7
APRIL 2021
I N SI DE Three New Technologies Can Change Your Business Dramatically Page 8 Top 5 Payroll Platforms For You To Know Page 10
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A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 3
APRIL 2021 | VOLUME 17 | ISSUE 4
CONTENTS
F E AT U R E S 8 New Trend Alert: These Three New Technologies Can Change Your Business Dramatically 10 Payroll Dragging You Down? Here's the Top 5 Payroll Platforms For You To Know 14 In The News 20 American Companies 2021, A Midwest Institution 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 A P R IL 2021
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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
New Trend Alert:
IN THE NEWS
THESE THREE NEW TECHNOLOGIES
A S S O C I AT I O N I N S I D E R
Can Change Your Business Dramatically
INDEX SPOTLIGHT If we’ve learned anything over the past 12 months in lockdown, it’s that
we have to evolve to survive. Many of our businesses look very different than they did a year ago. And those of us who will continue to thrive are consistently looking for ways to become more sophisticated with steady revenue and loyal customers. Technology has exploded in nearly every facet of our businesses since COVID-19 came onto the scene, but three trends have stood out more than others.
Embrace the Expansion of E-commerce It’s been dubbed the digital transformation, where
In our industry, this could mean allowing for online communications -- both email and live chat -- and even supporting online appointment requests. A powerful online presence could also mean
businesses move toward all things online and
establishing your company as experts in your field,
automated.
by publishing e-books and white papers, and even
The pandemic accelerated these plans, as having an online presence helped shield companies from lockdowns and shutdowns. Forbes Magazine explains that investing in a strong
including references on your website. You can also begin to connect with blogs sent out over email or on your website. The important thing is to focus on becoming a leading resource in
online presence to push out from the ups and downs
your community, both geographically and within
of the local economy, as you will have access to a
your industry. Another consideration: all people
much more extensive consumer base.
everywhere have increased their screen time since
8 A ME RIC AN L IQUID WA S T E A P R IL 2021
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lockdown commenced. Take advantage of this trend by growing your online presence and reaching a new audience. Also, use extra care to retain the valuable existing customers you’ve already earned. Think about how your physical space can integrate with your web presence to potentially serve customers in a multi-
...inventions just released this year include additional ways to zap germs, folding decontamination into a variety of everyday
dimensional way. Experts predict the future of business is about
technologies...
maintaining and understanding your customers, especially those who have been loyal to you.
Take a Look at Clean Tech So far this year, we’ve seen thousands of cleaning gadgets come onto the scene, from antimicrobial backpacks to truly UV-light-emitting, air-purifying robots. As business leaders, you can now procure portable UV light cleaners for your cars and trucks, adding an additional point of disinfection. Furthermore, inventions just released this year include additional ways to zap germs, folding decontamination into a variety of everyday technologies like air purifiers, wireless chargers, and even refrigerators. The new breed of multi-use contraptions is likely here to stay and offers practical ways to further protect your customers and colleagues.
Keep Employee Office Arrangements Flexible Sending our teams to work from home practically overnight has undoubtedly changed the way we will
LEVERAGE TECHNOLOGY TO PLAN FOR THE FUTURE If 2020 taught us anything, it’s that we cannot predict the future. By embracing technological trends as they emerge, your business will certainly be better positioned for it. The early adopters have thrived during the past twelve months and our dependence on technological advances will be a critical piece of our future success. As business leaders in the service industry, we must stay in tune with what’s occurring in the business world, while continuing to offer convenient, reliable service to today’s customers and our future prospective customers. Leaning into an online presence, exploiting new cleaning technologies, and ensure our employees can work where they need to will be critical components to this year's effective business plans. Sources https://www.fool.com/the-blueprint/payroll/payroll-services/ https://www.techrepublic.com/article/8-top-payroll-
work forever. However, about half of American workers
processing-services-for-small-businesses/https://www.
report wanting to return to the office at least a few days
thebalancesmb.com/best-payroll-services-for-small-
a week. Many experts believe the future of the American
business-5078150
includes hybrid, remote workspaces.
https://blog.spendesk.com/en/company-spending-statistics
Collaboration tools like Slack, Microsoft Teams, and
https://www.netsuite.com/portal/resource/articles/financial-
other instant messaging programs are essential to
management/small-business-payroll-statistics.shtml
keeping teams connected and productive. Investing
https://www.surepayroll.com/
in laptops, tablets, and mobile devices, along with
https://gusto.com/
migrating key business applications to the cloud to allow for efficient remote access are key to embracing this trend.
