Across 13 states from northern New England to west Texas, you can find Royal Thrones. Owners Bill McClure and Jack Sisemore, Bill’s longtime partner in various companies, started the business in 2016 and have divided that immense swath of the lower 48 United States into their 4 current service divisions. p8
Septic Tanks, Portable Restroom Service Tanks, Slide-In Units, Grease Units, Hydraulic Hoist Tanks to 407/412 DOT Tanks - We’re your trusted partner for comprehensive waste management solutions.
Whether you’re looking for a large septic or grease truck or portable restroom service unit, we’ve got you covered. We stock units that range from 2,500 - 5,000 gallons and with over 200 chassis on the ground, We will have you ready for any job!
With a focus on durability and quality, our products are built to last, ensuring long-term reliability and performance. Backed by exceptional customer support, we’re dedicated to exceeding your expectations every step of the way!
26 Tailoring Insurance Policies to Address Unique Risks in the Septic Industry 30 The GEAR BOX: Expanding Your Septic Services: Why Offering Routine Pumping and Maintenance Could Boost Your Business 36 How Does Your Portable Restroom Rental Service Compare in Your Market and Nationally?
CEO & PUBLISHER
Gideon W. Smith
SENIOR EDITOR
Katherine Nolan
ADVERTISING
Tracy Rodean
Phoenix Global Media Inc.
P.O. Box 235, Stockton New Jersey 08559 866-418-4400 phone 973-532-0319 fax sales@americanliquidwaste.com
American Liquid Waste Magazine is published by Phoenix Global Media Inc.
Copyright 2024 by Phoenix Global Media Inc. All rights reserved.
SUBSCRIPTIONS $15.00 per year, or by eligible request.
POSTMASTER: Please send changes to American Liquid Waste Magazine P.O. Box 235, Stockton New Jersey 08559
Setting the standard. Raising the bar.
The Guzzler Classic is the vacuum truck — the standard all others are measured against. Doing more in less time (and at less cost) defines this classic.
Safety-enhanced access to top of truck
Improved air routing and filtration
Easy maintenance with smart-design access points
Emergency stop and improved grounding
YOU JUST CAN T BEAT A CLASSIC Classic
13 STATES AND GROWING FAST Royal Thrones SPOTLIGHT
…A Better Place to Go…
Across 13 states from northern New England to west Texas, you can find Royal Thrones. Owners Bill McClure and Jack Sisemore, Bill’s longtime partner in various companies, started the business in 2016 and have divided that immense swath of the lower 48 United States into their 4 current service divisions. McClure explains: In all of our areas, we have partners. We do have employees, but in each region, our partner there leads in optimizing the service system to make sure all the customers are happy. Bill took time recently to provide ALW readers with a closer look at the Royal Thrones history and current operations.
ROYALTHRONES.COM LEADERSHIP AND BUSINESS HISTORY
When Jack, Trent and I started the company we had already been partners for many years in other businesses. I started out owning some funeral homes. My dad was in the funeral business, so I was familiar with it. The business we’re in now is a great industry. It’s fun to run it, and I’ve met many wonderful people in this business.
Jack and Trent have been in Amarillo in the RV business for many years. I still own other companies.
I have a couple of online businesses. One is a coffee company called Coffee.org, and a flower company, Bouquet.com. (Our daughter, Ellie, started Miss Ellie’s Coffee Cakes and Coffee.org, 15 years ago. Coffee. org ships literally thousands of her coffee cakes. Last week we sent 80 coffee cakes to some of our pumpers’ former and future customers.) Anyway, neither one of
FAST
Starting this company was Jack’s idea. He called me and said, ”Hey, I like this business. Do you want in on it?
us [Jack nor Bill] ever worked for anybody else. We have both had family businesses. It’s the way we were blessed.
Starting this company was Jack’s idea. He called me and said, ”Hey, I like this business. Do you want in on it?” We could see this industry had a lot of growth opportunities. It’s in its infancy stage. I see it through the lens of an industry that is at that tipping point — that stage of growth where it’s ready now to take off.
So, I especially enjoy being in this business during this time.
I’m older, so I can remember a time when people wouldn’t have dreamed that everyone would now have a cell phone in their pocket, or use laptops, or even send faxes. This business has grown like wildfire. It’s because people are having lots of weddings at their farms and ranches and other outdoor spaces. They have everything they need there, but they
We’re always looking for partners in different states who want to get into the business.
don’t have restroom facilities outside. There is also a lot of construction, a big events industry, and many emergency applications for rental restroom trailers.
