ALW Nov 2023

2004-2023

AMERICAN LIQUID WASTE 9

MAGAZINE

NOVEMBER 2023

AMERICAN

LIQUID WASTE MAGAZINE

INSIDE 9 Ways to Build Strong Business Relationships Page 22 Gear Box: Strong Online Marketing Page 26 In The News Page 32 Solutions to Septage Disposal Challenges Page 40 Community Engagement Page 44

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NOVEMBER 2023 | VOLUME 19 | ISSUE 11

CONTENTS

F E AT U R E S 8

Trail-Blazing! Alaska Porta Potty, LLC, Anchorage AK

22 9 Ways to Build Strong Business Relationships 26 The GEAR BOX: How Strong Online Marketing Can Put Your Septic Service Business Ahead of the Competition 32 In The News 40 Solutions to Septage Disposal Challenges 44 Community Engagement: Creating Value and Long-Term Relationships in Your Local Area 52 ALW Classifieds 54 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 2023 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.

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INDEX

SPOTLIGHT

TRAIL-BLAZING!

Alaska Porta Potty, LLC, Anchorage AK Every story of a business startup is arguably unique, with its personal motivators, historical lead-up, and individual challenges overcome. But, this company operating out of Anchorage Alaska is truly in a class of its own. There’s unique, and then there’s this: an extraordinary outfit with an intrepid owner and staff who’ll go just about anywhere anytime you need them into almost any environment of The Last Frontier. Exaggeration? No. What about rental product and service quality functioning in that kind of situation? Oh yes, excellence is the defining feature of the unusual service package.

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INSPIRATION TO INDEPENDENCE So, how does a local boy go from a perfectly good regional job in the septic industry to launching a niche brand that will go just about anywhere by any form of motorized transportation? And, what would inspire him to take on outback accounts across the tundra, in the mountains, pretty much regardless of anything you can imagine preventing more conventional portable restroom service providers from delivering?

Frank Perez was that guy with a traditional job working for a large septic services company with lots of people. He tells the story: We were basically doing the same thing I’m doing now. I was going all over the state. I do cover the same area that we operated in; it's just that scheduling-wise, now I can make it

I have control over my commitments and logistics. So, that way I don't have to miss ballet recitals, or first baseball games... That was the reason I chose to make the change — to spend more time with my family. work better. I have control over my commitments and logistics. So, that way I don't have to miss ballet recitals, or first baseball games, or other important family events. That was the reason I chose to make the change — to spend more time with my family.

In May 2018, we opened our doors. I had been working in the industry for quite some time, with long hours, doing everything around the state. I wanted to get to have my wife working with me and take my continued on page 10

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SPOTLIGHT

INDEX

I went from wondering if I needed to get a part-time job to dropping off whole loads of porta potties at a time.

SPECTACULAR GROWTH OF AN ALASKAN STARTUP We have basically doubled in inventory and revenues every year since we started, though our coverage area is about the same. That’s because we’ve always had the same area to compete in with the larger companies here in Alaska. But, we’ve been able to get a different clientele with the equipment I’ve got. That is what sets us apart. We can go places our competitors can’t.

A small tank I have can be put on the back of a pickup and taken into terrain that regular tank trucks cannot access. We’ve gone down some goat trails with that truck. I didn't realize it was a thing until the tank inspector had to do an inspection. (Regarding the tariff charge to empty the liquid waste.) The daughter, Persasis(Pur-say-iss), and my dog, Duke (a

inspector said the tank I was using was the smallest

Labrador Retriever), with me. My dog is always with

he had ever seen.

me (an outback Alaskan security benefit). Sarah, my

That was by design, specifically to service areas

wife, does all the billing and runs the office. There are

that cannot be accessed with a larger tank. For

five of us, including myself, Sarah, one part-time, and

example, the State of Alaska hired us to go down a

two full-time employees.

cliff trail. And, the smallest tank I use is the only one

ENTREPRENEURIAL LEAP IN ANCHORAGE ALASKA

light enough to cross some bridges that have low

It was hard during the first year. The porta potty

maximum weight limits.

liquid waste industry ramps up, comes online, and is

In the beginning, it accounted for a large

a part of seasonal stuff here. We started in May, which

percentage of our revenue, but not anymore. Still, the

is very late into the season. It was a grind. It went

coolest one (service call) is when we have to take the

very slowly in the beginning. Then, things started

little tank and drive up north to Chickaloon, Alaska.

picking up but then slowed again. It was a challenge

It’s a little town. You can get to it directly from the

to find a way to make business flow more smoothly.

highway, but the customers in that area live off-grid.

But, the next year (2018), it exploded, because of

You have to go on a dirt road. Then, there’s no road. I

urgent services needed after the 7.3 earthquake.

can’t get my truck back there. So, you have to take a continued on page 12

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INDEX

SPOTLIGHT

4-wheeler, airplane, or snow machine (Alaskan term for snowmobile) to reach their locations. But, there’s a modified snow machine called a cargo sled. It’s very cool.

I’m picking up one today (porta potty) that’s only accessible by rail or plane to take it to Red Dog Mine. In some cases, you have to load it up on a barge and sail the sea to a remote location. And, it’s all weather-dependent, of course. In some cases, we call ahead to arrange with multiple remotely located customers to meet at the same time, so they can get help together.

We also have a very large military presence here in the state to serve the gulf and the arctic.

We are a U.S. military contractor.

That’s an area of our business that we are continually growing.

We also have a very large military presence here in the state to serve the gulf and the arctic. We are a U.S. military contractor. That’s an area of our business that we are continually growing. (You can see Alaska Porta Potty units in the background behind some of our military’s most exciting equipment images.) We want to do our part to support our armed services in any way they need us to help them be mission-ready.

