast, whether bad or good?

continued on page 12

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 11

BUSINESS CORNER

TECH NEWS

generating activities.

P R O D U C T W AT C H

Additionally, as C part of your management, ASSO I AT I Ocost N N EWS

...many portable restroom rental

continuously evaluate prices and value of the goods and

services throughout the country have

services you purchase. Depending on your current service

been much less negatively impacted by the pandemic. In fact, in 2020,

IN THE NEWS

many that have been deemed essential businesses dramatically increased their inventories of handwashing and hand sanitizing stations...

SPOTLIGHT

4 What measurable results are you realizing for the funds

agreements and the degree of financial maturity your business has reached, you may find significantly increased value in changing suppliers and renegotiating current contracts. areI at a growth you are A SIfSyou OC AT I O Nstage I N SatIwhich DER now realizing economies of scale, you are likely to qualify for major discounts from new suppliers and significant price reductions from existing vendors.

THE SMALL BUSINESS ENVIRONMENT DURING COVID-19 USCC research findings released December 15, 2020,

INDEX

indicated that, due to the surging number of cases, a majority of small businesses (nearly 62%) are expecting

you have invested in each product, service line, and

that the worst of the COVID-19 health and economic crisis

other operating system and process?

is yet to happen.

Focus on reducing waste of all types throughout all

A USCC survey completed November 10, 2020, found

operations of your business. Invest in a needs analysis of

that as many as 50% of US small-business owners expect

your operational systems and processes, to gain a deeper

to be able to continue operating for only another year or

understanding of which areas are generating the greatest

less and then be forced to close permanently if the current

amounts of value and which are causing the greatest

economic conditions for businesses persist.

amounts of waste.

Then, follow through with waste cutting measures that

According to the USCC, a staggering 74% of US smallbusiness owners report that they will need additional

will cut the most unnecessary spending of materials,

government assistance to make it through the pandemic

supplies, money, time, or precious energies from each area

without shutting down permanently. Among the segment

of your business operations. Find waste in:

of minority-owned businesses, the ratio is 81%.

4 Field services, maintenance, repairs, and cleaning

THE PATHS TO GREATER PROFITABILITY

processes.

4 Subcontractors’ processes, and vendors’ offerings.

4 Marketing and sales operations.

4 Management and administrative practices.

Consider ways to replace or eliminate some costly

Fortunately, many portable restroom rental services throughout the country have been much less negatively impacted by the pandemic. In fact, in 2020, many that have been deemed essential businesses dramatically increased their inventories of handwashing and hand sanitizing

processes in each of the above areas of expense, if they

stations and portable restroom rentals to industrial

cannot be justified by a sufficient direct or indirect effect

facilities and other organizations that they say normally

on generating a reasonable ROI or by their truly necessary

would not have utilized their services.

back-end administrative support for the business’s profit-

So, for many entrepreneurs in the portable restroom continued on page 14

1 2 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

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BUSINESS CORNER

P R O D U C T W AT C H

IN THE NEWS

TECH NEWS

...the general advice for business leaders in the industry is to prioritize A S S O C I AT I O N N E W S the tasks of identifying and taking timely action to pursue opportunities to increase profitability...

S S Oindustry, C I AT IQ1O2021 N IisNa S I DforEexamining R rentalAservices time approaches to securing short- and long-term profitability, to ensure the financial health and growth of businesses whose rental products and services have become increasingly integral to so many public and private sector organizations. In summary, the general advice for business leaders in

SPOTLIGHT

I N D Eis X the industry to prioritize the tasks of identifying and taking timely action to pursue opportunities to increase profitability through 1) helping customers in as many ways as possible, 2) eliminating non-performing revenue channels, and 3) diligently controlling spending. Focusing on your KPIs and taking timely actions to increase the financial performance of products and services and reduce waste is the simple, strong structure within which a business can be expected to grow profitably over many years.