ROYALTHRONES.COM U.S. SERVICE AREAS
In the north corner region, Royal Thrones and our partner (Mike Acquiviva) operates the New England business, Maine, Vermont, Massachusetts, New Hampshire, (northern) Connecticut, and the rest of the surrounding New England area. For example, we have about 18 to 19 trailers in Kennebunkport, Maine; it’s a summer market. In our Kentucky, Ohio, and Indiana region, we’ve had our partner Rusty Donohoo for the past year and a half. He’s doing an outstanding job building that area. Jack’s son, Trent, is a partner with ownership in the Dallas / Fort Worth, and Amarillo markets, and I’m in charge of the Arkansas, Kansas, Missouri, Oklahoma region.
US Air Force
partnerships have proven to be a good ownership structure for our company.
HOW DO ROYALTHRONES.COM PARTNERSHIPS WORK?
We’re always looking for partners in different states who want to get into the business. They have to have a little money to get going and, above all, be the right kind of person for this business. People can say they have a good game, but we vet them out. And today we have great partners.
When we consider new partners for the regions, we look for people who are aggressive, striving to
Our leadership team takes care of all the marketing, advertising, and management support materials for the partners in the individual markets. We work with our partners to help them figure out whether the market they’re in is scalable. We work together with them by visiting as needed, and by phone and email for daily communications.
We decide who needs to go, me or Jack, when a partner needs someone to go and provide some in-person support. We have friends in all the markets we serve. They’re people we can depend on. We’re happy to refer them in those markets for work with our partner there or to deliver related services that we’re sometimes asked for but that we don’t provide.
continued on page 12
A WINNING LINEUP
Multiple products & configurations technology all cleaning functions are in a single control panel
Comprehensive Service Support
National authorized dealer network
OEM parts and options available
For Any Application. Municipalities and contractors, stormwater management, treatment plants, lift stations, underground utilities— there’s a Vactor for your job. And over 100 years of engineering, manufacturing and technical know-how go into each vehicle. Backed by service excellence and the support of the industry’s strongest dealer network, we uphold the Vactor promise every day — to be there for the life of your machine.
Have questions on equipment or applications?
ASK OUR EXPERTS
SPOTLIGHT
THE EXTRAORDINARY GROWTH OF ROYALTHRONES.COM
We offer from 2-stall to 10-stall trailers (restroom, ADA, and shower trailers). We’re very fortunate to have new equipment. We sell our used equipment every 2 to 3 years. Optimus Industries builds our trailers to our specifications. We’re very proud of them. After these 8 years in operation, we currently have about 60 trailers in our inventory. [They also have a lot of field service vehicles across all the regional locations.] We have about one to three vehicles in each partner’s area to pull the trailers and do other work. We do have a new pump trailer, but it’s not a normal part of our fleet for each region. We contract with a local pumper in each region. There are ADA units in several locations. We’re buying more. That is one thing we’re getting more and more
calls for. They take a special effort in setting up and cost more. We see that as being one of the key features for further growth. We’re asked to provide those, for example, to Walmart, Home Depot, Dollar General, and many other locations across a number of states.
Our team does provide some emergency services with the shower trailers. Fire departments use them for wash-down in some cases. In addition to calls for emergency services, churches use them for camps, like summer camp. And, we supply them to venues producing concerts where they use them for the band, if they require showers on site. And we get calls for a variety of other needs for showers and/or restroom rentals. (We just finished the Rolling Stones concert, Luke Bryan and a couple of other major concerts recently.)
continued on page 14
BUILT FOR THE REAL WORLD
The Vac•Con family of hydro excavators are designed for powerful, effective, and safe operation — no matter how tough the job.
Contractors and municipalities alike will discover that the X•Cavator family of products by Vac•Con are built to exceed their demands.
SPOTLIGHT
We’ve probably got 15 people working in the company, including the regional partners and Jack and me. Our families are in other businesses, but our children are an important part of our business too. Everybody jumps in when we need extra help. We know we can count on the family members to step up, so we look to them, and they’re there for us.
The pumpers we call in each area we service are not partners, but we consider them partners in an important sense. We are partnering with them to get the job done.
We know we’re in the right place and doing the job right when people say, “I’ve never seen anything like this; it’s nicer than my home bathroom!”
When you still hear that today, that tells us we’re also in the right stage of this industry’s development to scale a company.
ROYALTHRONES.COM SERVICE OPERATIONS
We’re just busy delivering for the customer and talking to the customer. It’s not the usual service business. Our perspective is that we’re Royal Thrones! We’re in it to do the job right. I want everything in our units to be flawless. For example, we want the steps to be so white
and clean looking that people will ask, “Where did these restrooms come from?”
