August 2014 by David Evener

Positioning your company for a future sale, page 30

August 2014

Well Replacement Decisions When is it time to replace a well?, page 23 Also: Selecting the right chemical for the job, page 18

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AUGUST 2014 VOL. 68, NO. 8

Featured ARTICLES 18 Being Choosy By Jennifer Strawn

It’s critical you know how to select the right chemical for the job. 23 Well Replacement Decisions By Michael Schnieders, PG, PH-GW, and Ned Marks, PG

When is it time to replace a well? Part 2 27 Field Notes By Raymond L. Straub Jr., PG

Overview of standardized geologic well logs using the USCS 30 Positioning Your Company for a Future Sale By Tim McDaniel

Follow these steps when you decide it’s time to sell the business. 46 About the cover: A crew from Sullivan Water Wells of Chugiak, Alaska, hydrofracked a well to deepen it to 500 feet this spring. When the well was drilled originally it was to 120 feet. It was deepened to 300 feet in 2005. Sullivan Water Wells is a third-generation family owned and operated Alaskan company that specializes in the latest drilling, piling, and pumping technology. For articles on well rehabilitation, check out pages 18 and 23. Photo courtesy Sullivan Water Wells.

2 䡲 August 2014 WWJ

By Lana Straub

Jim Paulhus, F.W. Webb Co.

waterwelljournal.com

Featured COLUMNISTS 34 Safety Matters By Jack Glass, CIH, CSP, QEP, CPEA, CHMM

Don’t Mess with Snakes! Preventing injury and death from snakebites.

36 ACT Like a Sales Pro 18

By Julie Hansen

What’s Your Weakest Link? Stop sabotaging your sales!

WWJ DEPARTMENTS 4 First Up Still Producing 6 Editor’s Note Stories You Don’t Want to Be In 8 In This Issue 10 Industry Newsline California gets standard for hexavalent chromium 16 The Log White paper details grouting for ground source heat pump loop wells 17 Web Notes Innovation and inspiration subject of Expo opening ceremony 50 Coming Events 52 Industry Newsmakers Partridge Well Drilling Co. Inc. gets perfect safety score 53 Taking Delivery 54 Featured Products 56 Index of Advertisers 59 Classified Marketplace Twitter @WaterWellJournl

38 The After Market By Ron Slee

Without Asking Questions What Would We Know? Questions and answers are how we manage our job.

40 Your Money By William J. Lynott

Having a Game Plan It’s important to have a set of market guidelines to help you with your investments.

42 Engineering Your Business By Ed Butts, PE, CPI

Pet Peeves We all have them. Do you share any of these with me? The views expressed in the columns are the authors’ opinions based on their professional experience.

WWJ August 2014 䡲 3

First UP

STILL PRODUCING

deep well F.E. Myers hand pump in Sciota, Pennsylvania, is still in working order. It sits on a property of an old homestead that dates back to the 1800s and is near the old Sciota Mill/Brinker’s Mill, which is listed on the National Register of Historic Places. The house is now abandoned, but there is no doubt the pump is still producing freshwater. Photo courtesy Ray Eccleston, a retired water well driller who has taken up photography. His work has been published in numerous magazines and calendars.

First Up is a page of Water Well Journal that showcases—you! Please send in photos and brief descriptions and you just may be “first up” in an issue of WWJ! And remember, if your photo is selected for the cover of WWJ, you’ll receive $250. If your photos are selected, you will be asked to fill out a photo disclaimer form that grants the National Ground Water Association the royalty-free right to display the photos. Please send high resolution digital photos to tplumley@ngwa.org.