MARKETING PURITY IN ALASKA Our new business is all from word-of-mouth. We continued on page 14

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MAKING A POSITIVE IMPACT ON COMMUNITIES AND ENVIRONMENTS AROUND THE WORLD

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SPOTLIGHT

INDEX

I like to do my traffic reports when I can, and I like to put it online when I run across ducks, geese, lynx, bears, moose, coyotes, wolves, wolverines, mountain goats, or other animals.

displayed. But, it’s not practical to invest in custompainted lettering and artwork, etc. Because our vehicles, like all others here, are the famous Alaskan dirt color. You can’t see anything on them but dirt anyway, so we don’t spend much for labeling them.

A DIFFERENT KIND OF PHYSICAL MARKET ENVIRONMENT We’ve gone everywhere from Seward, Alaska to Fairbanks. We’ve delivered hand wash sinks up to Fairbanks every year since we started. We don’t have those periodic highway rest stops up here, so when the sky got dimmer than normal in August, have done almost no marketing. In reality, I’ve only

I just pulled off the road and took a nap. We take

spent about $200 on advertising since 2018. My

everything for vehicle breakdowns, and you can

approach to generating business is to have morning

expect to lose your cell signal for long distances. You

coffee and just start up a conversation. We started off

have to be prepared.

with just 60 customers. Now we’re over 1,000.

I like to do my traffic reports when I can, and I like

Even with being so remote up here in Alaska, it’s

to put it online when I run across ducks, geese, lynx,

a big industry. Anchorage is a major international

bears, moose, coyotes, wolves, wolverines, mountain

transport hub. We have clients from all over the

goats, or other animals. My dog is my constant work

world. But, the (porta potty) industry here is also

companion, and he’s my security system. He alerts

controlled by only about four major companies.

me to any other animals in the vicinity while I’m

For our identification, we use magnetic signage to

servicing a porta potty unit. (The other Perez dog,

display the logo on our trucks. For example, when

Moose, a younger version of Duke, is still in puppy

we go onto the military base we must have a logo

training.) continued on page 16

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SPOTLIGHT

INDEX

FUNDING A BUSINESS STARTUP ALASKAN STYLE

sterilization and sanitization system. We cover all

To get started, I sold my trucks, my toys, etc.; I got rid

the high-touch areas and do our best to keep the

of a lot of things. I also cut expenses to save money

exteriors and roofs clean. But we train our guys to do

so I could buy all of this equipment. We needed

it consistently the same way every single time. That

porta potty units, handicap units, hand wash sinks,

way, we can guarantee the quality of the work we do

hand sanitizing stations, maintenance equipment,

to pump them and clean them.

and other things. Currently, we have 200 porta potty

To maintain consistent quality, we gauge it this way.

units, additional handicap units, 20 to 25 hand wash

If you go to the first unit someone services in the

sinks, plus hand sanitizer stations.

morning, then to the very last one, the last one that

The porta potty trucks cost $100,000 each. I paid

the technician does should look exactly the same

cash for both of those and avoided financing costs.

as the first. We can expect that the first is pristine

Despite the employment market problems and the

because a person is feeling fresh and energetic at

financial risks in the startup, it was the best decision

that point in the day. But, by the last one, they may

of my life.

be fatigued. So, meeting the expectation that the

QUALITY MANAGEMENT AT ALASKA PORTA POTTY

last looks exactly like the first is a simple system for

We have a 10-point system for our porta potty

helping measure quality. continued on page 18

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SPOTLIGHT

INDEX

service ticket involved. When you go into the unit, the whole thing speaks for itself.

LATEST TECHNOLOGY AT ALASKA PORTA POTTY We don’t use service tickets to track our routine service calls to each account. We don't need them because our units are always clean. We do have GPS tracking, and we use all the latest and greatest technologies for the most efficient service management in the industry.

BIGGEST CHALLENGES The major challenge is equipment maintenance TEAM TRAINING BY FRANK PEREZ

in this climate. If you’re on the road system, we’ll

I train the employees myself. We’re very thorough in

get there. We can go anywhere. The weather is

making sure the units are clean, and we don’t leave

a challenge. The temperatures can make things

waste in them when they come back, ever. Every

difficult, causing frozen vehicle components, from

porta potty of ours that you go into smells clean. The

doors to mechanical parts, etc.

service is seamless for the customer. There’s not one

The wildlife is also a challenge. For example, if you

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Other challenges include the stuff offroad, fuel diesel gel,

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and oil, for example. You have to keep inverters and heat guns in the vehicles, in case the pump veins freeze up.

When we’re out that far in the middle of nowhere, we equipment, so it has to get done.

When we’re out that far in the

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rate. But we’ll charge you for our time, costs, and fuel surcharge like we do with any other customer, and you’ll pay for the service. When you break it down that way, it seems more fair, instead of saying we could make more doing it down the street, so we will charge you more for being farther away.

These people need sanitization as well. We’re not losing

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Pumper | December 2021

SPOTLIGHT

INDEX

FUTURE PLANS FOR FRANK PEREZ AND TEAM My oldest daughter, Alaska, is traveling the world, at 21 years old. My youngest daughter, Persasis, is a freshman in high school now. She’s got a few years to go. When my high-schooler graduates, she’ll be off to college. That will be another turning point in our lives.

Our plan is to then take over the world. (His expression is one of light amusement but with a no-nonsense aim. Based on Frank Perez’s depth of industry knowledge and the family team’s record, one can sense that they’ll make it happen.) We have a location that is coming online in Tampa in four years, and I have family in Texas, so we’re already working on that. My best friend lives in Washington State, so we’re looking at that too.

In the meantime, Frank Perez continues to grow and adapt his business to meet the unique needs of off-grid users throughout the state for excellent and

equipment while you may be much better off putting your investment in other areas of a startup business to support your goals for growth.

affordable service.

ALASKA PORTA POTTY AND ITS LEADERSHIP

Frank and his family also continue to give back to the

In researching each of our North American Sweeper

community through their involvement in Challenge

Spotlight feature articles on portable restroom rental

Alaska, a competitive sports event for handicapped

service businesses throughout the country, we have

participants, among other charitable activities.

found a certain kind of entrepreneurial adventurer.