When someone calls, if you care about providing the best service, you answer the phone. I require that all the partners do that. They’re all dedicated, so everyone is enthusiastic about that. If you have a question, if you’re looking for pricing, we make sure someone answers your call and helps you. People appreciate that.
A lot of customers call at 7 am or 6 pm. People in cities call us for emergency service. I answer their calls when they come to my phone. That’s our service way of life. We answer the phone, and from that point forward, we are going to take great care of the customer.
I’m the managing partner. My job is to take on the marketing websites and infrastructures as regional operations emerge and help develop the management systems with the partners. I also run our existing Midwest operations. And – I answer calls when they come to my phone.
ROYAL THRONES CHALLENGES AND PLANS
One of the challenges that you always face when you start a new company is getting ownership of the domain name you need to succeed online. We had to buy ours from someone, and then we had to go through the legal process to get it trademarked. We understood the importance of that. You’ve got to start with a good business name and you must own the domain name.
To stand up a new regional operation, we bring on a partner, let’s say Royal Thrones of Montana. We build the website, maintain it, handle the advertising, and give him a successful operating model and a readymade platform – Royal Thrones. He’s starting with everything he needs for success. If the new partner is
continued on page 16
SPOTLIGHT
strongly committed, he or she will do a great job for the customer and succeed long-term in the partnership. We get everybody together as needed to work on issues and planning. We just got together with Indiana, Kentucky, Arkansas, and Oklahoma partners in Tulsa to talk about how we can improve. One key is to keep plenty of boots on the ground. That means keeping people who provide our service talking with people who are going to be renting equipment from us. It’s not who you might think it is. Wedding planners do rent our units for events. But, the tent rental people, the facility managers, and others are key contacts too. At any large commercial facility that has a restroom that is down, the facility manager rents the trailer(s) from us, so the partners have to do research. You’ve got to know who to talk to throughout each area. For broader-scale planning, we want to have partners on the West Coast and southeast Alabama, Georgia, and Florida. We believe those are good markets for us. We’d like to have some in Michigan and Tennessee too. We cover Indiana, Kentucky and Ohio. We have clusters of units in strategic locations, so we can subsidize growth efforts by loaning trailers to a partner in an adjacent region as needed to help that partner scale.
ADVICE FOR INDUSTRY NEWCOMERS FROM BILL MCCLURE, ROYALTHRONES.COM
The advice I would offer is about the principles we operate from. Whether you run a small hardware store or a restroom trailer rental business, you have to like the customer. You have to want to talk to that customer like a friend. The pattern of interaction is different to develop those kinds of relationships. Some have suggested that we should have an answering service or more buttons people can choose
when they dial our phone number. You know, “Push 1 for restroom trailers. Push 2 for something else you need, etc.” But, you don’t get to help the person calling very well that way. It doesn’t as easily allow you to go any deeper to develop a good relationship with the person.
I’ve learned this in other companies too. When people are looking for something they need, they’ve got to be able to talk with someone who can help. When our team answers the phone, it lets them partner with the customer to help them get the right solution. The key is to cultivate relationships.
REFLECTIONS ON ROYALTHRONES.COM
In the past 8 years — with the pandemic through the middle of those years — Bill, Jack and Trent have grown Royal Thrones from 0 to 13 states and an estimated 60+ trailers and service vehicles on the road. Those include restroom trailers of all sizes, shower trailers, a tank truck, and additional management and other field service trucks throughout the 13 states. There is much to credit in the organization for its extraordinary growth in that short time.
The Royal Thrones sensational growth rate speaks for itself. The passion of the Bill McClure and Jack Sisemore leadership team further indicates the business’s potential for continued rapid expansion to become a nationwide player. From the company’s stringent requirements for consistent quality in pristine rental units to their equally strict requirements of customer-centric communications, everything is optimally presented for rental customers and prospects.
The company also provides a unique, value-added Rental Guide that customers can download from the website. Per Bill, it explains things for people to give
continued on page 18
SPOTLIGHT
them an idea of what to expect of our services. It helps them plan by explaining how much space you need, what type of water supply you need, the requirements for power, which depends on winter or summer rental, what it takes to put the trailer by their building, etc. Another great customer-focused idea from the core partners.
Royal Thrones rental restroom, like the vessel sinks, sleek, unique wall decor, appealing color schemes, and more, (even perhaps the industry’s most attractive logos on the glimmering trailers), they already know that it really is “a better place to go.” Yes, the company owners are funny too.
business vision stands out in the industry. Their regional partnership business ownership and management structure may be one of a kind in the portable restroom rental industry. It appears to offer the most inspiring, empowering model for entrepreneurs who want to participate at that level but are stopped by entry barriers like large upfront capital requisites, online business development resources, sufficient industry knowledge, a convenient information exchange network, and/or a wellresourced physical operations support apparatus.
and Trent Sisemore have built for Royal Thrones offers an exceptionally instructive operations and service model for the industry. Their highly effective and scalable organizational template suggests a better way for many to become entrepreneurs in the United States, at least in our particular service industry.