4 䡲 August 2014 WWJ

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Editor’s NOTE

STORIES YOU DON’T WANT TO BE IN

ad contracts are a subject that comes up in conversations from time to time when I find myself interacting with water well contractors. Hearing the stories can be heart-wrenching as a bad contract on a job can strangle a company’s revenue stream and potentially jeopardize a livelihood. Sadly, you’ve probably heard the tales too. Hopefully, you’ve never been the one telling the stories. The scenarios are always similar. Someone performed a service, only to receive a complaint. When explaining they indeed performed the service to the best of their ability, a contract is waived and it’s pointed out—and rarely done so politely—that, actually, they haven’t honored the contract as it is written. Often fine print is scoured over, or in the version I hear most often, the language in the contract is vague and the contractors and customers don’t agree on what is written on the paper both signed. I recently heard another such story. This one had the slight variation of a NGWA’s drilling and pump contractor and subcontractor working together, but everything else was familinstallation contracts are iar: a service was performed, one party was upset with the quality and asked found in NGWA Bookstore’s for work to be done again, and out came the contract. “Business Management” And, sadly, in came the vague section at www.NGWA.org. language. This tale included both parties admitting the work done by one was poor. However, the one doing the less than stellar job stated the contract never asked it to perform the task and it only did so as a courtesy. It may be the first time shoddy work has ever been referred to as a “courtesy.” If you’re a contractor, fear not. You never have to be an active player in these stories. The National Ground Water Association has two contract templates created by a group of legal professionals, industry volunteers, and NGWA staff members. There is one for water well drilling jobs and another for pump installations. NGWA also partners with ConsensusDocs, a company offering more than 90 contract documents covering a variety of construction-related jobs. The contracts, which are discounted for NGWA members, are written in a balanced format to fairly allocate risks and reduce nasty negotiations. NGWA’s contracts come with pages of do’s and don’ts to provide you background before you use the templates. For example, here is what they say about simply putting a customer’s name on the contract: “Identify on the document whether the customer owns the property, rents the property, is a prime contractor with the owner, or has another interest that provides the authority to contract. What happens if the owner does not like the location or specifications of the well once finished? Will the ‘authorized representative’ pay to re-drill the well?” That’s good stuff you should know before entering into any type of job with a customer. If you make sure you’re armed with such knowledge, you’ll never be found telling a sad story where we all know the ending.

Thad Plumley is the editor of WWJ and director of information products at the National Ground Water Association. He can be reached at tplumley@ngwa.org and on Twitter @WaterWellJournl.

6 䡲 August 2014 WWJ

Advancing the expertise of groundwater professionals and furthering groundwater awareness.

Chief Executive Officer Kevin McCray, CAE kmccray@ngwa.org NGWA President Griffin Crosby Jr., CWD/PI Director of Information Products/Editor Thad Plumley tplumley@ngwa.org

Water Well Journal Editorial Review Board Art Becker, MGWC, CPG; Tom Christopherson; Don Harvard; Dan Milan; Roger Renner, MGWC; John Schnieders, Ph.D., and Robert Sterrett, Ph.D. Senior Editor Mike Price

mprice@ngwa.org

Copyeditor Wayne Beatty

wbeatty@ngwa.org

Production and Design Janelle McClary jmcclary@ngwa.org Advertising Shelby Fleck Vickie Crosby

sfleck@ngwa.org vcrosby@ngwa.org

Circulation Coordinator Katie Neer kneer@ngwa.org Contributing Writers Ed Butts, PE, CPI; Donald W. Gregory; William J. Lynott; Julie Hansen; Christine Reimer; Al Rickard, CAE; Ron Slee; Lana Straub; Jennifer Strawn; and Alexandra Walsh Editorial, Advertising, & Publishing Offices 601 Dempsey Rd., Westerville, OH 43081 (800) 551-7379 Fax: (614) 898-7786 Selected content from Water Well Journal is indexed on Ground Water On-Line™ at www.NGWA.org/gwonline ©Copyright 2014 by the National Ground Water Association. All rights reserved.

An APEX award winner 11 consecutive years with 24 total awards, most in the groundwater industry.

The Water Well Journal (ISSN #0043-1443) is published monthly by the National Ground Water Association, 601 Dempsey Rd., Westerville, OH 43081. Printed and mailed at Beaver Dam, Wisconsin, and additional mailing offices. Postal acceptance: Periodical (requester subscription circulation) postage paid at Westerville, Ohio, and at additional mailing offices. Postmaster: Send address changes to Water Well Journal, 601 Dempsey Rd., Westerville, OH 43081. Canada Post/ Publications Mail Agreement #40739533. Return address: 4960-2 Walker Rd., Windsor, ON N9A 6J3.