FINAL NOTE OF ADVICE FROM THE USCC The United States Chamber of Commerce reminds business leaders that while the organization strives to inspire decision-makers with wisdom from respected business advisors, you should consult with knowledgeable professionals in your market (such as your local SBA representative, for free guidance) about your specific needs and goals for your business. Additional Resources, https://www.uschamber.com/co/goodcompany/ask-the-board/how-to-increase-profitability https://www.uschamber.com/press-release/small-business-ownersstill-feel-pain-of-pandemic-and-fear-more-come-0 https://hbr.org/2020/04/a-way-forward-for-small-businesses https://www.inc.com/david-finkel/30-simple-ways-to-increaseyour-profits.html https://www.inc.com/david-finkel/15-simple-easy-ways-to-makeyour-company-more-profitable-in-2018.html https://www.entrepreneur.com/article/71318

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IN THE NEWS

THOMPSON PUMP HONORED S P O T L I GWITH H T PRESTIGIOUS CIGNA WELL-BEING AWARD

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

INDEX

Port Orange, FL – One of the nation’s leading

for ways to engage the employees during the pandemic.

manufacturers of heavy-duty portable bypass and

This included hosting activities and challenges that could

dewatering pumps is honored for its outstanding culture

be done from home, such as a having everyone watch

of well-being. Thompson Pump and Manufacturing

a video series with topics about physical and mental

Company is named a 2020 Cigna Well-Being Award

health, and healthy cooking; having people participate in

recipient for its efforts in creating a healthy place to work

walking challenges; holding virtual activities such as yoga,

and do business.

stretching and mindfulness classes; and sharing monthly

Cigna announced the recognition for organizations that stood out for their exceptional efforts in the nationwide

newsletters from Cigna to help inform employees of ways to practice self-care. The team also had all employees submit their favorite healthy recipes. Those recipes were compiled into a cookbook, which was given to everyone as part of the company’s 50th anniversary celebration.

“The health and wellbeing of everyone who works here is of the utmost importance,” said Chris Thompson, President of Thompson Pump and Manufacturing Company. “We couldn’t do what we do without our team and we want each and every person to be and feel the best they can.”

“This wellness program is extremely important to me and I’m so proud of the work

comparison, and Thompson Pump was honored with

our team has done to champion it,” said Victor Nadeau,

top tier award level “Outstanding Culture of Well-Being”

Human Resource Director at Thompson Pump and

in North Florida. Cigna Well-Being Award applicants are

Manufacturing Company. “We will continue to innovate

evaluated based on the core components of their wellness

and provide ways to keep a healthy working environment

program, including leadership engagement, company

for everyone at Thompson Pump.”

culture, strategy and goals, implementation, and employee engagement. All applications are scored and reviewed by a

Thompson Pump and Manufacturing Company, a

panel of Cigna Health promotion experts.

family-owned company currently celebrating its 50th year

Over the past seven years Thompson Pump has been

in business, is a full-service manufacturer and provider of

finding ways to focus on the health and wellbeing of its

high-quality pumps, pumping equipment and engineering

employees, and it improves and adds activities each year.

expertise for bypass pumping, dewatering, mining and flood

In 2020, Thompson Pump’s wellness committee – a team

control. www.thompsonpump.com

of cross-functional members who rotate annually – looked

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IN THE NEWS

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INDEX

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3

PORTABLE RESTROOM EQUIPMENT

MAINTENANCE TIPS

Diligently maintaining portable toilets with thorough cleaning processes along with using today’s industrial-grade odor neutralizing agents can help keep portable restrooms clean and smelling fresh. But, keeping a portable restroom clean can be particularly challenging in the case of long-term rentals and multi-day events where usage is very frequent. Below are some helpful tips and general industry information that ALW has received from successful toilet rental services business operators on maintaining portable restrooms under even the most difficult circumstances.