■ Straight Tri–Lobe
■ Performace: Vacuum up to 18 inHg; Flow up to 4805 cfm
■ Flexible Options & Installation
■ Coolest Blower Temperatures in it’s Class
■ More Energy Efficient vs. Other Straight Lobe Blowers Ideal for:
■ Sewer Cleaning
■ Storm Sewers
■ Water Treatment Plants
■ Municipal Water Departments
■ Cleaning & Washing
Companies For Sale
• West Coast portable sanitation & VIP trailers, $30mm revenue - under LOI
• Southeast portable sanitation, $1mm revenue – under LOI
• More coming soon!
Keynote Presentation by American humanitarian and professional mixed martial artist Justin Wren
WWETT Show Welcome Party, hosted at Lucas Oil Stadium, with pass, punt, catch competitions and expanded networking opportunities
Inaugural Young Professionals Awards to honor and celebrate rising stars making a big impact during a special ceremony at The WWETT Show 2025
COXREELS OFFERS NEW OPTIONS FOR THE CHALLENGER SERIES REELS
Coxreels is proud to introduce the new roller bracket assemblies for the Challenger Series. The function of the roller bracket, as it is on other models such as the 1125-Series and the 1175-Series, is to assist in guiding the hose during both extension and retraction. The roller bracket assembly is available only in a 4-way upper roller format, due to the compact size of the Challenger platform.
For 12” disk Challenger models, the roller bracket assembly is available for 8” wide drums and 12.5” wide drums. For 17” disk Challenger models, the roller
bracket assembly is available for 8”wide drums, 12.5” wide drums, and 18” wide drums. 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 Coxreels® roller bracket assemblies, contact Customer Service at (800) 269-7335 or visit www.coxreels.com.
OAKMONT
CAPITAL
SERVICES PROMOTES SALES AND MARKETING LEADERS: DOLL AND PIEKANSKI
West Chester, PA, September 9, 2024 – Oakmont Capital Services (OCS) is pleased to announce the promotion of two leaders, Kristy Doll, CLFP, to Lead Account Manager and Keara M. Piekanski, MBA, CLFP, to Vice President of Marketing & Communications. Doll has been a member of the OCS team since 2021, and Piekanski joined OCS in 2018.
Kristy Doll , CLFP, has been promoted from Account Manager to Lead Account Manager. She is responsible for training and overseeing the Account Management team, ensuring elevated customer experience for current clients. Her reputation for five-star service across various industries, including tool trucks, tree care, rental, construction, and landscaping, makes her a fantastic asset to OCS . She is known to go above and beyond for her customers and her colleagues.
“Kristy has demonstrated ongoing leadership aptitude during her time with our team, always leading by example,” said Tatum Noreen, CLFP and Inside Sales Manager. “She is dedicated to OCS , committed to her customers, and supportive of her direct team and colleagues.”
Keara M. Piekanski , MBA, CLFP, has been promoted from Director of Marketing to Vice President of Marketing and Communications. She will continue leading the marketing team and OCS’s strategic marketing efforts in this role. Her responsibilities have been heightened as OCS was recently acquired by JA Mitsui Leasing Group, requiring her to develop an elevated brand presence while formulating a sharpened comprehensive strategic marketing plan to align with the company’s amplified goals in the marketplace.
“I have managed and collaborated with Keara since
day one at OCS . I am happy to announce that after six years of service, her position has been elevated to usher OCS into the next phase of its journey,” said Jim Peach, CLFP and SVP of Sales & Marketing at OCS “Our team, especially sales, relies on the support of our marketers to ensure our brand presence is broad and deep. I’m excited to see what Keara will accomplish in her new role to build OCS' brand further and support the company’s growth trajectory.”
About Oakmont Capital Services
Since 1998, Oakmont Capital Services (OCS) has helped owners across various industries finance the equipment needed to run small to medium-sized businesses. OCS, part of JA Mitsui Leasing Group, provides fast, easy, flexible, and reliable commercial financing and working capital with a streamlined, tech-forward approach. The OCS team in both Pennsylvania and Minnesota are passionate about helping fuel business growth for their customers and partners. We Make It Possible. For more information, visit www.oakmontfinance.com.
IN THE NEWS
MID-STATE HYDROVAC RELIES ON GUZZLER GUZZCAVATORS
MURFRESSBORO, TENNESSEE – Leonel Oviedo and his father began Mid-State Hydrovac in 2017. The idea began after they worked for a roofing contractor and saw the work it took to remove gravel off of commercial roofs.