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https://quickbooks.intuit.com/payroll/ https://www.adp.com/ https://onpay.com/
A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 9
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
IN THE NEWS
A S S O C I AT I O N I N S I D E R
SPOTLIGHT
INDEX
Payroll Dragging You Down?
Here's the Top 5 Payroll Platforms For You To Know
Small businesses tackle challenging tasks daily, but with 60.6 million U.S. workers employed by small businesses, effective management is essential to running a successful operation. Employees rely on timely payments, and employers risk a costly mistake if they misfile taxes. Payroll processing software through third-party vendors assumes responsibility for services from completing payroll forms, tracking employee hours and benefits, filing taxes to handling year-end forms. Meanwhile, you recover valuable time for your work. When looking for your ideal payroll service, consider user-friendly software, customers' reviews, pricing, and your own unique needs. With that, here are the top 5 payroll platforms that you should know.
Gusto Gusto works perfectly for small businesses looking for a helpful payroll service. They assist new clients in
Resource tools. For businesses that need a tried and true payroll software, Gusto offers a trustworthy and intuitive service.
setting up the payroll process and have stellar customer
OnPay
service. Their four different plans allow you to choose
As a payroll service, OnPay seems almost too good to
based on your business's size and goals. Highlighted
be true. Starting with its pricing, OnPay asks for a flat
features cover employee benefits management, time
rate then adds extra costs based on the number of
tracking, accessibility on devices, direct deposit, and,
employees working for your business. Not only do they
best of all, multi-state payroll capability. The top
cover employee benefits, tax filings, direct deposit, time
plan even gives you the advantage of Gusto’s Human
tracking, paid time off management, and HR tools, but continued on page 12
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BUSINESS CORNER
TECH NEWS
OnPay efficiently processes payroll and lets you manage
The software works best for businesses already familiar
the process from your mobile device. OnPay also boasts
with payroll software, but you can assess its suitability
strong customer support, and their support team trains
through the three-month trial period. ADP does not
through the American Payroll Association, showing just
advertise prices, encouraging potential clients to
how capable they are.
contact them directly to discuss plans, services, and
SurePayroll
prices.
P R O D U C T W AT C H
SurePayroll presents an easy solution to your payroll works I Nneeds, T H and E Nit E W Swell with different companies
A S S O C I AT I O N N E W S
PUTTING YOUR PAYROLL IN SAFE HANDS Choosing the payroll processor that complements
A S S O C I AT I O N I N S I D E R
in various fields. With intuitive features, SurePayroll
your business takes effort up front, but the result
fulfills direct deposit, new-employee reporting, time
improves your business and ensures the smooth
and attendance tracking, and tax reporting. You have
running of its operations. According to the American
two plans from which to choose: Self-Service and Full
Payroll Association, even just automating the process
Service, the latter of which includes Human Resource
helps businesses reduce payroll costs by up to 80%.
payroll time frame. The available S Ptools O Tand L I an G advanced HT
Outsourcing payroll means more time focusing on
INDEX
mobile app and employee self-service option make
your services and customers, and employees will have
SurePayroll an appealing option, though they do ask for
confidence in a business that treats their pay and
an additional fee for end-of-year filings.
benefits as a priority. Whether your business includes
Intuit Quickbooks Payroll
ten employees or you want to grow your brand, these
Quickbooks are known for their accounting software, but their well-rounded payroll service includes
vendors can simplify payroll and save you money in time and risk.
bookkeeping integration, employee benefits, handling
Sources
payroll taxes, direct deposit, and unlimited processing.
https://www.fool.com/the-blueprint/payroll/payroll-
They have tax penalty protection and will also integrate
services/
company tax payments into Quickbooks accounting
https://www.techrepublic.com/article/8-top-payroll-
software. Year-end forms are a breeze since the
processing-services-for-small-businesses/https://www.
company covers them in the price of their plans. The
thebalancesmb.com/best-payroll-services-for-small-
service does have limitations regarding HR support, but
business-5078150
it makes up for this with its other benefits. If you ever
https://blog.spendesk.com/en/company-spending-
have issues, you can rest easy with Quickbooks’ reliable
statistics
customer support.
https://www.netsuite.com/portal/resource/articles/
RUN Powered by ADP
financial-management/small-business-payroll-statistics.