FACTORS AFFECTING PORTABLE TOILET MAINTENANCE QUALITY

maintained facilities have attracted flies and other disease-

It’s not a secret that populations of germs and pathogens

pathogens are on walls, in sinks, on countertops, on toilet

flourish on interior walls of portable restrooms and any

surfaces, in drains, on floors, on paper towel dispensers,

surfaces on the inside and outside of the unit that is touched

and on door handles in public restrooms, and cleaning and

by numerous people. The entire interior of the unit and the

maintenance practices were inadequate.

exterior door and handle must be frequently and thoroughly washed and scrubbed, to keep contaminants that present

SOLUTIONS IN TODAY’S PORTABLE TOILET DESIGNS AND CLEANING PRODUCTS AND PROCESSES

health risks under control.

Over the past decade and a half since that Cornell study,

A Cornell University study of portable toilets (2006) found

transmitting insects and vermin, and where germs and

portable toilet rental business owners have become much

that even public facilities that appear to be a clean present

more informed about the importance of improving on

very high potential for transmission of pathogens. This is

the methods of the past. Today’s environmentally-friendly

primarily because of the ways the facilities are typically

liquid toilet cleaning solutions are highly effective in killing

used, of course, with large numbers of people using the

pathogens. The former standard cleaning agents for portable

same facilities for eliminating bodily fluids and handling the

toilet maintenance involved formaldehyde, which has

same fixtures and supplies, and other surfaces. The risk of

since become well recognized as a carcinogenic, and an

contamination and potential ill health effects is especially

environmentally unsustainable material for the purpose.

high in such environments.

The research study further indicated that the risk is

Modern “greener” alternatives in portable toilet cleaning chemicals no longer obliterate all microbial life forms in the

significantly increased in facilities with poor ventilation and

toilet units. Instead, the environmentally sound approach

insufficient cleaning and maintenance. The hazards were

now introduces enzymes and certain microbes that consume

found to be naturally even more extreme where poorly

the bacteria that generate bad odors.

2 0 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

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Today’s portable toilet units are also incomparably

4 The portable toilet will be completely cleaned both inside

upgraded from the models of the past. Modern toilet units

and outside, disinfected, and deodorized with eco-

feature ventilation systems that help redirect bad odors

friendly deodorizing products.

out of the unit’s holding tank. And, even toilet units with

4 The toilet’s holding tank is flushed using freshwater,

simple designs often feature dispensers for anti-bacterial

bacterial disinfectants, and an eco-friendly deodorizing

gel. Luxury portable toilet trailers go much farther, often

product.

featuring flushable toilets, sinks with running water for handwashing, hand sanitizer, hand towels, and multiple forms of deodorizers and air fresheners working in combination.

4 Anti-bacterial hand washing and hand sanitizers are fully restocked.

4 Dispensers are stocked with two rolls of high-quality toilet tissue.

THE BIG TIP: HAVE A PORTABLE TOILET UNIT CLEANING AND MAINTENANCE AND RESPONSE PLAN

Some portable toilet rental companies see their preparatory unit cleaning and

Keeping your company’s portable toilet units clean and smelling fresh while they’re on customers’ sites requires a diligent maintenance routine as well as highly responsive additional on-call care, as-needed.

This is especially the case in long-term rentals to commercial, construction, and industrial job sites,

maintenance work as a 4-step

“To me, cleanliness

process, others describe theirs

is the top priority.

into some other number of steps.