ADVICE FOR INDUSTRY NEWCOMERS FROM FRANK PEREZ, ALASKA PORTA POTTY, LLC, ANCHORAGE AK

In this case, the business owner is living in multiple

Advice for new business owners in the industry?

daily challenges of running a demanding small

Yes, I have some advice for them. It’s not a beauty

portable restroom business. But, he’s also working in

contest. If it works, it makes money. I thought I had

the world’s most extreme climate elements amid the

to have the shiniest equipment. When it comes to my

entire gamut of wildlife in the Alaskan wilderness —

porta potties, they’re beautiful. They’re immaculate.

all while providing top-quality rental products and

If everything else looks old and tired, you’d better

service. I think we can all agree that there’s really

make sure your porta potties look nice. But for people

nothing more to want in the ultimate, fully-rounded

entering the industry who may want all the shiny new

entrepreneurial adventure story.

equipment, keep in mind that you don’t need that.

So, we can anticipate Frank’s answer when asked,

It can be a huge unnecessary expense to buy new

“Which guy are you? The one whose conception of

2 0 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

forms of adrenaline stimuli.

He’s living on the edge just tackling the predictable

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the American Dream is sharing the running of a robust

(Frank noticed during the interview that his

small business with your family and enjoying that

sunscreen was frozen, a problem that must be

independent lifestyle?” OR “The one who will scale the

corrected because, as he said, midnight sunburn is

enterprise to the utter maximum, growing inventory

a real thing at the top of the world. He won’t have

and expanding into new physical market areas?” Of

that problem in Florida, but Duke will still be a crucial

course, he’s the guy who will try whatever makes

asset, for alerting him of gators and pythons.)

the very most of his entrepreneurial potential and

We look forward to following up with Frank through

supports his outdoor interests.

the years to see how the future unfolds for this

He has, of course, chosen regions for his future

exceptional business leader with his incomparably

business expansion that also offer wide open natural

exciting business model.

environments for exploration. We can already imagine him delivering the best service in the ancient forests of Washington State, across the seemingly boundless Texas plains, and deep in the Everglades, where the

For more information about Alaska Porta Potty, LLC, contact Frank Perez, Owner at (907) 5192-4144 or alaskaportapotty@ hotmail.com, or visit the website at alaskaportapottyllc. com/.

most remote of outback communities there need services too!

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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

A S S O C I AT I O N I N S I D E R 9 Ways to Build Strong Business Relationships

IN THE NEWS

Collaborative research long ago by

S P O THarvard, L I G H TStanford, and the Carnegie Foundation published in A Study of Engineering Education determined that an astounding 85 percent of business success is attributable to people skills.

So, it makes sense that developing good business relationships is basic to business success. Every business needs strong relationships, for example, with lenders, vendors, partners, employees, customers, prospects, other local businesses, regulatory representatives,

FEATURES OF A GOOD BUSINESS RELATIONSHIP A good business relationship is beneficial to

INDEX

both parties. When both parties to a business relationship exhibit these characteristics, they may indicate a strong working relationship that can endure over time: 4 Respectful: Both value input from the other's knowledge, wisdom, and ideas.

4 Receptive: Both parties listen and allow opposing opinions.

4 Open: Both parties speak honestly and freely and prioritize preserving the relationship.

4 Caring: Both take responsibility for their own words and actions.

4 Trusting: Both communicate and collaborate well.

and others. The good news is that the

9 WAYS TO BUILD GOOD BUSINESS RELATIONSHIPS

skills needed for business relationship

Here are 9 essentials for portable restroom rental

building are pretty clear and not very

and septic services business operators who want

hard to learn.

2 2 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

to establish and sustain mutually beneficial business relationships of any kind:

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2. ESTABLISH RECIPROCATION.

Help people get what they want. Maybe they need information, resources, a connection with someone else...

Help people get what they want. Maybe they need information, resources, a connection with someone else, or some other form of help, and ask them for help they may be able to provide if you need it.

3. ASK FOR WHAT YOU NEED. Being too shy to communicate directly about what you want from someone in a business relationship causes an uncomfortable situation, so be

1. CULTIVATE YOUR EMOTIONAL INTELLIGENCE (EI).

straightforward about what you need.

Learn to recognize emotions (yours and other

4. RESTRUCTURE YOUR NETWORK OF BUSINESS CONTACTS.

people’s) as they’re likely to be occurring during

Take some time out of the office to introduce yourself

communications. Cultivate empathy by considering the

and make some connections with people you need

experiences that may have formed their perspectives,

to know for your business. Offer them your help

values, concerns, priorities, motivations, etc.

when they need it. continued on page 24

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BUSINESS CORNER

P R O D U C T W AT C H Commit the time and

effort it takes to sustain relationships and cultivate them mutually I N T H E N E to W become S beneficial.

TECH NEWS

6. INVITE PEOPLE TO COLLABORATE.

A S S O CisI AT ION NEW Collaborating a natural approach toS building great productive relationships. Reach out to experienced and talented people to work with you on solutions to complex issues.

7. MAKE THE NECESSARY EFFORTS TO MAINTAIN RELATIONSHIPS.

A S Sthe OC I AT O N itItakes N S ItoDsustain ER Commit time andIeffort

relationships and cultivate them to become mutually beneficial. Remember to show appreciation for any help you receive.

5. MAKE YOUR BRAND ABOUT THE COMMUNITY. Establish relationships with other business owners

S P Oand T Lmanagers I G H T who have social concerns in common

8. MAINTAIN PROFESSIONAL RELATIONSHIP BOUNDARIES

INDE X Preserve business roles to prevent unwanted

with you. It’s the ideal approach to building strong

impacts on the progress of your company’s mission

relationships and a better world around you.

by establishing boundaries on the amount of time

2 4 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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and energy you can devote to your professional

potential. You cannot maximize your world of

relationships.

opportunities operating in isolation. So, embrace

9. EXPECT CHANGE IN BUSINESS RELATIONSHIPS.

relationship building as the necessary and potentially

Embrace change and allow it to inspire innovation

very rewarding proposition it is for you as for every

and collaboration. Be open to calculated risks and

other business leader.

nurture business relationships that encourage fresh approaches and greater innovation.