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Advertise your products and services to the groundwater industry’s most influential readership. Call Shelby Fleck and Vickie Crosby in the NGWA sales department at (800) 551-7379. The monthly WWJ has: ● Approximately 25,000 readers every month. ●

More than 19,000 who are groundwater contractors. Approximately 4000 reside in professions also allied to the field.

●

Readers in every state, Canada, and other international locations.

Consider display and classified advertising, but also special ad treatments like tip-ons, bind-ins, and more.

Shelby Fleck

Vickie Crosby

Also reach people with your products and services with electronic advertising on WaterWellJournal.com and in NGWA Newszine, a weekly e-newsletter of the National Ground Water Association. And if your audience includes environmental firms, consultants, regulators, or hydrologists, ask about WWJ’s sister publications, Groundwater Monitoring & Remediation and Groundwater.

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WWJ August 2014 䡲 7

In this ISSUE

he August 2014 issue of Water Well Journal focuses on well rehabilitation and has multiple stories that can help you at the job site.

The first feature article wraps up a two-part series on knowing when it’s time to replace a water well system. In “Well Replacement Decisions” on page 23 authors Michael Schnieders, PG, PH-GW, and Ned Marks, PG, point out a new well is an expensive decision for someone, so a full assessment of the current well system is needed. And if the decision is made to go with a new one, a proper design plan must be created so the user can maximize the well’s potential. Schnieders and Marks provide a list of questions that should be considered when making the decision. They also point out key factors when deciding to go with a new system, with the most critical being loca- Michael Schnieders, Ned Marks, PG tion. They warn when sufficient time is not given to PG, PH-GW making the decision or contemplating the design of a new system, it can have significant impacts of the cost and even the lifespan of the well. Freelance writer Jennifer Strawn provides information on selecting the right chemicals for a job in the feature story “Being Choosy” on page 18. She states contractors working on a well with a decline in yield or one producing discolored water need to act like doctors and first diagnose the problem before prescribing a treatment. She states doing so is critical as the treatment methods can be very different. She then lays out what type of information is important to seek, goes over potential treatments for a variety of issues, as well as detailing common pitfalls on the job. She goes over treatment with mineral acids, organic acids, and chlorine. She concludes by stressJennifer Strawn ing the most important thing to do is follow the directions on the packages of the treatment chemicals. Not using them long enough or having them in the well long enough can create more problems, as can thinking one chemical treats all issues. WWJ begins a three-part series on ensuring you have all of the information you need when you decide the time has come to sell your business. The first installment, “Positioning Your Company for a Future Sale” begins on page 30. Writer Tim McDaniel states it takes a great deal of time and planning to make sure you get the price you want and deserve. He then lays out 11 important strategies to consider along with details on each. Among those are obtaining a proper valuation and having all of Tim McDaniel the company’s processes, procedures, and liabilities documented. The issue also contains the WWJ Q&A on page 46. Freelance writer Lana Straub recently caught up with Jim Paulhus, a water systems manager for F.W. Webb Co. in Cranston, Rhode Island, and the 2013 winner of the Supplier of the Year Award given by the National Ground Water Association. Paulhus has been in the groundwater industry for 28 years and cites among his proudest achievements lobbying U.S. Congressional representatives on behalf of the industry for NGWA and the Water Systems Council. He says the key to a good supplier-contractor relationship is fostering a partnership, adding, “This relationship allows you to discuss common goals that benefit both companies.” Accompanying the piece is a sidebar on NGWA’s Certified Sales Professional designation, which is specifically intended for supplier and manufacturer owners, operators, and employees. Earning a CSP designation is a way to demonstrate commitment to enhancing industry professionalism and providing good customer service. 8 䡲 August 2014 WWJ