That’s the mark

involving substantially the same

I want to leave.”

maintaining portable toilet units in

and for large events over extended

Will Niccolls, Owner, Green Latrine, Seattle, WA, designed

Most appear equally thorough, general processes for cleaning and clean, well-functioning, and wellstocked condition.

periods of days, where the toilet units are receiving very frequent use.

as a 7-step process, or divide it

Here we’ve consolidated their multiple processes, to build this list of tips from methods applied by top professionals across the U.S. portable toilet

his company’s “10-Point Clean Guarantee,” and devotes a full

rental industry:

page of its website to a presentation of the policy. “To me,

4 Air out portable toilet units. — Keeping doors on the

cleanliness is the top priority. That’s the mark I want to leave.”

units closed while toilets are not in use is not the best

Many of the top-quality operators ALW has featured in our

approach to controlling odors. The stench becomes most

Spotlight over the years all have their well-itemized cleaning

extreme inside when there is no outlet for it. Leaving the

and maintenance policy. Collectively, their portable toilet

door open even briefly can help reduce the odor inside.

cleaning and maintenance systems serve very well to create

4 Focus on all touchpoints. — Some spots in portable toilet

a checklist of tips for cleaning and maintaining quality

units are typically dirtier than other areas. Give extra

portable restroom rental operations.

attention to those parts that are touched most often by

Green Latrine emphasizes in its cleanliness guarantee that the cleaning regimen “is performed every time we service a toilet.” (See GL’s extensive 10-step on-site process at

people, including door handles, toilet paper holders, hand sanitizer dispensers, door handles, etc.

4 Scrub toilet unit walls. — Give abundant attention to

greenlatrine.com.) The procedures include these cleaning

walls and high-contact areas inside toilet units, to kill all

and disinfecting tasks to be performed at customers’

germs and bacteria possible. Wash and scrub walls, toilet

locations during the rental period:

seats, urinals, floors, and door handles.

4 The toilet unit will be serviced every week, or according to the requested interval for servicing.

4 Prepare the tank for use. — Refill the toilet tank with an industrial-grade additive for the most potent biocide

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 21

designed to break down and disinfect waste.

toilet units should be cleaned and receive other routine

4 Fog the toilet unit. — Cover the entire interior of the restroom unit with a wide-spectrum antimicrobial fog.

4 Evacuate the waste from the tank. — Use a proper hose, pump, and procedures for removing waste from the holding tank. After pumping the tank dry, use proper

maintenance a minimum of once per week, including cleaning and disinfecting all surfaces, pumping waste from the tank, replacing the toilet paper and other supplies, and refilling deodorizer.

4 Use quality products. — Use only the highest quality of

procedures for transporting the waste collected to the

deep blue liquid and the highest quality of odor control

nearest wastewater treatment facility.

products available. Ultimately, those offer the best value,

4 Charge the portable toilet unit. — After cleaning the waste tank, charge the unit by adding five gallons of

because they promote greater customer satisfaction leading to repeat and referral business.

fresh blue additive, to disinfect

THE EIGHT-FOLD CLEANING METHOD

and help control odor in the unit.

The terms sanitizing

(If the additive has begun to have a green tint, it needs replacement, regardless of the service schedule.)

4 Add extra odor controls. — Use

and disinfecting are not

To help prevent crosscontamination between cleaned and uncleaned surfaces during

interchangeable, although

cleaning processes, apply the

they are sometimes

known in the industry as the

the most effective blue liquid chemicals available, plus spray deodorizers, and additional highly fragrant air fresheners.

erroneously used...

approach to using cleaning cloths eight-fold method. This involves folding a clean rag over two times, then using one side for

4 Use graffiti remover, as needed.

wiping. Then the cloth is turned

— Keep portable restroom unit interiors and exteriors looking cleaner and more generally presentable with

over to clean the next spot. This may sound tedious, but it’s

ink and pencil mark remover, a Magic Eraser sponge

easier to keep track of clean and unclean sides of the cloth

designed for scrubbing, and a power washer.

if you use microfiber towels that are marked to identify

4 Keep restroom supplies fully stocked. — Check all

different sections.

portable toilet units routinely, regardless of how

SANITIZING VS. DISINFECTING

frequently they’re being used. Promptly replace empty

Cleaning portable restrooms effectively require the correct

toilet paper rolls, and hand soap, paper towels, hand

products. The terms sanitizing and disinfecting are not

sanitizer, air freshener, and cleaning tablets, as applicable

interchangeable, although they are sometimes erroneously

and as needed.

used as if they mean the same thing. Here’s the important

4 Add cleaning tablets. — Though controversial, because tablets don’t do the job of deep blue liquid, they can

distinction between these two terms:

4 Sanitize — To reduce the number of pathogens on a given

help control odor and stop some germs from flourishing.

surface by 99.9%. Sanitizing products are often used to

Placing a fresh cleaning tablet in portable toilets at least

clean in public buildings.

monthly in units under long-term rental may add value.