KEEP REFINING YOUR SOFT SKILLS. How good are your interpersonal communication skills? Your conflict resolution skills? Your sales and closing skills? Do you inspire people? Pick some areas in which you can use some business relationship skills development from the beginner’s list of 9 above.

Of course, there are many other skills to be developed for company owners and managers who

Sources https://americanliquidwaste.com/ https://www.beafarmbureauagent.com/blog/buildingrelationships-the-benefits-of-local-engagement https://trust.bizjournals.com/blog/13-tips-forcommunity-involvement-that-can-help-you-grow-yourbusiness#:~:text=Benefits%20of%20community%20 involvement&text=Getting%20involved%20and%20 showing%20up,suppliers%2C%20partners%2C%20and%20 investors. https://www.convinceandconvert.com/customerexperience/surprising-statistics-about-business/

want to master the fine art of business leadership communications. See the list of Additional Resources below and seek out other quality content on business communications training.

IN THE FINAL ANALYSIS Strong relationships constitute the support system business leaders need to overcome various obstacles and recover from many types of setbacks. A

We Make Portable Sanitation Smell Good!

network of good relationships further strengthens your organization when taking risks in pursuit of innovation and growth. So, by all means, foster bonds with groups and individuals in and outside the industry and your business who represent mutual opportunities to contribute to each other’s success.

Of course, it is necessary to balance the demands of running your organization with the need to devote a reasonable amount of time to building important relationships. But, in the end, it does take a business community to make the most of your company’s

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 25

THE GEAR BOX:

How Strong Online Marketing Can Put Your Septic Service Business Ahead of the Competition

I

nformation technology has changed almost

THE BENEFITS OF LOCAL ONLINE MARKETING

everything about how we do business in the

1. Local marketing can fit any budget

modern world. Despite this, many local-level

Local-level marketing can be as affordable or as lavish

businesses have fallen far behind when it comes to

as you wish. If you're creative, it can cost next to

online marketing. This is especially true of small and

nothing. Fliers, business cards, and social media posts

medium-sized septic service companies.

are super cost-effective.

SMBs in the septic service industry are infamous for

2. Home-court advantage

neglecting their online presence and commercial

As long as you have a physical presence in your

outreach needs. If this is true of your company, we

service area, your online marketing efforts can only

have good and bad news. The bad news is that you

improve your existing brand awareness. The key is to

are missing out on a potentially massive amount of

do effective SEO.

valuable contracts. The good news is that it means

3. Learn more about the people you serve

you still have a chance to beat the competition in

All of your outreach efforts will increase the amount of

your service area.

contact you have with your marketing demographics.

So, let's take a brief look at the how and why of online The better you understand them, the more you will be marketing for septic service SMBs.

able to speak their language in ad copy.

HOW ONLINE MARKETING COULD PUT YOUR SEPTIC SERVICE BUSINESS OVER THE TOP

4. Be a local hero

Before seeking to engage with almost any service, the

they serve. You deliver on a very basic and immediate

phone book is dead and physical signage is all but

need. Lean into that image with heroic imagery and

useless. Today, more than 97% of would-be buyers

language. Let them know you'll be there when they

search online. The question is, will they even find you?

need you.

Every good local septic service is a hero to the people

continued on page 28

2 6 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 27

5. Max out SEO results

Getting into advertising partnerships with other local businesses can help you online and IRL. Having business cards on the desk at local dentist offices and other locations creates a sense of community that people will want to support.

With your local presence, once they see you online and then in real life, it provides strong brand awareness reinforcement. Make sure your SEO and local signage match up visually and linguistically.

ONLINE MARKETING BEST PRACTICES 1. Network with other local SMBs Getting into advertising partnerships with other local businesses can help you online and IRL. Having business cards on the desk at local dentist offices and other locations creates a sense of community that people will want to support.

2. Use local SEO It's easy to forget the difference between general SEO and local SEO. Local SEO integrates keywords with local interests, facts, and regional history. It includes phases like "near me," and references to local interests. continued on page 30

■

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TriFlow 825 ■

■

Straight Tri–Lobe

Ideal for:

Performace: Vacuum up to 18 inHg; Flow up to 4805 cfm

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 29

because if you fail to integrate local language you

Events, and engaging with local customers online and in social media groups are important.

Asking for feedback, and offering participation rewards and incentives of all kinds are great ideas.

could end up in searches far outside your service area, which does you no good at all.

2. Don't forget your address, phone number, and hours of operation Make sure you incorporate all of your contact info in your ad copy.

3. Have multiple points of contact Give your customers several ways to get in touch; email, phone, physical address, chat widget, online contact field, and so on.

4. Regular social media activity If you can, interact on social media regularly.

5. Interact with your audience

3. Use interactive marketing Events, and engaging with local customers online and in social media groups are important. Asking

Your customers love to feel listened to and they are crazy about being listened to publicly. So use social media to give them the attention they deserve.

for feedback, and offering participation rewards and incentives of all kinds are great ideas. Getting involved in local events whenever possible is also a smart move.

4. Work with local review writers Offering services to local reviewers can help build an audience that is savvy and who does their research before making a purchase. It's usually best to not

Sources

https://www.liveabout.com/local-marketing-strategiesthat-increase-business-2296053 https://debutify.com/blog/7-incredible-reasons-why-youshould-invest-in-local-marketing-and-how-you-can-do-it/ https://smallbiztrends.com/2023/08/local-digitalmarketing-tips.html

offer reviewers freebies and discounts as it degrades their credibility with the audience.

5. Quality web development Finally, make sure your website is responsive, professional-looking, and smartly designed. Have a mobile-friendly version of your site, because more than 90% of buyers search on their phones most of the time.