ADP provides comprehensive payroll processing
https://www.surepayroll.com/
services in addition to other benefits in their four plans.
https://gusto.com/
The service automatically files all payroll taxes, and
https://quickbooks.intuit.com/payroll/
every plan includes employee benefits management,
https://www.adp.com/
free direct deposit, insurance services, and an efficient
https://onpay.com/
shtml
way to pay contractors. If you need human resource tools, you can pay extra as part of ADP's top-tier plans.
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A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 13
A S S O C I AT I O N I N S I D E R
IN THE NEWS
COXREELS® S P O T L I G H TFEATURES DEF HOSE REELSI N D E X
Coxreels features a complete line of Diesel Exhaust Fluid (DEF) hose reels built on the industry proven, all-steel construction SH and T Series of reels. These reels are equipped with a stainless steel external full-flow swivel and chemical resistant Viton seals to provide a safe, reliable DEF dispensing solution available with a factory installed, high-quality Goodyear DEF hose. The swivel is easy to access for simple seal maintenance and fast DEF dispenser hose installation. Coxreels provides professional reeling systems in heavyduty single pedestal (SH Series) or supreme-duty dual
outfitted with Super Hub dual axle support systems to
pedestal (T Series) configurations that handle DEF hoses
increase stability and reduce vibration during operation,
up to 75 feet of ¾ inch hose I.D. Both versatile designs are
making these reels the perfect DEF handling solutions for
TACKLE THE TOUGHEST JOBS WITH QUALITY YOU CAN TRUST!
either stationary or rugged mobile applications. The DEF models are available in standard spring retraction and EZ-Coil controlled retraction systems that promote greater operator and workplace safety by retracting up to 80-percent slower than conventional reels. This DEF reel line has all the durable high quality components and superior finishes found in every Coxreels product. Coxreels® has remained steadfast and focused on manufacturing high quality, industrial grade hose, cord, and cable reels with leading industry innovation since 1923. Offering a full product line serving the industry in every channel and application, Coxreels® takes great pride in designing, building, and supporting each and every product
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HOSE, CORD, & CABLE REELS Efficient Septic & Sewer Clean-Up Operations
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For further information on Coxreels® DEF hose reels, contact Customer Service at (800) 269-7335 or visit www.coxreels.com.
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You Spoke. We Listened! New Optional One Piece Tank Strong, Solid, Dependable
» 60 Gallon Tank » One Piece » Easy to Assemble » Easy to Clean
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A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 15
IN THE NEWS
A S S O C I AT I O N I N S I D E R
GEN-EYE SEWER CAMERAS FROM
INDEX SGENERAL P O T L I G H TPIPE CLEANERS NOW INCLUDE
RUGGED NEW REEL CAGE COVER Protect work sites and equipment from dripping video cable reels with the new Reel Cage Cover for Gen-Eye sewer cameras from General Pipe Cleaners. The heavy-duty, 600 denier poly canvas cover fits
Easy to move, easy to use, and easy on budgets, General’s lightweight, compact Gen-Eye POD® sewer
snuggly around General’s full size camera reels. Three times more durable than standard covers, it’s securely affixed with Velcro tabs – and easily removed for reel
cameras include integral Wi-Fi to record and share inspections...
inspection or cleaning between jobs.
cameras include integral Wi-Fi to record and share inspections from tablets and smartphones. The Gen-Eye X-POD® features a powerful Command Module with USB port to record video inspections on flash drives. It also includes a 7” LCD color monitor, onetouch recording, digital zoom, voice-over recording, and more. The Gen-Eye USB® Premium packs potent features into a compact package. Included are a USB port, 10.4” sunlightreadable screen, waterproof keyboard, rechargeable battery that lasts up to 4 hours, and Wi-Fi capability – all protected by a heavy-duty Pelican case. For additional information, contact the Drain Brains® at The new Reel Cage Cover now comes standard with all full size Gen-Eye POD®, Gen-Eye X-POD®, Gen-Eye
General Pipe Cleaners at 800-245-6200, or visit www. drainbrain.com/geneye
SD®, and Gen-Eye USB® video inspection systems. It’s also available for separate purchase by existing Gen-Eye equipment owners – and is not intended for Gen-Eye mini-reel designs. Easy to move, easy to use, and easy on budgets,
About General Pipe Cleaners General Pipe Cleaners, a division of General Wire Spring Co., is a leading manufacturer of high quality American-made drain cleaning equipment. In business since 1930.