Lana Straub

Jin Paulhus

Disclaimer Water Well Journal and the National Ground Water Association provide information for guidance and information purposes only. This publication is not intended to provide investment, tax, or legal advice. The information contained herein has been compiled from sources deemed reliable and it is accurate to the best of our knowledge and belief; however, Water Well Journal and the National Ground Water Association cannot guarantee as to its accuracy, completeness, and validity and cannot be held liable for any errors or omissions. All information contained herein should be independently verified and confirmed. Water Well Journal and the National Ground Water Association do not accept any liability for any loss or damage howsoever caused in reliance upon such information. Reader agrees to assume all risk resulting from the application of any of the information provided by Water Well Journal and the National Ground Water Association. Trademarks and copyrights mentioned within Water Well Journal are the ownership of their respective companies. The names of products and services presented are used only in an educational fashion and to the benefit of the trademark and copyright owner, with no intention of infringing on trademarks or copyrights. No endorsement of any third-party products or services is expressed or implied by any information, material, or content referred to in the Water Well Journal. Subscriptions/Back Issues For questions, changes or problems with your subscription call Katie Neer. Subscriptions: Water well contractors and other qualified groundwater industry personnel in U.S. and Canada — free; others in U.S. — $115 per year; $15 per copy. Canada – $135 per year; $24 per copy. International: $150 per year; $35 per copy. Subscriptions available through NGWA offices only. We reserve the right to refuse subscriptions to anyone not directly engaged in the groundwater industry. Claims for missing issues must be made in writing within three months of publication and will be subject to the availability of back issues. Advertising Disclaimer Advertisers and advertising agencies assume liability for all content (including text, representation, and illustrations) of advertisements printed and also assume responsibility for any claims arising therefrom made against the publisher. The publisher reserves the right to reject any advertising that it believes is not in keeping with the publication's standards or is deemed unsuitable or misleading.

waterwelljournal.com

Industry NEWSLINE First Drinking Water Standard for Hexavalent Chromium Is Final

he California Department of Public Health (CDPH) announced the regulations establishing the nationâ&#x20AC;&#x2122;s first drinking water standard for hexavalent chromium (chromium-6) of 10 parts per billion have been approved by the Office of Administrative Law. The drinking water standard for hexavalent chromium became effective July 1. â&#x20AC;&#x153;California is the first and only state in the nation to establish a maximum contaminant level specifically for chromium-6 in drinking water,â&#x20AC;? said Dr. Ron Chapman, CDPH director and public health officer. â&#x20AC;&#x153;Establishing this maximum contaminant level underscores Californiaâ&#x20AC;&#x2122;s commitment to safe drinking water standards to protect the public health.â&#x20AC;? The regulations set the MCL for hexavalent chromium in drinking water at 10 ppb and specifically regulate the hexavalent form of chromium. This is

one-fifth the current total chromium standard of 50 ppb, which includes both trivalent chromium (chromium-3) and hexavalent chromium. The federal MCL for total chromium is 100 ppb. Chromium-3 is less toxic than chromium-6 and actually an essential nutrient at low dosages, while chromium-6 may pose a risk of cancer when ingested. California adopted the first national law requiring an MCL for hexavalent chromium in 2001. State law requires a public health goal be established before an MCL may be setâ&#x20AC;&#x201D;and the MCL be set as close to the public health goal as economically and technologically feasible. The public health goal of 0.02 ppb was announced in July 2011. The department performed a series of rigorous analyses that considered among other things: the occurrence of hexavalent chromium in drinking water sources statewide; the methods, feasibility, and costs of detection; and treatment and monitoring technology. The department

also considered extensive public comment from public and private stakeholders during the regulatory process, including from public water systems. CDPH considered more than 18,000 public comments on the proposed standard before submitting a final proposal for approval. The state drinking water program will review the hexavalent chromium MCL at least every five years after its adoption. For more information about hexavalent chromium, go to CDPHâ&#x20AC;&#x2122;s website and visit the chromium-6 page at www .cdph.ca.gov/certlic/drinkingwater/ Pages/Chromium6.aspx.