TIPS FOR LOCAL-LEVEL ONLINE MARKETING 1. Optimize for local searches This goes back to local SEO, but it bears repeating

3 0 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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WE DO IT ALL

CUSTOM BUILT. DRIVEN BY YOU. w w w. a314 merLake ica nliquidwa ste.co m N O V E M B E R 2 0 2 3| Awww.transwaysystems.com M E RI C A N LI QUI D WASTE 31 Avenue N., Hamilton, ON L8E 3A2 | t: 800-263-4508 | e: sales@transwaysystems.com www.pumper.com | Since 1979 | May 2023

5

IN THE NEWS

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

SPOTLIGHT

INDEX

MUNCIE POWER PRODUCTS PERSONNEL ANNOUNCEMENT

Muncie, Ind., September 29, 2023 – Muncie Power Products, Inc. is pleased to announce Mike Krieger as

Josh is looking forward to

the regional sales manager for the Western region as

working with the sales team, creating

well as Mexico.

Mike will focus on leading the field sales team in the West. In this position, he will put an emphasis on

new opportunities, and he lping members of the team reach their professional goals.

understanding our customers’ needs and creating a positive experience

Mike continues to look forward to working with the

through relationship building,

sales team, creating new opportunities, and helping

opportunities, and growth.

members of the team reach their professional goals.

Muncie Power Products, Inc. is pleased to announce

Mike will focus on leading the field sales

Josh Reimer as the regional sales manager of the Eastern region.

team in the West. In this position, he will

Josh will focus on leading the

put an emphasis on understanding our

field sales team in the East. In this

customers’ needs...

position, he will put an emphasis on understanding our customers’ needs and creating a positive

Mike was previously the regional sales manager

experience through relationship

for the Eastern region for Muncie Power Products,

building, opportunities, and growth.

but has moved to managing the Western region.

He was promoted from within Muncie Power

Before that, he was a field sales manager responsible

Products, where he was a field sales manager in the

for OEM accounts. He has been with Muncie Power

Midwest region. Josh has been with Muncie Power

Products since 2018. Previously, Mike has 17 years of

Products since October of 1994. Throughout his

experience in OEM sales with the Eaton Corporation.

tenure, he has had an increase of role responsibilities

3 2 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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and a proven dedication to providing the best

other fluid power markets with quality products and

customer service.

services. Headquartered in Muncie, Indiana, Muncie

Josh is looking forward to working with the sales

Power Products, Inc. maintains manufacturing and

team, creating new opportunities, and helping

distribution facilities across the country as well as

members of the team reach their professional

a global distribution network. At Muncie Power

goals.

Products, Inc., “We build trust.”

ABOUT MUNCIE POWER PRODUCTS, INC. Muncie Power Products, Inc., a member of the Interpump Group, is one of the leading manufacturers of power take-offs and fluid power components. Since 1935, Muncie Power Products, Inc. has been serving the truck equipment and

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 33

IN THE NEWS

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

ITOIST TIME SP L I G HTO T TAKE ADVANTAGE OF

INDEX

SECTION 179: IS IT RIGHT FOR YOU?

West Chester, PA, October 2023 - If you’re a small- to medium-sized business owner, you know that running a business requires purchasing (expensive) equipment

This tax break allows businesses to write off the

and software. The good news is that a tax deduction could help alleviate some of the financial burdens of those operational expenses. The catch? Your business needs to finalize purchases before the end of the calendar year. If you want to save money and invest in your business’s growth, let’s dig into Section 179, including an overview, updates, and pros and cons.

WHAT IS SECTION 179?

total purchase price of any qualifying equipment or software purchased/financed in a calendar year.

Section 179 is a tax break for small businesses. This tax break allows businesses to write off the total purchase price of any qualifying equipment or software

expenses to see if you qualify for this write-off before

purchased/financed in a calendar year. Most business

the end of 2023.

WHAT’S NEW IN 2023?

The Section 179 deduction limit has increased by $80,000 from 2022, making it $1,160,000. With the new stipulations, a business can now deduct the entire cost of qualified equipment up to a total equipment purchase limit of $2.8 million. This is an excellent opportunity to invest in new equipment to help your business grow and thrive!

PROS OF SECTION 179

With Section 179, a business can immediately deduct expenses on its taxes for the calendar year (2023), expenses, such as equipment, computer software,

lowering yearly tax liability. By utilizing Section 179,

and furniture, apply to Section 179. Consult your

small businesses can take advantage of the tax write-

accountant or tax advisor about your specific business

off and use the money saved to fuel growth in other continued on page 36

3 4 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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Vactor iMPACT Combination Sewer Cleaner

BIG CLEAN IN A COMPACT PACKAGE When there’s a dirty job to be done, trust the iMPACT sewer cleaner to do it without washing quality and safety down the drain. Don’t let its compact size fool you. The iMPACT packs a wicked punch with features like: • Industry-leading IntuiTouch® controls

And it’s all backed by a solid commitment to high-

• Hands-free accessory light option

quality performance. The iMPACT is engineered

• Safety interlocks, non-destructive e-stops and boom alarms

to reliably perform better — powerful, safe and affordable.

• Multi-Flow system for fuel economy • Quiet engine design • Optional wireless controls • Powerful vacuum blower

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 35

areas. This can lead to increased investment in equipment and technology or even hiring additional staff. Section 179 can be a valuable tool for small businesses looking to expand and thrive.

CONS OF SECTION 179

One thing to consider before taking a Section 179 deduction is that it could move your company into a lower tax bracket. This is because deducting a larger

amount upfront could offset any later income that may have been taxed at a lower rate. Consult with your accountant or tax advisor to weigh the pros and cons of taking this deduction to determine if it will positively benefit your business.

NEXT STEPS

Interested in making a purchase before the end of the year? Contact an OCS finance professional any time at 877-701-2391 or ocs@oakmontfinance.com.

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 37

IN THE NEWS

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

SPOTLIGHT

INDEX

COXREELS IS EXCITED TO CELEBRATE ITS 100TH YEAR ANNIVERSARY MANUFACTURING IN THE USA!