General’s lightweight, compact Gen-Eye POD® sewer
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OAKMONT CAPITAL SERVICES GROWS OPERATIONS AND SALES TEAMS THREE EXPERIENCED PROFESSIONALS JOIN TEAM WEST CHESTER, PA, MARCH 2021 - Oakmont Capital
standing. She also manages the overall insurance
Services (OCS) has further expanded its sales and
program, ensuring a smooth process for the end
operations teams. As an independent direct lender
customer.
partnered with a bank, Oakmont is committed to offering
“As our lending capabilities broaden through our bank
customers low rates via a virtual, streamlined process.
partnership, we’re expanding our team to better serve
THE THREE ADDITIONS TO THE TEAM ENHANCE THE COMPANY’S COMMITMENT TO SERVICE:
our customers,” said Joe Leonard, CLFP and CEO. “All
AARON DYM, Controller, is a veteran corporate controller
both operations and sales on course to positively impact
three new team members are an integral part of keeping our customers, their business,
with past industry experiences in equipment leasing, wholesale distribution, employment
“As our lending capabilities
contract services, and the
broaden through our
design-build industry. Dym’s core competencies include general
bank partnership, we’re
financial management, banking &
expanding our team to
treasury management, strategic planning, benefits negotiation
better serve our customers”
& management, and software & technology implementation. TATUM NOREEN, CLFP, Inside Sales Representative, began her career in the equipment financing industry as a credit analyst 6 years ago. She then transitioned
and Oakmont’s. We are excited to have these experienced and dedicated professionals on board and welcome them to the team!”
About Oakmont Capital Services Oakmont Capital Holdings, LLC d/b/a Oakmont Capital Services is headquartered in West
Chester, PA, with an office in Albany, MN, and is a fast, affordable, reputable solution to equipment financing. Oakmont Capital Services is a direct, independent lender, providing commercial equipment financing and working
into a Client Relations role, becoming a team lead. In
capital throughout all 50 United States. The professional
2019, she obtained her CLFP designation. At Oakmont,
financing staff at Oakmont has combined experience of
Noreen works to strengthen the relationship with current
over 350 years in the industry and is the reliable choice for
customers and assists other finance professionals with
today’s financing needs. For more information, visit
account management responsibilities.
www.oakmontfinance.com.
DEBORAH REBER, Insurance Specialist, has worked in the equipment finance industry for 10 years. At Oakmont Capital Services, Reber handles various duties, including interacting directly with customers to confirm insurance
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IN THE NEWS
A S S O C I AT I O N I N S I D E R
RIDGID® CELEBRATES 25 YEARS AS INDUSTRY INDEX SLEADER P O T L I GOF H TDIAGNOSTIC TOOL SOLUTIONS Find, see and pinpoint exactly where the problem lies with RIDGID, a part of Emerson’s Professional Tools portfolio
ELYRIA, OHIO – March 12, 2021 – RIDGID®, part of Emerson’s Professional Tools portfolio, is celebrating a major milestone in the industry: a quarter of a century as the leader in pipe inspection systems. RIDGID launched their first line of inspection cameras in 1996, allowing professionals to more easily diagnose in-ground pipe issues. Many of these first machines are still being used today. “For 25 years, the RIDGID brand has been delivering durable underground products that have enabled our customers to grow and build their business year after year,” said Amy Moneypenny, global product manager,
1 8 A MERIC AN L IQUID WA S T E A P R IL 2021
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Bio-Septic Boost
A Drainfeild Soil Restorative
Underground Technologies – Inspection and Locating, RIDGID, for Emerson. “We’re proud to
Sodium is the REAL problem.
have reached this exciting milestone that builds on
Septic Drainer drives sodium OUT of the soil.
our long history of developing tools for the world’s expert tradespeople that can be handed down to the next generation. RIDGID inspection camera reels are built to last, no matter how many times a cable is
Pressure Washers & Drain Jetting Equipment
Emerson’s professional tools business, which includes RIDGID as well as the Greenlee and
Like Us On and technologies for the mechanical, Facebook
electrical and plumbing trades globally. Visit emerson.com/professionaltools for
WORK READY more information.