In that first year they bought a Guzzler Guzzcavator – a dual purpose industrial vacuum loader and hydroexcavator. Two years later they bought another, and they have bought one every single year since then.
“ Guzzlers have a good balance,” said Leonel Oviedo, owner and business development, Mid-State Hydrovac . “You can look at the machines and the technology, and you know they’re operating more efficiently. That’s the beauty of these trucks. Your imagination is the only thing holding you back.”
Oviedo has been in charge of purchasing decisions since the start while his dad handles job assignments for their team of 11 people. They use their Guzzler trucks to remove roof rock, hydroexcavation, concrete plants, graphite plants and anything else that can’t be removed by conventional means.
“We stick with Guzzler because of their versatility,
and we use a Kenworth or International chassis,” said Oviedo. “The versatility of the Guzzler allows us the liberty of pricing jobs comfortably because we can literally do anything. We focus on doing the job properly and that final product.”
That mentality of focusing on quality is what keeps Mid-State Hydrovac busy. Oviedo said they want to keep that up as they look ahead to the next five years.
“We try to highlight that we’re a jack of all trades,” said Oviedo. “We have a lot of experience and we’re able to do a lot with these trucks. Versatility is how we do it. We don’t just send a truck and two people. We send in the right amount of people. The customer points and we do.”
Mid-State Hydrovac currently handles around nine jobs a week. With that workload, reliability is essential. Oviedo works with Guzzler Regional Sales Manager Ted Cobb who Oviedo said “goes above and beyond and understands our hands-on experience.”
That relationship and direct connection is important as Mid-State Hydrovac customizes its Guzzcavators for its specific needs. For example, Mid-State uses a 1300-gallon water tank, a showroom blue chassis and a port that is accessible from the back. It also uses a water pump that is 10 gallons per minute instead of 20 in order to conserve water on hydroexcavation jobs.
“The Guzzlers are some of the most forgiving pieces of equipment we own. We try our best to maintain them and do the proper maintenance, and it’s helpful that they are such reliable pieces of equipment,” said Oviedo.
TAILORING INSURANCE POLICIES TO ADDRESS UNIQUE RISKS IN THE SEPTIC INDUSTRY
THE SEPTIC INDUSTRY IS A UNIQUE FIELD WITH ITS OWN SET OF CHALLENGES AND RISKS. FROM INSTALLATION TO MAINTENANCE, SEPTIC, SEWER AND PORTABLE RESTROOM CONTRACTORS FACE POTENTIAL HAZARDS THAT CAN IMPACT THEIR BUSINESS OPERATIONS. TAILORING INSURANCE POLICIES TO ADDRESS THESE SPECIFIC RISKS IS CRUCIAL FOR PROTECTING YOUR BUSINESS AND ENSURING LONG-TERM SUCCESS.
UNDERSTANDING THE RISKS
Every day, septic contractors deal with a variety of risks. These include property damage, environmental contamination and bodily injury. For instance, a mishap during installation could lead to significant property damage, while a spill or leak could result in costly environmental cleanup. On top of that, the physical nature of the work means there’s always a risk of injury to employees.
General Liability Insurance
This is fundamental for all septic contractors — and all business owners, really. General liability insurance covers claims of bodily injury, property damage and personal injury that might occur during business operations. For example, if a client trips over
equipment or if a tank installation causes damage, general liability insurance will protect your business.
This coverage is essential for mitigating the financial impact of accidents and unforeseen incidents that could otherwise be devastating.
Professional Liability Insurance
Also known as errors and omissions (E&O) insurance, this policy covers claims arising from professional mistakes, negligence, or failure to perform professional duties. This is particularly important for inspectors and designers who provide specialized services or advice. If a design flaw or inspection oversight leads to a costly problem, professional liability insurance can cover legal fees and damages, safeguarding your reputation and financial stability.
Pollution Liability Insurance
Given the environmental hazards associated with wastewater management, pollution liability insurance is crucial. It covers the costs associated with pollution cleanup, third-party injury and property damage claims resulting from pollution incidents. This coverage is essential for pumpers and maintenance providers who handle potentially hazardous materials. Without it, a single spill or leak could lead to significant financial burdens due to cleanup costs and legal liabilities.
Workers’ Compensation Insurance
Workers’ compensation insurance covers medical expenses and lost wages for employees who get
Commercial auto insurance covers vehicles used for business purposes, providing protection for accidents, damage and liability ...