Coxreels, a 3rd generation family owned and operated business, will observe 2023 as a time to remember its

Coxreels set the bar

strong and loyal customers, the many achievements of the past, celebrate its accomplishments of today, and

as the industry standard

look forward to a successful future.

and is the leading

Established in 1923 as Cox Air Gauge, Coxreels set the bar as the industry standard and is the leading U.S manufacturer of hose, cord, and cable reels. Aimed at

U.S manufacturer of hose,

enhancing the automotive service station market in

cord, and cable reels.

the beginning, the Coxreels brand has evolved, and the offering has grown to be a global product used in over twenty-four different industries. Numerous patents stand as testament to our company's commitment to quality and innovation, and our dedication to enhancing the hose, cord, and cable handling industry is unwavering. We consistently introduce proprietary technologies and superior special features to set new benchmarks. Drawing from its founding principles, Coxreels has harnessed advanced engineering and unmatched manufacturing

Coxreels has remained steadfast and focused on manufacturing high quality professional grade hose, cord, and cable reels since 1923. Offering a full product line serving the industry in every channel and application, Coxreels takes great pride in designing, building, and supporting all of their products right here in the U.S.A. For further information on the Coxreels product line,

processes to redefine the industry, ultimately

contact Customer Service at (800) 269-7335 or visit www.

delivering top-tier reel solutions.

coxreels.com

While strongly forging ahead, Coxreels acknowledges the roads that have led us to be who we are today.

As we celebrate our 100 years of success as a U.S. manufacturer, we keep alive the tradition, passion, and conviction of our founders with every reel we make.

3 8 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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✔

SOLUTIONS TO S EPTAG E DIS P OSA L C HA LLEN G ES

Finding a good septage disposal option is a big problem for many septic pumping operators who are bogged down in logistical and regulatory challenges, high fees, and other associated costs. Local and state laws cause constant administrative headaches for many regional septic service providers.

High dumping costs and strict prohibitions add to the pain for many others.

Here, we’ll look at the most common and less often employed solutions that septic business owners adopt to overcome these obstacles.

TYPES OF SEPTAGE AND TREATMENT

Of course, domestic septage is an important

Your septic business may handle domestic,

agricultural resource, containing rich

commercial, or industrial septage. If the septage

soil-conditioning nutrients that help cut

contains toxic constituents or heavy metals,

dependency on harmful chemical fertilizers. The

it requires specialized methods of handling,

best domestic septage management leverages

treating, and disposing of it. According to

strategies that maximize the capture of this

the EPA, some commercial septage can be

significant benefit.

sufficiently treated along with domestic

DEDICATING LAND FOR OFF-LOADING

septage but must be evaluated to determine

The application of septage to land is, per the

the acceptability of doing so, to protect public

EPA, today’s most common approach to its

health and safety.

disposal nationwide. The agency estimates

4 0 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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number of trips and stops for unloading and

By adding a number

is more productive than when drivers were

of holding tanks for

BUILDING YOUR OWN CONTAINMENT FACILITY

staging bigger jobs, reportedly, at least one large septage disposal operator

returning to base much more frequently.

This idea may sound ambitious, and it is. But, at least one sewer service owner on the Missouri side of outer St. Louis metro went all the way, investing in his own disposal facility. The operator built a one-acre lagoon, 15 feet deep, for wastewater disposal on a farm owned by his

in Texas has minimized the number of trips and

company. Reportedly, it’s the first such owneroperated disposal lagoon of its kind in the state.

The septic company owner reportedly said he

stops for unloading

determined that the development expense was

and is more productive...

provides abundant capacity for the business’s

worth the time savings, overall. The huge lagoon septage dumping. Evaporation naturally eliminates much of the water, and the company

that it is also probably the most economical

uses the sludge to condition its farm soil during

option. However, acquiring land that is located

appropriate weather. A local farmer plants and

far enough from residential use to buffer against

harvests crops on the farm, like corn, soybeans,

odor can be too difficult to find in many major

and hay, creating an ideally-rounded and self-

cities or their suburbs.

contained system for the use of natural resources.

But, numerous septic businesses, depending on their locations, may save substantially on the

SEPTAGE DISPOSAL AT PUBLIC TREATMENT FACILITIES

costs of septage disposal by opting to obtain

Per the EPA, most public wastewater treatment

their own space for domestic septage disposal on

plants can accommodate incoming material

agricultural land. (State and local restrictions may

from upstream manholes, sludge transfer

apply that prohibit off-loading during rain, for

processes, and some septage. This is although

example, to prevent runaway septage.)

the receipt of septage in this way is not typically

By adding a number of holding tanks for staging

planned into the capacitation of such facilities.

bigger jobs, reportedly, at least one large septage

Managing the regular receipt of volumes of

disposal operator in Texas has minimized the

septage at such plants must be a carefully continued on page 42

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 41

weighed consideration in the planning of the centralized waste treatment operations.

SHIFTING TO DIFFERENT SERVICE AREAS

There are various ways

In cases of rigid municipal, county, and/or state

to off-load septage

waste disposal regulations, a creative alternative

routinely with increased

solution to septage disposal challenges might be found by rethinking the area of operations.

convenience and reduced

Some governments only permit septage to be

costs in travel time and money.

dumped that was collected within their city’s

Septage receiving facilities,

or county’s geographical boundaries. That can cause overwhelming compliance issues that can

both public and private,

seize up routines for pumper truck operators.

throughout the country are the

It can involve constantly going to local agency offices to file paperwork and pay required fees and driving impractical distances to off-loading locations.

One Nashville TN operator reportedly did

first point of transfer from pumper trucks to full-scale liquid waste processing facilities.

some research to find a city within his chosen service region that would accept septage from

reportedly now does all his dumping on Sundays

anywhere. But, it was over two hours away and

— when there’s no line at the facility.)

charged hundreds of dollars per load. Still, he was already paying collectively exorbitant annual

SOLVING THE TOUGH CHALLENGES OF SEPTAGE DISPOSAL

permit renewal fees and fuel costs.