4 Sign and date the toilet unit service sticker. — Maintain

4 Disinfect — To eliminate 100% of pathogens on a given surface, per the kinds of microorganisms the agent is

easy service interval tracking, to help ensure prompt

formulated to kill. A disinfectant should be used for

routine attention to every portable toilet unit, and to

cleaning portable restrooms.

provide rental customers and restroom users at their sites

DISINFECTING PORTABLE TOILET UNITS

with helpful information about the timeliness of cleaning.

Disinfecting agents sold in the U.S. are certified by the

4 Perform cleaning weekly. — Generally speaking, portable

2 2 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

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4 Following instructions on the product label for allowing disinfectant enough time to be effective in killing pathogens (usually 5 to 10 minutes).

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too much water weakens disinfectant, which makes it ineffective. Alternatively, using too much disinfectant in the mix may leave residual chemicals, which can attract

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Using extra odor control and upgraded supplies is a key tip from Charlene Endsley, Owner of Charlene’s Waste Services, Inc., Wentzville, MO, which serves the greater St. Louis metro

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This System Eliminates the

The

F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 23

In Stock

SPOTLIGHT

condition for bacteria to reproduce, which leads to bad odors in poorly maintained toilet units. People need fresh air, so toilet unit designs should permit breeze to enter the interior.

4 To minimize odors and to preserve the life of the toilet units, position them out of direct sunlight. Use a tent or tree-shaded area for the toilet units.

4 Significantly increase your ratio of water per the number of chemicals you use during hot weather months. Use ventilation, especially when frequent use of the unit is expected.

4 Wind Protection — Bring portable toilet units inside a stable structure, if possible, when expecting windy conditions. Or, if necessary:

4 Move the toilet unit to position it near a wall that is located

INDEX

4 Add a salt brine solution, to reduce the freezing point inside the tank.

4 Adding a rock salt cake to the urinal, to control proportions as the urinal is used, which causes the cake to release additional salt into the tank.

4 Ice Protection — Winterize your portable toilet units, to maintain them in sanitary condition, to help users avoid slipping and falling, and to preserve the life of the units.

4 Use salt to de-ice the toilet.

4 Use antifreeze to prevent the toilet unit’s system from freezing. Using antifreeze or some other effective solution prevents the toilet liquid from freezing so that you can treat the toilet with disinfecting chemicals.

PARTNERING WITH CUSTOMERS TO ENSURE IDEAL MAINTENANCE AT THEIR SITES

where it can provide some shelter from the wind. Or, create

Getting the customers involved in the maintenance process is

a wind barrier by placing a large piece of heavy equipment

sometimes necessary. It can be especially important for some

or another object besides the unit. Use ropes or chains, if

smaller toilet rental companies with solo or couple operators

needed, to secure the unit in wind, and use spikes made for

with customers in very remote locations, in severe weather

keeping portable toilets anchored to the ground.

conditions, for long-term customers with many toilet units

4 Purchase impact-resistant toilet units. Regardless of how well you secure your toilets against the wind, objects can be blown into them in high winds and cause damage that results in extra work for your team and unit rental downtime.

4 Rain Protection — Protecting a portable toilet unit in a

at certain exceptionally busy and/or distant locations, or at industrial or construction sites where units undergo extreme rates of daily use in comparatively dirty environments.