Emerson’s professional tools business, which
We Custom Build Machines To Your Specifications! STB Series
Trailer-Mounted Drain Jets
Visit emerson.com/professionaltools for more information. About Emerson • 2000-Gallon Aluminum Portable Restroom Truck (1500x500) Emerson (NYSE: EMR), headquartered in St. Louis, • Fruitland 344 Vacuum Pump Missouri (USA), is Pump a globalwith technology engineering • DC10 Washdown Hannay and Hose Reel •company. Dual Service with Left Side Work Station
‘20 PETERBILT 337
$
‘19 INTERNATIONAL HV607
143,250
$
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• DC-Powered Jet Hose Reel and 4-Nozzle Set • Pressure Gauge & Hour Meter • Electric Start with Low Oil Shutdown • Pumps Handle Fluids Up To 160° • Lockable Tool and Storage Boxes • 150' Garden Hose on Manual Reel • 300 Gallon Tank with Low Water Shut Off • Gearbox Drive Triplex Plunger Pump with Ceramic Plungers and Stainless Valves • Trailer with Industrial Painted Finish and 15" Aluminum Wheels
$
STB3015K
$
STB2712K
$
STB3708K
$
STB4007K
$
18,999
• 12 G.P.M. @ 4000 PSI • 999 CC Kohler • 400' x 1/2"Hose
18,999 13,499
• 11.5 G.P.M. @ 2700 PSI • 689 CC Honda • 400' x 1/2"Hose
13,299
• 8 G.P.M. @ 3700 PSI • 689 CC Honda • 300' x 3/8"Hose
13,299
• 7 G.P.M. @ 4000 PSI • 689 CC Honda • 300' x 3/8"Hose
TT4025HZ-35 $ 52,995
121,500
• 2500-Gallon Aluminum Tank • NVE 607 Vacuum Pump • Large Aluminum Toolbox
STB4012K
• 15 G.P.M. @ 3000 PSI • 999 CC Kohler • 400' x 1/2"Hose
brands, provides the industry’s broadest portfolio
mechanical, electrical and plumbing trades globally.
800-648-5011 www.camspray.com sales@camspray.com
Van and Truck Mount Models Available See All The Features And Specifications At CamSpray.com
$ includes RIDGID 337 as well as the Greenlee and Klauke ‘20 PETERBILT 114,300
of advanced, reliable tools and technologies for the
Custom vinyl decals
RCS II, Inc. • www.septicdrainer.com • (518) 812-0000
environment.”
portfolio of advanced, reliable tools
SeptiMarker
FREE Shipping To New Customers. Use Promo Code PUMPER.
pushed down an iron pipe or how harsh the job site
Klauke brands, provides the industry’s broadest
Removes Bio-Mat
• Produces 25 Gallons Per Minute at 4000 PSI • 74 HP EPA Tier 4 Final Compliant Hatz Turbo Intercooled Diesel Engine • Hydraulic Slide Out Swivel Reel with 500' x 5/8" Hose • Air Purge Valve and 18 Gallon Anti-Freeze Tank and Freeze Protection • Heavily Constructed Trailer with 2" x 4" Steel Tube Box Frame • 26 Gal Fuel Tank Gives Hours of Run Time on a Single Fill • Wireless Remote to Control Throttle Up and Down, Water Valve and More • 350 Gallon Tank with 2" Hydrant Fill • Features 150' Wash Down Hose and Front-mounted & Over-fender Tool Boxes
This System Eliminates the
A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 19
Stock
The
SPOTLIGHT
a
INDEX
American Companies 2021, MIDWEST INSTITUTION
A
merican Companies was selected by American
During our earlier interview with Gale, he
Liquid Waste magazine as our August 2018
reminisced about his first-weekend job in the site
Spotlight featured business, because of the
services industry. It was for The Michael Jackson
extraordinary entrepreneurial march of Holsman
Victory tour. He swept the parking lot throughout
across the greater Kansas City area. He has veritably
the three-day event at Arrowhead Stadium in
dominated the portable restroom rental services
Kansas City. He recalls, "They liked me. And, today
market in terms of gains of combined restroom
we have hundreds of toilets in the parking lots
rental, industrial power sweeping, waste hauling,
there and control all trash flow and control from
and event services since he started with a single
the stadium. It’s crazy how much business can grow
truck and his boundless energy and imagination
from a simple, but great start."
back in 1984.