There are various ways to off-load septage

He calculated that he would actually save

routinely with increased convenience and

enough to make sense of committing to the

reduced costs in travel time and money. Septage

long-distance drive. So, he stopped running

receiving facilities, both public and private,

everywhere in the region for permits and

throughout the country are the first point of

simplified his system with one periodic longer

transfer from pumper trucks to full-scale liquid

drive.

waste processing facilities.

He further made the natural next step to shift

Having some form of self-owned septage

his operating area mostly to serving customers

receiving capacity, as discussed above, may

in the county where his newly chosen centralized

enable operators to contribute to wastewater

permitting and septage dumping facilities were

processing as the first line of human and

located. (For an utterly optimized system, he

environmental protection. It can also provide

4 2 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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an added revenue channel for independent organizations alike.

https://debutify.com/blog/7-incredible-reasons-whyyou-should-invest-in-local-marketing-and-how-youcan-do-it/ https://smallbiztrends.com/2023/08/local-digital-

More generally speaking, for possible

marketing-tips.html

operators and public wastewater treatment

solutions to septage disposal and receiving issues, research the most practical long-term options in your area for your operations size and plans for scaling. Weigh the pros and cons of each, convenience vs. cost, and determine your best approach to ensuring mutual long-term benefits for your customers, your company, and your community.

Sources https://www.liveabout.com/local-marketing-strategiesthat-increase-business-2296053

w w w. a mer ica nliquidwa ste.co m

N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 43

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

COMMUNITY ENGAGEMENT: IN THE NEWS

Creating Value and A S S O C I Relationships AT I O N I N S I D E R Long-Term in Your Local Area

fast-paced and ever-evolving S P O TInL the IGH T world of liquid waste management,

THEIPOWER N D E OF X COMMUNITY ENGAGEMENT Community engagement goes far beyond the altruistic act of giving back to your local area.

building strong relationships

It’s a strategic choice that can yield substantial

within your local community is

benefits for your liquid waste management

not just a good practice; it’s a crucial

business. Here’s why it’s so important: ENHANCING BRAND IMAGE

ingredient for success. Companies

Being an active participant in community

that actively engage with their

events or initiatives can significantly boost your

communities, whether through

company’s reputation. When your business takes a proactive role in local projects or events,

sponsoring local events, participating

you demonstrate your commitment to the well-

in environmental initiatives or

being of your community.

offering educational workshops

BUILDING CREDIBILITY By offering educational workshops or seminars

related to wastewater management,

related to wastewater management, you

not only create a positive brand

position your company as an authority in the

image but also foster long-term growth for their businesses.

field. This not only bolsters your reputation but also helps build trust in your expertise. When community members view your company as a continued on page 46

4 4 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 45

BUSINESS CORNER

knowledgeable and reliable resource, they’re more likely

P R O D U C T W AT C H

to turn to you for their liquid waste management needs.

MAKING CONNECTIONS You can also make valuable and interesting

TECH NEWS

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

Your liquid waste

management company plays

connections by getting involved and showing up for

a crucial role in environmental

your neighbors. A strong relationship with potential

stewardship. Take part in

customers, IN T H E suppliers, N E W Spartners and investors is easier to establish after being active in the local business

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

local environmental initiatives, such as clean-up events,

scene.

WAYS TO ENGAGE WITH YOUR LOCAL COMMUNITY

tree planting or water

Here are some practical ways to actively engage with your local community and reap the benefits of strong,

S long-lasting P O T L I Grelationships: HT

conservation programs.

INDEX

SPONSORSHIP OF LOCAL EVENTS

for the community while getting your name out

Sponsoring local events, such as fairs, festivals or

there. Consider creating a booth at these events to

charity runs, is a fantastic way to show your support

provide information about your services, distribute promotional materials and connect with potential customers.

PARTICIPATION IN ENVIRONMENTAL INITIATIVES Your liquid waste management company plays a crucial role in environmental stewardship. Take part in local environmental initiatives, such as clean-up events, tree planting or water conservation programs.

Not only will you be contributing to the well-being of the community, but you’ll also showcase your commitment to sustainable practices.

EDUCATIONAL WORKSHOPS Host workshops, webinars or seminars related to wastewater management. Invite local residents, businesses and government officials to learn about best practices, regulations and the importance of responsible liquid waste management. Sharing your knowledge is not only beneficial for the community but also positions your company as a trusted expert in the field. continued on page 48

4 6 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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WATER & WASTEWATER, EQUIPMENT TREATMENT & TRANSPORT SHOW

THE PIPELINE TO MORE INNOVATION IS HERE. Take a glimpse into the future of wastewaster innovation at The WWETT Show. Here, you’ll uncover a trove of cutting-edge equipment and the latest services revolutionizing the industry.

The Expo Hall will be packed full of everything from high-tech inspection gear and battle-tested safety equipment, to futuristic AI software and world-renowed rental solution providers. Plus, The WWETT Show offers multiple networking opportunities, one of the largest accredited educational programs, and a few surprises you’ll just have to be here to experience.

Don’t miss your chance to gain the edge and rise above the growing competition.

Join us and thousands of other professionals in Indianapolis in 2024!

Using promo code

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 47

BUSINESS CORNER

TECH NEWS

P R O D U C T W AT C H

youI O know A S S ODid C I AT N Nthat E W S97% of adults are using social media on a regular basis? This makes social media a great tool to

IN THE NEWS

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

stay connected with your local community. Share updates on

your involvement in community SPOTLIGHT

events, showcase your contributions INDEX

to environmental causes...

COLLABORATE WITH LOCAL ORGANIZATIONS Partner with local environmental groups, schools or non-profits. Collaborative efforts can amplify your impact and strengthen community ties.

These partnerships can also open doors to new opportunities and connections.

ENGAGE ON SOCIAL MEDIA Did you know that 97% of adults are using social media on a regular basis? This makes social media a great tool to stay connected with your local community. Share updates on your involvement in community events, showcase your contributions to environmental causes and promote your educational workshops. Engaging with residents online helps maintain a year-round connection and keeps your company top of mind.