SETTING THE INDUSTRY STANDARD FOR PORTABLE TOILET CLEANING AND MAINTENANCE Properly maintaining portable toilet units requires diligent monitoring and treatment with high-quality cleaning

tent can help preserve the condition of the equipment

processes and supplies. To make your efforts more effective,

and shelter the people who use the facility during rainy

encourage customers to ask questions, provide feedback, and

periods.

notify you when there is a problem of any kind, with cleaning

4 Putting the toilet unit in a tent is the preferred solution for full protection from the rain.

or maintenance or anything affecting their satisfaction with the use of your rental restroom product or service.

4 Some portable toilet units are designed with their rain gutters, to direct rainwater flowing from the roof of the unit away from the entry door.

4 Cold Weather Protection — Managing frozen waste

Additional Information Resources http://ergo. human.cornell.edu/ErgoPROJECTS/2007projects/ RedesigningThePortaToilet-JennaHolloway.pdf

matter and a toilet tank that becomes a solid mass of ice consisting of feces and urine is a tough task. Experienced northern operators take measures to mitigate this problem:

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 25

SPOTLIGHT

INDEX

Charlene’s Waste Services LLC, Wentzville MO

SMALL START, BIG GROWTH Charlene’s Waste Services (CWS) is a waste management company founded in 2016 in Wentzville, MO, located near O’Fallon in the outer western area of St. Louis metro. The company provides services in the collection of liquid waste and disposal. CWS serves St. Louis County, St. Charles County, Jackson County, and the greater St. Louis metro region within a 100-mile radius of St. Louis.

From a humble startup launched by Tommy and Charlene Endsley, the story of the couple’s success over the past half-decade in business has unfolded into a spectacular one, by any industry standards. The company has grown to more than 15 times its original size in portable toilet rental units, and its service vehicles have multiplied from one old gigantic truck to a substantial fleet of immaculately maintained toilet trucks and other field service vehicles.

But, how does a new entrepreneur parlay his industry knowledge gained through previous

SMALL MIDWEST STARTUP - HUGE POTENTIAL In 1998, I went to work for an outfit in St. Louis, a sanitation company (a porta potty rental business). I worked for them for about 15 years. I had about 7 to 10 employees reporting to me. After I quit, I went to work for a trash company, because I had a non-compete agreement with the porta-potty company. I drove for the trash company for a couple of years.

job experience into such rapid growth over

After the non-compete term was over, we started

just a few years? To track the progression

up Charlene’s Waste Services, with a little money we

of this amazing suburban family business,

had saved in the bank. We bought a used porta-potty

Tommy takes us back to the beginning:

truck out of Pumper magazine, from a little company

2 6 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

Vi si t Us

in Michigan, and bought around 200 porta-potties, to get

CHARLENE’S WASTE SERVICES BUSINESS MODEL

started with.

Tommy explains the breakdown of locations utilizing his

I was working nights, picking up commercial routes, and

company’s portable toilet units: Our equipment is on large

Charlene was working for a title company, on home titles.

construction sites, at power plants, remodels, residential

I would go in at midnight. I would get off work at 10:00 or

building sites, and on industrial sites. We have several units

11:00 in the morning, then make deliveries for my other job.

permanently located throughout the year in public parks

For a year, we did both at the same time, until we grew our

and in quarries. In addition to portable toilet units. We also

customer base enough that we could sustain the business

rent hand washing and hand sanitizing stations, and we

with both of us working for it full time and quit our regular

do water hauling for job site trailers for bridge-building

jobs.

companies.

We’ve put out about 200-250 units per year for special

ENDSLEY LEVERAGES NEW EQUIPMENT TO GENERATE GROWTH

events over the 5 years since we’ve

We made a deal with the guy we

been in business. But, we’re not

bought the toilet units from, which

Today, Charlene’s Waste

allowed us to keep them on his lot

Services has grown to

services. That’s not an area that is

an inventory of about

Currently, we’ve got 5 service trucks.

and get them when we need them.