Groundwater Levels Decline in Nebraska The Kearney Hub in Kearney, Nebraska, reports groundwater levels throughout the Central Platte Natural Resources District (CPNRD) dropped an average of 9 inches from spring 2013 to spring 2014, based on readings from NEWS continues on page 12

Protecting gg groundwater o protects your livelihood. Urge your customers to ACT T by: t Acknowledging causes of preventable groundwater contamination such as improper disposal of haz zardous household substances, malfunctioning septic systems, and improperly abandoned wells

September 9, 2014

t Considering which may apply to them t Taking action to prevent or correct any contamination tamination they ca an n.

www w.NGW WA.org/PYGWD g t

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10 äĄ˛ August 2014 WWJ

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NEWS from page 10 454 wells, the CPNRD directors were told June 26. The district runs along the north side of the Platte River from Gothenburg to west of Columbus in the state. A map provided by CPNRD’s Resources Conservationist Shane Max shows big variations in declines from west to east. Some areas around Gothenburg had average declines of 3½ to nearly 5 feet; the region from Lexington to eastern Buffalo County ranged from around 1½ to 2½ feet; and points east were almost all below the 9-inch average. The 2014 declines follow average drops of 3½ feet from spring 2012 to spring 2013.

Census Bureau Releases New Residential Sales for May Sales of new single-family houses in May were at a seasonally adjusted annual rate of 504,000 according to estimates released jointly June 24 by the U.S. Census Bureau and the Department of Housing and Urban Development. This is 18.6% above the revised April rate of 425,000 and is 16.9% above the May 2013 estimate of 431,000. New residential sales are important to the water well industry as they can indicate possible construction of new water well systems. The median sales price of new houses sold in May 2014 was $282,000; the average sales price was $319,200. The seasonally adjusted estimate of new houses for sale at the end of May was 189,000. This represents a supply of 4½ months at the current sales rate.

Swedish-Based NIBE Acquires WaterFurnace

ontractor Magazine reports WaterFurnace Renewable Energy Inc. and NIBE Industrier AB of Sweden announced they have entered into an arrangement agreement pursuant to which NIBE will acquire 100% of the outstanding shares of WaterFurnace by way of a plan of arrangement under the Canada Business Corporations Act. Founded in 1983, WaterFurnace is a manufacturer of geothermal heat pump heating and cooling solutions in North 12 䡲 August 2014 WWJ

NGWA Staff Member Appointed to National Drinking Water Advisory Council National Ground Water Association Director of Science and Technology William M. Alley, Ph.D., has been appointed to the U.S. Environmental Protection Agency’s National Drinking Water Advisory Council. NDWAC supports the EPA in performing duties and responsibilities related to the national drinking water program. Created through the Safe Drinking Water Act of 1974, NDWAC provides William M. Alley, Ph.D. advice, information, and recommendations on matters related to activities, functions, policies, and regulations required by the act. “Dr. Alley is an internationally recognized groundwater scientist who will contribute greatly to the work of the National Drinking Water Advisory Council,” said NGWA Chief Executive Officer Kevin McCray, CAE. “He will provide a valuable perspective regarding groundwater, which constitutes about 45 percent of the nation’s drinking water supply sources, as well as an overwhelming majority of the available freshwater in our nation and the world.” Alley served as Chief, Office of Groundwater for the U.S. Geological Survey from 1993 to January 2012. Early in his career with the USGS, he served as national groundwater coordinator for the pilot National Water-Quality Assessment Program, where he developed the initial concepts and plans for the full-scale NAWQA. He has a background in surface water and its interaction with groundwater, including coauthoring the popular USGS Circular, Ground Water and Surface Water: A Single Resource. “It’s a privilege to serve on the council and contribute to preserving and protecting America’s drinking water supply,” said Alley regarding the appointment. “I look forward to helping address some of the difficult challenges that confront America’s drinking water supply.” Alley’s term with NDWAC runs from September 15, 2014 to September 14, 2017. America. The company’s product offering includes a range of geothermal heat pumps, smart control systems, hot water storage tanks, and indoor air quality solutions. Products are marketed under the WaterFurnace and GeoStar brands in North America, and the WFI brand via a joint venture in China. WaterFurnace achieved net sales of $119 million in the financial year 2013. Almost 70% of net sales account for residential products, both retrofit and new construction, with the remainder representing solutions for commercial use. Headquartered in Fort Wayne, Indiana, WaterFurnace has 267 employees and has been listed on the Toronto Stock Exchange since 1993. NIBE is an international heating technology company. Operations are organized around three business areas— NIBE Element, NIBE Energy Systems, and NIBE Stoves. “I believe this is a compelling offer for our shareholders and I am confident that WaterFurnace and its employees

have found an excellent strategic partner in NIBE,” said Tom Huntington, CEO of WaterFurnace. “The combined talents of these two fine companies are aimed at helping people around the globe find sustainable energy solutions.”