We spent some time with Gale again recently,
2 0 A MERIC AN L IQUID WA S T E A P R IL 2021
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catching up with the company’s fresh history of the past
This expansive array of service channels is all the
few years since our original opportunity in 2018 to learn
stuff of the classic great American success story: There
the fascinating story of this self-made regional business
was a time when a local Kansas City boy named Gale
wonder and his aggressively organically expanding
Holsman was a sales manager for Waste Management
business. Now, in the mid-first quarter of 2021, there
and saw an opportunity to acquire a sweeper truck. He bought it and took the plunge
are captivating updates from American Companies. Those include the company's progress
There was a time
since 2018, leading up to 2020,
when a local Kansas City
and the profound effects of last
boy named Gale Holsman
year on both the business and
into sweeping parking lots for a couple of big box store chains. Lots of growth and diversification characterized the next decades for his company, as he built a
personal experience of 2020 for
was a sales manager for
the company owner and his truly
Waste Management and
site services companies expanding
saw an opportunity to
Columbia, Atlanta, and their metro
amazing team. AMERICAN’S DIVERSIFIED BUSINESS MODEL Gale Holsman’s business consists
acquire a sweeper truck.
budding national enterprise, with from Kansas City to St. Louis, markets. American buys its portable toilets, trucks, and equipment
of four separate entities under the American Companies umbrella: American Waste
from Satellite. The company currently has around 3,500
Systems Inc., American Sweeping Inc., American
Satellite toilet units, mostly gray construction-grade
Pavement Maintenance Inc., and Total Venue. Under
porta-potty units. They also have 2 trailers with 4 and
these distinct operations, the American Companies
8 toilet units each, and a third one coming soon with
do it all. The diversified service organization provides
8 units, and they have about 55 to 60 ADA gray units
true one-stop-shopping for commercial, industrial, and
and some construction-grade trailers for highway
municipal customers in need of:
construction and maintenance jobs.
STREET SWEEPING FOR: 4 Construction 4 Industrial Sites 4 Municipal Contracts 4 Roll-off Containers 4 Powerwashing 4 Portable Toilet MODELS FOR: 4 Construction 4 Special Events 4 Luxury Use
EVENT CLEAN-UP SERVICES, INCLUDING: 4 Trash Containers 4 Stage Rental OTHER EVENT SITE EQUIPMENT AND SERVICES 4 Rear Loaders for Commercial and Residential Needs 4 Asphalt 4 Sealcoating 4 Pavement Striping 4 Other Services
UPDATES FROM AMERICAN COMPANIES KC SINCE 2018 Revenues were flat on roll-offs last year for American, with no significant up or down change. Gale commented, "There are so many guys now who want to be in the roll-off in business. There are 17 new companies in the roll-off business. We've been in business in Kansas City for so long and working with contractors, so when they add, we add.” Fortunately, Kansas City is still in a pretty good growth period, so that’s good for us. “Sweeping is generating substantial revenues for us. We have some industrial accounts. Revenues have stayed steady in the sweeping, toilets, and roll-offs. Toilet rental continued on page 22
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A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 21
INDEX
SPOTLIGHT
revenues are probably around 18% to 20%. Roll-
if any, the leadership team has implemented in its
offs are probably around 11%, and residential and
various areas of operations, budgeting, sales, and
commercial trash pickup is about 60%, and sweeping
planning, as a result of the 2020 experience.
accounts for the rest, about 10% to 11%." As an outdoor services contracting company in the
Gale, being Gale, did not spin or otherwise deviate from simple truth well expressed, “Last year stunk. “ The Kansas City Chiefs use
heart of the Midwest, the American Companies field staff totals fluctuate with season changes. Of course, it also fluctuates with startups and completions of special projects, and with bringing on major new accounts. American’s team includes division managers,
The Kansas City Chiefs use around 375 of the toilet units during the regular season, but last year in 2020, it was only 100.
night supervisors, admin staff,
around 375 of the toilet units during the regular season, but last year in 2020, it was only 100. “With that said, I’m very grateful we had the 100. A lot of others are just going out of business.” He observed that the construction business in
sales reps, drivers, mechanics,
KC stayed pretty solid, which helped keep
and technicians.