He had enough land in central

time, as needed.

doing well, due to COVID.

1,000 portable toilet

We put those together with every

rental units, more than

driver tries to service 200 units per

Missouri to store them, so we were able to pick up a couple of loads at a

doing too much business in events

At that time, we were just renting a small space. We didn’t have a yard for the equipment yet. So, we ended

five times its original size five years ago.

200 or so units we have out. Each week or so.

CWS EQUIPMENT We currently have about 1,000

up renting a couple of spots from a

portable toilet units. We use Samson

storage dealership, and that was our

Industries, Satellite, and Armals

first location where we stored our truck and equipment. As

toilet units. We have around 55 to 60 handicap units. We

we grew, we ended up renting a spot to store everything.

also have about 2 dozen trailer units that can be towed for

Tommy’s and Charlene’s business quickly grew to nearly

use on highway jobs. Those are single toilet units on trailers

300 porta-potty units. Two new trucks for hauling portable

for use in a quarry or on highways, for example.

toilets were added to the original old truck, to form a fleet

We probably have about 200 handwashing stations and

of three portable toilet trucks, enabling the couple to take

about 250 hand sanitizer stands. Those are a commodity

on larger routes, a new market, and more challenging work.

nowadays with COVID. When customers started dealing

So far, so good, so the entrepreneurial team then planned

with it (the pandemic), they wanted hand washing stations,

to buy an additional 100 toilet rental units.

and then they found they wanted both washing and

The company has continued on a steady and rapid growth

sanitizing.

trajectory. Today, Charlene’s Waste Services has grown to an

MARKETING AND SALES AT CWS

inventory of about 1,000 portable toilet rental units, more

Our new business mostly comes from customers I have

than five times its original size five years ago.

known for a long time. We have grown that way. Our continued on page 28

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 27

SPOTLIGHT

INDEX

marketing is word of mouth and repeat business. We’re not in the phone book, not on Google, and we don’t advertise. Other than a few things on LinkedIn that I post on job sites, we don’t do any kind of marketing.

We succeed because our customers choose to stay with us and are loyal to us. They use us constantly because they like our service better. New customers tell their friends about us, and we keep growing that way.

As Tommy said in a previously published interview, “We do whatever it takes to make our customers happy. We go above and beyond.”

TOMMY ENDSLEY’S STRATEGIC GROWTH PLAN Our volume has continued increasing, so our plan is just to keep going and growing as we have been. We want to focus on continuing to get more construction jobs, to compete with bigger companies in the St. Louis area.

Eventually, we would like to get to 3,800 to 4,000 porta potty units, and when we get to 3,800, we will have 15 to 18 trucks. That’s what we’re shooting for.

We want to continue to grow and evolve the business, and see where the road eventually takes us. I was thinking about possibly getting into temporary fencing in the future and roll-off containers.

Our main philosophy of growth, mine and Charlene’s, is that we want the business to prosper and have the market share, and then we can venture off into the rolloffs, or residential, or commercial trash pick up.

continued on page 30 2 8 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

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F E B R UA RY 2 0 2 1 A M E R I C A N LI QUI D WASTE 29

SPOTLIGHT

INDEX

Stay dedicated, and keep on track toward your goals. Don’t let up on them.

Even on days when what you’re doing doesn’t seem like it’s working, keep your goals in sight, and keep going.

another published interview, Tommy credits the success of his business much to the growth opportunities made possible by his primary equipment lender.

ADVICE FOR INDUSTRY NEWCOMERS FROM TOMMY ENDSLEY, CHARLENE’S WASTE SERVICES, CHARLENE’S WASTE SERVICES

WENTZVILLE MO

WORKPLACE CULTURE

Stay dedicated, and keep on track toward your goals.

Our staff includes me and Charlene and 3 other drivers.