Commercial Auto Insurance
injured or fall ill due to their job. It’s mandatory in most states and is vital for businesses with employees involved in physically demanding and potentially hazardous work. This insurance provides financial support to injured workers and protects your business from lawsuits related to workplace injuries.
Commercial auto insurance covers vehicles used for business purposes, providing protection for accidents, damage and liability associated with company vehicles. It’s important for contractors who use trucks and other vehicles to transport equipment and materials to job sites. This coverage ensures your business can continue operating smoothly even if a vehicle is involved in an accident, minimizing downtime and financial loss.
Business Interruption Insurance
Business interruption insurance covers lost income and expenses if your business is unable to operate due to a covered event, such as a natural disaster or equipment failure. This can be a lifeline for
BUSINESS CORNER
Selecting the right insurance provider is just as important as choosing the right coverages.
Look for providers who understand the unique risks of the septic industry and can offer tailored solutions.
businesses facing unexpected downtime. By compensating for lost revenue and helping cover ongoing expenses, this insurance helps to maintain financial stability during periods of disruption.
CHOOSING THE RIGHT INSURANCE PROVIDER
Selecting the right insurance provider is just as important as choosing the right coverages. Look for providers who understand the unique risks of the septic industry and can offer tailored solutions. Working with an experienced insurance agent can help you navigate the complexities of insurance policies and find the best coverage for your specific needs.
Tailoring insurance policies to address the unique risks in the septic industry is about more than just compliance. It’s about protecting your business, your employees and your clients. By understanding the specific risks and securing the right coverages, you can safeguard your operations and focus on what you do best — providing essential services to your community.
Investing in comprehensive insurance coverage is a smart move that can save you from significant financial losses and ensure the longevity of your business. Don’t wait until an incident occurs; take proactive steps to protect your business today.
For more advice on how to continue running your septic, sewer and portable restroom business smoothly, subscribe to American Liquid Waste magazine today!
THE GEAR BOX
EXPANDING
YOUR SEPTIC
SERVICES: WHY OFFERING ROUTINE PUMPING AND MAINTENANCE COULD BOOST YOUR BUSINESS
EXPANDING YOUR SEPTIC SERVICES TO INCLUDE ROUTINE PUMPING AND MAINTENANCE CAN BE A COMPLETE GAME-CHANGER. WITH THE INCREASING DEMAND FOR LONG-TERM CARE OF SEPTIC SYSTEMS, THERE’S A REAL OPPORTUNITY TO DIVERSIFY AND BUILD CLIENT LOYALTY AT THE SAME TIME. OFFERING THESE SERVICES CAN TRANSFORM ONE-TIME CUSTOMERS INTO REPEAT BUSINESS, ALL THE WHILE IMPROVING YOUR BOTTOM LINE.
Let’s find out why adding routine septic pumping and maintenance can be a win-win for both you and your clients!
WHY ROUTINE PUMPING AND MAINTENANCE
MATTER
Every septic system needs regular care to function properly. Unfortunately, many property owners either forget or neglect this key aspect of maintenance. That’s where you come in.
Providing routine septic pumping and maintenance gives you a chance to educate customers and offer
a service that keeps their systems running smoothly, reducing the chances of major repairs or system failure. This proactive approach benefits your clients and positions your business as a reliable partner in their septic system care.
BOOST CUSTOMER RETENTION WITH ROUTINE SERVICES
When you offer scheduled maintenance, you’re essentially locking in repeat business. Instead of relying on emergency calls or one-off jobs, you’re creating a steady stream of work. Customers appreciate companies that can help them stay ahead of problems. By establishing routine pumping appointments, you both solve their immediate needs and build long-term trust.
Consider this: it’s much easier — and more costeffective! — to retain an existing customer rather than to acquire a new one. Routine services allow you to remain top of mind when they need any other septic work done. By positioning your business as their go-to service provider, you’re cultivating loyalty.
INCREASE YOUR AVERAGE TRANSACTION
VALUE
Routine maintenance and pumping can also increase your average transaction value. When you provide ongoing services, you can upsell additional services
continued on page 32
THE GEAR BOX
like inspections, system treatments or upgrades. This gives customers a reason to spend more with you over time. For example, during a routine pumping, you might offer tank treatments that promote better bacteria growth in the system or recommend a minor repair to avoid future issues. With consistent contact, you’ll be able to diagnose small problems before they become costly repairs. Customers will be more likely to invest in your suggestions because you’ve built trust over time, making them feel confident in your recommendations.
STAND OUT FROM COMPETITORS
Offering routine maintenance services can set you apart from competitors who may only focus on emergency jobs. Many septic contractors partially rely on reactive business, responding to calls when something goes wrong. By shifting toward a proactive model, your business will stand out as a leader in the market.