IMPLEMENT AN ENGAGEMENT PROGRAM FOR EMPLOYEES Engage your employees in community service. Give employees the option of taking a certain number of days off each year to work on something together

4 8 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

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or closing the company for a half day or full day

Sources

every three months. In addition to benefiting those

https://americanliquidwaste.com/

who participate and those who receive volunteer assistance, this demonstrates your appreciation of

https://www.beafarmbureauagent.com/blog/building-relationships-the-benefits-of-local-engagement https://trust.bizjournals.com/blog/13-tips-for-commu-

employees’ efforts outside of work hours.

nity-involvement-that-can-help-you-grow-your-busi-

FOSTERING SUCCESS THROUGH COMMUNITY ENGAGEMENT

ness#:~:text=Benefits%20of%20community%20involve-

Community engagement is not just a buzzword; it’s a

up,suppliers%2C%20partners%2C%20and%20investors.

vital strategy for liquid waste management companies looking to build a lasting, successful business. By

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actively participating in your local community through sponsorship, environmental initiatives and educational workshops, you create a strong brand image and foster long-term relationships. So, go ahead, invest in your community, and watch your business thrive! For more business advice, be sure to subscribe to the American Liquid Waste Magazine.

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 49

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N O V E M B E R 2 0 2 3 A M E RI C A N LI QUI D WASTE 53

INDEX Abbott Rubber CO. Inc........................................................ 2 800-852-1855 / pumperhose.com American Jetter...................................................................52 866-944-3569 / americanjetter.com American Tank Co...............................................................46 254-721-5675 / atcvacuumtruck.com AR North America..............................................................48 763-398-2008 / arnorthamerica.com Arcan Enterprises.............................................................. 49 888-352-7226 Aqua-Zyme Disposal Systems Inc............................... 21 979-245-5656 / aqua-zyme.com Armal Inc...............................................................................37 866-873-7796 / armal.biz Bio Microbics........................................................................36 800-753-3287 / biomicrobics.com Bright Dyes...........................................................................52 800-394-0678 / brightdyes.com Bucher Municipal ..............................................................53 704-658-1333 / buchermunicipal.com Cam Spray.............................................................................19 800-648-5011 / camspray.com Century Chemical Corp....................................................25 centurychemical.com Com Vac................................................................................... 5 800-243-7986 / comvacsystems.com Comforts of Home.............................................................54 877-382-2935 / cohsi.com Coxreels..................................................................................39 800-269-7335 / coxreels.com Ecological Laboratories Inc.............................................50 800-326-7867 / propump.com Eljen Corp..............................................................................28 800-444-1359 / eljen.com F.M. Manufacturing............................................................17 877-889-2246 / fmmfg.com

FMC Advisors......................................................................... 2 727-486-0306 / 407-765-9440 / fmcadvisors.com Fruitland Manufacturing ................................................51 800-663-9003 / fruitlandmanufacturing.com General Pump......................................................................24 888-474-5487 / generalpump.com Greasezilla.............................................................................18 304-658-4778 / greasezilla.com GSBB Services, LLC.............................................................52 843-535-5712 / gsbb.biz Guzzler...................................................................................11 guzzler.com Imperial Industries Inc........................................................ 3 800-558-2945 / imperialind.com In The Round Dewatering................................................. 4 317-539-7511 / ITRDewatering.com J.C. Gury Company Inc........................................................ 6 800-903-3385 / jcgury.com Jet.............................................................................................50 800-321-6960 / jetincorp.com Key Commercial Corp.......................................................50 877-333-4539 / keycommercial.com Lane's Vacuum Tank, Inc..................................................43 800-592-3308 / lanesmobilejohn.com McKee Technologies..........................................................45 866-457-5425 / mckeetechnologies.com Mid-State Tank Co., Inc.....................................................49 800-722-8384 /m idstatetank.com Milwaukee Rubber Products..........................................33 800-325-3730 / milwaukeerubber.com National Vacuum Equipment, Inc.................................27 800-253-5500 / natvac.com Norweco.................................................................................. 7 800-667-9326 /norweco.com Obic Products......................................................................55 866-636-4854 /obicproducts.com

5 4 A MERIC AN L IQUID WA S T E N O V E M B E R 2023

Paul Swoyer Septics LLC...................................................15 830-935-4936 Peterson Products................................................................ 6 800-669-1434 / pipeplug.com Power Line Industries / Hot Jet USA............................52 800-213-3272 / hotjetusa.com Presby Environmental Inc. ................................................ 2 800-473-5298 / presbyenvironmental.com RapidView............................................................................ BC 800-656-4225 / rapidview.com RCS II Inc .......................................................................... 6, 36 518-812-0000 / septicdrainer.com Robuschi ...............................................................................29 gardnerdenverproducts.com Roeda .....................................................................................39 800-829-3021 / store.roeda.com Roth Global Plastics............................................................. 4 866-943-7256 / roth-america.com Stamp Works........................................................................52 800-758-2743 / sales@stampworks.net T & T Tools Inc.......................................................................39 800-521-6893 / mightyprobe.com Transway Systems Inc.......................................................31 800-263-4508 / transwaysystems.com VacCon...................................................................................13 904-493-4969 / vac- con.com Vactor Impact......................................................................35 vactor.com Wee Engineer.......................................................................23 877-296-2555 / wee-engineer.com WWETT24............................................................................. 47 wwettshow.com Westmoor Ltd......................................................................52 800-367-0972 / westmoorltd.com

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Across the world, municipalities and businesses have become increasingly aware of the unmatched advantage of OBIC. No matter whether you need to stop infiltration, provide a protective coating to combat chemical attacks, or add structural integrity and additional years of life to your assets – OBIC coatings offer a variety of solutions that are customizable to meet the demands of even the most challenging rehabilitation projects.

OBIC logo standards

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Blue

To learn more about PMS 292 CMYK: 59 11 0 0 RGB: 105 179 231 HEX: # 69B3E7

visit www.obicproducts.com

866-636-4854

info@obicproducts.com

Gradiant PMS 295 CMYK: 100 69 8 54 RGB: 0 40 85 HEX: # 002855

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