Don’t let up on them. Even on days when what you’re

We’re in the process of hiring a fourth person, for a total

doing doesn’t seem like it’s working, keep your goals

of 6 people. A lot of people think working with porta-

in sight, and keep going. Set your quota for the year,

potties is a nasty job, but it’s not like that, of course.

and try to pass your annual goals. Especially, treat every

Employees discover that after they’re on board.

customer like it’s your first one, no matter how big you

We try to treat employees like family. We treat them like we want to be treated. Not every day is going to be

grow or how long you’ve been in business.

As Tommy Endsley advised readers in the previous

peachy. Some days are going to test your ability.

interview, “If you go above and beyond for your

KEY CHALLENGES FOR CHARLENE’S WASTE

customer, then they will keep coming back.”

SERVICES Embarking on their new business venture, finding financing for equipment and other business needs was challenging for the Endsleys. Typically, banks are hesitant

For more information about Charlene’s Waste Services in Wentzville MO, call (636) 887-0312.

to take risks on new small businesses. Tommy overcame through persistence, ultimately finding a lender who understands the needs and importance of startups and is motivated to help new entrepreneurs succeed. In

3 0 A MERIC AN L IQUID WA S T E F EBR UA RY 2021

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Abbott Rubber CO. Inc..................................................2 800-852-1855 / pumperhose.com

GSBB Services, LLC...................................................... 32 843-535-5712 / www.gsbb.biz

PolyJohn Enterprises.................................................. 35 800-292-1305 / polyjohn.com

American Jetter............................................................ 32 866-944-3569 / americanjetter.com

Imperial Industries Inc............................................... 19 800-558-2945 / imperialind.com

Power Line Industries / Hot Jet USA..................... 32 800-213-3272 / hotjetusa.com

Aqua-Zyme Disposal Systems Inc........................... 2 979-245-5656 / aqua-zyme.com

In The Round Dewatering........................................ 10 317-539-7511 / ITRDewatering.com

Armal Inc.................................................................FC, 15 866-873-7796 / www.armal.biz

J.C. Gury Company Inc..................................................6 800-903-3385 / jcgury.com

Bright Dyes.................................................................... 32 800-394-0678 / brightdyes.com

Key Commercial Corp................................................ 10 877-333-4539 / keycommercial.com

Cam Spray...................................................................... 23 800-648-5011 / camspray.com

Masport Vacuum Pump Systems........................... 28 800-228-4510 / mastportpump.com

Com Vac.............................................................................5 800-243-7986 / comvacsystems.com

Mid-State Tank Co., Inc.................................................4 800-722-8384 /midstatetank.com

Comforts of Home...................................................... 34 877-382-2935 / cohsi.com

Navitas Credit Corp..................................................... 14 800-422-1844 /navitascredit.com

Coxreels........................................................................... 18 800-269-7335 / coxreels.com

Norweco Inc.....................................................................7 800-667-9326 /norweco.com

Dragon Products.......................................................... 17 877-783-5538 / dragonproductsltd.com

NozzTeq.......................................................................... 31 866-620-5915 / nozzteq.com

F.M. Manufacturing..................................................... 13 877-889-2246 / fmmfg.com

Paul Swoyer Septics LLC............................................BC 830-935-4936

Fruitland Manufacturing ......................................... 11 800-663-9003 / fruitlandmanufacturing.com

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

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RCS II Inc.....................................................................6, 23 518-812-0000 / septicdrainer.com Robuschi ........................................................................ 25 gardnerdenverproducts.com • Roth Global Plastics.......................................................4 866-943-7256 / roth-america.com Stamp Works................................................................. 32 800-758-2743 / sales@stampworks.net Transway Systems Inc................................................ 33 800-263-4508 / transwaysystems.com VacCon............................................................................ 29 904-493-4969 / vac- con.com Vacuum Sales Inc............................................................3 800-547-7790 / vacuumsalesinc.com Westmoor Ltd............................................................... 32 800-367-0972 / westmoorltd.com

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