Routine maintenance services also allow you to establish a predictable schedule, making it easier to plan and manage your team. With a regular set of appointments, you can allocate resources more efficiently, rather than constantly scrambling to respond to last-minute service calls.
HOW TO INCORPORATE ROUTINE SERVICES INTO YOUR BUSINESS MODEL
1. Create Maintenance Plans
Develop service packages that include routine pumping, inspections and system check-ups. Offering tiered plans, like annual, bi-annual or quarterly visits, gives customers options based on their needs and budget. Highlight the cost-saving benefits of maintenance compared to emergency repairs, and you’ll have an easier time selling these packages.
2. Educate Your Customers
Not everyone understands the importance of regular septic maintenance, so take the time to educate your clients. Use your website, social media and marketing materials
to explain the benefits of routine services. The more knowledgeable your customers are, the more likely they are to see the value in signing up for regular maintenance.
3.
Make It Easy to Schedule
Convenience is key. Implement an easy-to-use booking system where customers can schedule their routine pumping and maintenance. Offering automatic reminders or subscription-style services (where they’re automatically signed up for regular appointments) can reduce friction and increase your booking rates.
4. Offer Discounts for Bundled
Services
Incentivize customers to sign up for routine services by offering discounts for bundling pumping with other services, such as inspections or tank treatments. This
Incentivize customers to sign up for routine services by offering discounts for bundling pumping with other services...
helps customers see the immediate financial benefit while committing them to a longer-term relationship with your business.
GROW YOUR REPUTATION WITH LONG-TERM CLIENTS
Routine maintenance doesn’t just help your business grow in the short term — it also strengthens your
THE GEAR BOX
reputation in the industry. Word-of-mouth referrals will increase when clients know they can count on you for regular, reliable service. Septic systems may not be glamorous, but the peace of mind that comes with knowing they’re in good hands is a major selling point.
Satisfied customers are likelier to recommend you to their neighbors, friends and colleagues. This network effect can result in more opportunities for expansion and service offerings.
THE LONG-TERM VALUE OF ROUTINE SEPTIC SERVICES
By incorporating routine septic pumping and maintenance into your service offerings, you create consistent, reliable revenue streams while building stronger relationships with your customers. It’s an easy
way to differentiate your business in a competitive market, and with the right approach, you can leverage this model to grow your reputation and bottom line.
Looking to stay ahead in the septic and liquid waste industry? Subscribe to American Liquid Waste Magazine for expert insights, business tips and the latest news tailored to help your business thrive!
BUSINESS CORNER
HOW DOES YOUR PORTABLE
RESTROOM RENTAL SERVICE
COMPARE IN YOUR MARKET AND NATIONALLY?
WITH EVERY NEW SEASON AND RENTAL PRODUCT MODEL YEAR, IT SEEMS THERE ARE RAPIDLY DEVELOPING CHANGES IN THE INDUSTRY. Q4 2024 APPEARS TO OFFER YET MORE EXCITING OPPORTUNITIES FOR INCREASED COMPETITIVENESS. HERE ARE A FEW KEY GUIDELINES FOR IMPROVING YOUR RENTAL PRODUCTS AND SERVICES THIS FALL AND IN PREPARATION FOR Q1 2025.
CHECKLIST FOR GAUGING YOUR COMPETITIVE MARKET PERFORMANCE
These are some basics for success in a portable restroom rental business in a typical market. They’re less obvious than other management essentials, but are indispensable for continued success in this challenging service industry:
1. Perform Routine Competitive Market Analyses. To get the best value for your investment of money and time in your business, you’ll need to make the most of the opportunities in your consumer market. To do that, start with an updated competitive market analysis.
That will inform you on what to expect from the top providers in your service radius. Check some nationwide indicators too (which are published here by ALW periodically and elsewhere). That information
After a portable toilet unit is removed from a customer’s site, it should be thoroughly inspected...
can help you determine what you need to do to compare best with your strongest competitor(s). Include the usual data gathering in your survey of competitors, such as unit type mix, pricing, ancillary product lines, web reputation, BBB status, etc. Also include rental product condition, customer service quality ratings, customer experience reviews, systemic upgrades, and other factors of market performance.
2. Adhere to Portable Toilet Rental Industry Best Practices.
There are straightforward best practices in the various areas of portable toilet rental business operations to be observed for human, environmental, and business health. These include:
4 Inspection
After a portable toilet unit is removed from a customer’s site, it should be thoroughly inspected, cleaned, disinfected (or sanitized), and carefully reinspected before the next delivery of the rental unit.
4 Placement
Position portable toilets on a paved surface or other
level area, well away from food service areas and flood-risk areas. Ideally, place the units against an exterior wall or other solid structure for added wind protection and improved privacy.