American’s numbers steady. “We kept everybody
THE 2020 ODYSSEY
(employees) on last year. John King, who ran the St.
We asked Gale Holsman how American Companies
Louis branch until we sold it, now runs KC toilets
fared during 2020 and what kinds of adaptations,
and roll-offs.” continued on page 24
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SPOTLIGHT
INDEX
AMERICAN COMPANIES GROWTH STRATEGY The American Companies’ strategic planning for 2021 and longer-term was, Gale acknowledges, performed in the new light of what effects such as those of the health and economic events of last year can mean in potential impacts to a growing business in the portable restroom rental services industry. Even while Gale (as one of the so many entrepreneurs across the country) is calculating the right moves for his customers, employees, and his brand's interests, current weather conditions are of epic proportions. He describes the current workday in KC, "Right now (February 2021) we have sub-zero temperatures and a lot of snow, so we’re running behind.” Back in 2018, Gale offered the portable restroom rental business’s wisest perspective and advice, for aspiring entrepreneurs in any industry, and it seems even more meaningful today. He says that although it’s all about growth, the quality approach to growth must be through focusing on ideally serving the customers you already have, “We spend our time on account retention. We want to provide the best service so that our clients have no reason to go to our competitors." Beyond that simple strategy for organic growth through passive marketing to current customers, Gale emphasizes that to succeed, growth plans need buy-in from the entire team. He stresses that everyone must understand and support following the roadmap that has been laid out for the way forward toward achieving the set objectives and goals. He accomplishes this strategic team follow-through by weekly meetings in which each manager discusses their ideas continued on page 26
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I
SPOTLIGHT
The company's marketing team, led by Gale's daughter Shannon Holsman Lock, a serious marketing management talent, does all the coding for the company’s dazzling and intuitive site. and feasibility is evaluated, modifications are made, as needed, and decisions are made. MARKETING AND SALES APPROACH AT AMERICAN COMPANIES Gale’s business is one of those so well-established in its market that word-of-mouth is the only marketing necessary. He explains that word-of-mouth between business managers long familiar with his team’s quality and reliability in KC is one of his company’s major sources of new business, “Longevity naturally brings customers through those sources.” On the other hand, he also emphasizes, “Our website is also one of our #1 sources of new sales." He says it's like having 24/7 salespeople. The company's marketing team, led by Gale's daughter Shannon Holsman Lock, a serious marketing management talent, does all the coding for the company’s dazzling and intuitive site. He commented, “We have a significant and terrific website. We change it daily. In addition to the website, we also advertise on television, radio, billboards, etc., to stay out in front of the public.” Further, he explained that the American Companies sales team members “do a great job going out and bidding for new jobs.” Gale explained, “Our sales team provides bids to parks and recreation departments, cities, events, and various entities, to make sure we have that good live communication going." Unlike a majority continued on page 28 2 6 A MERIC AN L IQUID WA S T E A P R IL 2021
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SPOTLIGHT
INDEX
“GPS allows us to keep control of what our drivers are doing on the job at all times, including locations, driving speed, time frames at various locations, historical operating data..."
in the toilets, and there's no reason to bother the site superintendent unless there’s a problem.”
of successful portable restroom rental businesses we speak with, American Companies leadership pulls out all stops on marketing and sales channels, to continuously drive the company’s sales success over the top in the competitive KC market. Further, the branding philosophy Gale succinctly shared, in a nutshell, has universal applications, "Our growth depends upon our reputation. Our reputation rides on the perception of our company, our containers, trucks, uniforms, and everything that presents us to our
He continues, “GPS allows us to keep control of what our drivers are doing on the job at all times, including locations, driving speed, time frames at various locations, historical operating data. It’s a very convenient and accurate way of supporting quality assurance.” But, as in the past, Gales stresses that above all, “We rely on our stellar team to handle our businesses with confidence and care; and to continue to take us into the ever-changing future in our industries.”
current and prospective clients. It has to be first class.
BUDDING CONGLOMERATE KANSAS CITY
Perception is everything. What you have left at the end
In addition to the four companies that constitute the
of the day is your reputation, which relies on those
American Companies services enterprise, Gale Holsman
critical perceptions of your business and your team."
has other going concerns, outside these industries. He
(NAS, August 2018)
owns Holsman Classic Cars, race cars, offshore boat
PROCESS AND QUALITY CONTROL AT AMERICAN, KC
racing, and a ranch that houses 57 horses.