Manufacturers Are Bullish on Expected Sales and Capital Spending Manufacturers are bullish about the future—projecting both the largest increase in capital spending as well as the largest uptick in expected sales in more than two years—according to the latest National Association of Manufacturers/ IndustryWeek Survey of Manufacturers. This optimism is counterbalanced with the survey results showing palpable frustration with the direction of the country as well as concerns over regulatory, tax, and health care policies coming from Washington, D.C. NEWS continues on page 14 waterwelljournal.com

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NEWS from page 12 Key survey findings include the following: â&#x20AC;˘ Manufacturers plan to increase their capital investment by 2.3% over the next 12 months, the highest figure in more than two years. â&#x20AC;˘ Manufacturers expect sales to increase 4.1% over the next 12 months, the highest figure in more than two years. â&#x20AC;˘ 72.7% of respondents cite rising health care and insurance costs as a primary business challenge. â&#x20AC;˘ 71.4% of respondents cite taxes, regulations, and government uncertainties as a primary business challenge. â&#x20AC;˘ 79.3% of respondents said that the country was on the â&#x20AC;&#x153;wrong track.â&#x20AC;? To read more, visit www.nam.org.

Construction Spending Inches Higher for Third Consecutive Month

otal construction spending edged higher for the third consecutive month in May, as solid increases in

private nonresidential and public construction outweighed a downturn in residential projects, according to an analysis of new Census Bureau data by the Associated General Contractors of America. Construction put in place totaled $956 billion in May, 0.1% above the upwardly revised April total and 6.6% higher than in May 2013. For the first five months of 2014, total spending rose 8.2% from the January-May 2013 total. Construction spending is important to the water well industry as it can indicate possible construction of new water well systems. Private residential construction spending in May fell back 1.5% from April, when homebuilders may have put in extra hours to make up for adverse winter weather in many regions. The May total was 7.5% above the May 2013 level, representing an 11% increase in single-family spending, 31% for multifamily, and a 2.4% decline in improvements to existing housing. Private nonresidential spending rose 1.1% in May and 11% over 12 months. The largest private segment, power constructionâ&#x20AC;&#x201D;comprising work on oil and

gas fields and pipelines as well as electricity projectsâ&#x20AC;&#x201D;rebounded 4.3% from a sharp drop in April and was up 30% year-over-year. Among other major private nonresidential segments, commercial constructionâ&#x20AC;&#x201D;retail, warehouse, and farm projectsâ&#x20AC;&#x201D;climbed 6.5% over 12 months; manufacturing construction rose 6.7%; and office work jumped 23%. Public construction spending rose 1.0% for the month and 1.2% year-overyear. The largest public segment, highway and street construction, expanded 2.3% from a year before. The secondbiggest category, educational construction, gained 1.7% since May 2013.

Do You Have News to Share? Water Well Journal welcomes any news or information about your company you want to share with the groundwater industry. Please send such information to: Mike Price, Water Well Journal, 601 Dempsey Road, Westerville, Ohio 43081. You can also send by email to: mprice@ngwa.org. The deadline is the 15th of two months preceding publication (August 15 for October issue).

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257 Caroline St. 257 Caroline St.

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The LOG

NEWS FROM THE NATIONAL GROUND WATER ASSOCIATION

Make Plans to Visit Your Congressional Members in August

Pictured left to right: John Rodgers, Congressman Jeff Duncan, and Jimmie Rodgers. Rodgers Well Drilling Inc. hosted the Congressman at its operation in Greenwood, South Carolina.