4 Accessibility
Before you set up a trailer unit or a porta potty on a customer’s site, consider all the factors that make the chosen location will actually work best for the property owner and the potential users of the portable facility. In addition to level placement, the unit should also be most conveniently accessible for guests, workers, and others who will use it.
4 Visibility
Whenever possible, position portable toilets close enough together that they are easy to locate but far enough apart that they do not become an eyesore on the customer’s site.
4 Hygiene
Encourage all portable toilet rental customers to provide their guests and workers with handwashing stations and/or sanitizing stations near the location chosen for the rental toilets.
4 Maintenance
Routinely service rental toilet units located on customers’ sites long-term. Empty the portable toilet holding tanks, perform thorough cleaning and maintenance on each unit every time, and restock all standard supplies you are including with the rental service agreement.
4 Environment
Be aware of environmentally vulnerable areas near the intended location for the rental toilet. For example, too near water bodies, wetlands, unstable terrain, etc. Allow only rental unit types, tanks, and
BUSINESS CORNER
Present clear and thorough contract terms and pricing details.
chemicals, that are safe for the area to be set up by your company.
4 Pricing
Present clear and thorough contract terms and pricing details. Be sure to include the unit delivery, setup, and pickup charges, maintenance costs, taxes, and all other applicable charges in your estimate and contract.
TACKLE THE TOUGHEST JOBS
4 Protection
Include a damage protection clause in your rental contract to protect your business against losses due to vandalism, accidents, or other damage that may happen to the rental toilet unit during the time it is on the customer’s property.
3. Seek Financial Guidance.
To spend on inventory to accommodate volume or to save on expenses by cutting overhead – that is the question for operators in the industry at the start of every budget period. It may sound like a simple matter to choose priorities. However, the opposite is more often true — determining where to put precious investment dollars to grow a small business can be confusing.
continued on page 40
BUSINESS CORNER
So, whether your business currently has a cash flow shortage or significant cash on hand, you’re well advised to seek some financial advice from your SBA rep, favorite lender, management mentor, or knowledgeable friend or family member before you invest substantially, It’s always prudent to seek some impartial input on the critical question of capital spending and even general business budgeting.
4. Make the Highest-Value Improvements that are Within Budget.
Going into 2024 Q4, start thinking about goals for the final quarter and Q1 2025. Examine your budget and income projections for the coming periods and explore affordable options for increasing the rental value of your product line(s). First, identify what is currently causing you the most loss of new revenues, operational difficulty, time cost, inconvenience, or other loss.
If the phone is not ringing or the website is not generating traffic, then Increasing the marketing effectiveness of your website and adding some regional advertising to your Q4 budget may be the fundamental solution. If your rental units are less competitive than others in your market, then upgrades, price reductions, or service enhancements may be the answer, or a combination of these.
However, if you’ve already got more phone traffic than you can handle, it may be the right time to increase inventory or replace some worn units with upgraded porta potty. Or, it might be the right time to add an ADA unit, hand washing, sanitizing stations, or maybe even a luxury trailer. It may even be time to add a new worker or branch into an expanded service area.
Thinking out of the box a little, depending on your area and targets for recreational, travel patrons, or
emergency provisioning, you may do well adding a large multi-stall trailer, shower trailer, or even a laundry trailer and pursue government or institutional service affiliations.
PORTABLE TOILET RENTAL MARKET EXPECTATIONS FOR 2025
Industry expert accounts indicate that continued growth in the portable toilet industry is anticipated through the mid-2030s. So, business owners in the average market can look forward to abundant opportunities to prove their company’s value to local consumers and win a substantial market share next year and beyond.
In that scenario, consumers can be expected to demand more from toilet rental products and services as the future of a more established industry with clearer quality and pricing options continues to develop.
The focus for the foreseeable future, as in most other retail service businesses, should be on product improvements and other innovations, strengthening customer service quality, and enhancing the overall customer experience. Maintaining a fair price point, scrutinizing operational systems for Lean opportunities, internal cultural and training improvements, and improving the overall business value are also areas for current management focus.
American Jetter 44
866-944-3569 / americanjetter.com
American Tank Co. 34 254-721-5675 / atcvacuumtruck.com
AR North America. 32 763-398-2008 / arnorthamerica.com
Arcan Enterprises. 20 888-352-7226
Aqua-Zyme Disposal Systems Inc. 27 979-245-5656 / aqua-zyme.com
Bio Microbics 37 800-753-3287 / biomicrobics.com
Bright Dyes 44 800-394-0678 / brightdyes.com
Bucher Municipal 45 704-658-1333 / buchermunicipal.com