The company’s management does proactive outreach
Powersports dealership as well as Shawnee Mission
to customers to ask about their experience with the
Cycle Plaza, with a total of over 120 employees. (Gale
service and comments about the quality of the rental
says he works for Gail when it comes to those thriving
products and services provided at their sites. As Gale
businesses.)
notes, “That‘s what keeps our service level up in our
His fiancé, Gail (yes, it's Gail and Gale) owns a
He is active in the oversight of all the business
sweeping company. We always want to check-in. On
components of his thriving Midwest U.S. empire. Yet,
the toilet side, it's different, especially in construction.
one gets the sense that he would always welcome more
It's not quite as delicate. We've got check off sheets
to do and is utterly impossible to exhaust. continued on page 30
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SPOTLIGHT
INDEX
In our observation, another pillar of Holsman’s structure for sustained success in the portable restroom rental business and related service industries is building strong relationships, with all members of the company team, customers, vendors, and peer business owners. Time spent talking with Gale Holsman about his business and his leadership philosophy makes it clear enough that his manner of dealing with everyone around him is much responsible for the extraordinary cohesiveness of his team. It also appears to have fostered the attitudes and performances that have yielded the spectacular achievement of 35-year life spans of many of his customer accounts. That same leadership style has even appeared to make a significant difference in his company’s ability to weather an economic storm like 2020 and remain standing fiscally strong in its aftermath. This is the kind of track record that is only possible in organizations with leadership that makes itself about helping others, and by doing so, makes itself an indomitable presence in its industry and the broader regional business sector. Unsurprisingly, Gale Holsman is a highly respected ADVICE FOR PORTABLE RESTROOM RENTAL
motivator and portable restroom industry expert.
BUSINESS NEWCOMERS FROM INDUSTRY EXPERT
He is frequently requested to address many types
GALE HOLSMAN, AMERICAN COMPANIES INC., KANSAS CITY, MO As in 2018, today Gale Holsman reminds portable restroom rental service providers to be aware of their operating costs and remember that “profit is not a nasty word.” He emphasizes, “Remember to sell customer service and benefits, not price.” And, finally, “Don't be afraid to charge for your services. If you don't get paid sufficiently, you can't provide good employees and services. If you can't afford to
of leadership groups throughout the United States. He proves to be just unstoppably driven and to have powerful effects on everyone and everything around him and the system he has built, all in the most positive possible ways.
For information about the American Companies organization or its portable restroom rental services subsidiary, see americancompanieskc.com.
do business, then your customers can't stay with you.” (2018)
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INDEX
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............................................... 25 800-558-2945 / 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........................................ 18 317-539-7511 / ITRDewatering.com
Armal Inc........................................................................ 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................................................ 18 877-333-4539 / keycommercial.com
Cam Spray...................................................................... 19 800-648-5011 / camspray.com
Masport Vacuum Pump Systems........................... 26 800-228-4510 / 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..................................................... 24 800-422-1844 /navitascredit.com
Coxreels........................................................................... 14 800-269-7335 / coxreels.com
Norweco Inc.....................................................................7 800-667-9326 /norweco.com
Dragon Products.......................................................... 23 877-783-5538 / dragonproductsltd.com
NozzTeq.......................................................................... 31 866-620-5915 / nozzteq.com
F.M. Manufacturing..................................................... 11 877-889-2246 / fmmfg.com
Paul Swoyer Septics LLC............................................BC 830-935-4936
Fruitland Manufacturing ......................................... 13 800-663-9003 / fruitlandmanufacturing.com
Peterson Products..........................................................6 800-669-1434 / pipeplug.com
3 4 A MERIC AN L IQUID WA S T E A P R IL 2021
RCS II Inc.....................................................................6, 19 518-812-0000 / septicdrainer.com Robuschi ........................................................................ 27 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
Vi si t Us
Conserving Water One Portable at a Time Every day, portable restrooms save 125 million gallons of fresh water* 45 billion gallons of fresh water are saved annually through the use of portable restrooms* The average amount of water saved using hand-wash stations versus conventional sinks per week is 6.8 million gallons* *Source: PSAI
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