If you didn’t visit with your Congressional members or their staffs earlier this year, consider doing so in August. National Ground Water Association members from around the country have been making contacts locally following the March launch of the NGWA Congressional Drive-in. Representatives from the South Carolina Ground Water Association report they found it to be a good experience and a way to share their ideas and programs with their Congressional members. Consider visiting your Congressional members or their staffs to discuss: • Managed aquifer recharge as a tool to replenish groundwater supplies • The positive impact of the geothermal heat pump market on your business and energy independence • The importance of research to ensure long-term energy and water security. Or simply introduce yourself to become a groundwater resource for the policymakers. For additional information and assistance, contact NGWA Government Affairs Director Chris Reimer at (800) 551-7379, ext. 560, or email creimer@ngwa.org.

16 䡲 August 2014 WWJ

White Paper Clarifies Grouting Variables for Ground Source Heat Pump Loop Wells To help educate ground source heat pump system professionals, as well as state regulators who oversee this sector of the industry, NGWA volunteers have developed a white paper to address what has become a contentious issue in some regions as specific dimensions for loop wells are being prescribed. Grouting Variables and their Contribution to the Diameter of Ground Source Heat Pump Loop Wells explains why a standard size borehole does not fit all scenarios. The paper details how the borehole of a loop well must be made wide enough to accommodate the exterior dimensions of the heat exchange assembly. This includes the heat exchange tubes, as well as a tremie of sufficient diameter to allow grout to be effectively pumped to the bottom of the borehole while maintaining the grout manufacturer’s specifications. In all, the paper outlines a dozen grouting variables that should be taken into consideration for each project and explains the importance of doing so in order to ensure proper grout emplacement to: • Create an effective barrier from surface water intrusion and potential contamination of groundwater • Prevent intermingling of groundwater zones in the subsurface • Serve as an effective medium for heat transfer, and thus optimal system performance. To download your copy of this white paper, visit www.ngwa.org/Documents/ PositionPapers/WP%20Grouting%20 Variables.pdf.

NGWA Seeks Input on Best Suggested Practices NGWA is seeking comment on the NGWA Best Suggested Practices for Water Well Systems Inspection. This BSP is up for scheduled review by its developing body of volunteers. Part of this review period includes a call

for public comment on the document as written. If you are interested in reviewing the document and providing feedback for the task group to consider, visit NGWA’s industry best suggested practices web page at www.ngwa.org/ Professional-Resources/bsp/Pages /default.aspx. The deadline to submit public comments is August 30. Thank you for your interest in advancing groundwater knowledge. If you have any questions, contact Jessica Rhoads, NGWA industry practices administrator, at jrhoads@ngwa.org, or call (800) 5517379, ext. 511. If outside the United States, call (614) 898-7791, ext. 511.

NGWA Adds 196 New Members in May NGWA added 196 new members in May. The total consisted of 116 scientists and engineers, 50 contractors, 20 students, 3 manufacturers, 3 suppliers, 3 public water systems employees, and 1 associate. A total of 932 members renewed their membership as well. To learn more about NGWA and how to become a member, visit www.NGWA .org/Membership.

Tennessee Contractor Joins NGWA Certified Ranks in May A groundwater professional from Tennessee joined the ranks of NGWA’s Voluntary Certification Program in May. NGWA welcomed Blaine E. Hintze, CWD, of Boart Longyear in Pikeville, Tennessee, as the Association’s newest certified well driller. In all, six exams were administered for NGWA certification in May, with two of those passing. Sixteen exams were taken for state licensure purposes, with nine passing scores. In the first five months of the year, there were 50 certification exams given and 115 state licensing exams were administered. waterwelljournal.com

FIND IT ON THE NGWA WEBSITE, NGWA.ORG

Innovation, Inspiration Await You at the 2014 Groundwater Expo Join Alex Bandar, Ph.D., founder and CEO of the Columbus Idea Foundry, as he presents the H2O Talk “Improving the World—One Idea at a Time,” a journey into the exciting world of the Maker Movement at the 2014 NGWA® Groundwater Expo and Annual Meeting, December 9-12 in Las Vegas. Explore how new opportunities such as free online education, opensource software, digital prototyping resources Alex Bandar, Ph.D. (such as 3-D printers), and crowdfunding, combined with more traditional activities such as metalworking, woodworking, and traditional arts and crafts, are emJosh Gracin powering people like never before. Bandar presents the history of the “makerspace” and provides examples of how “makers” of all types—from scientists and designers to entrepreneurs and inventors—are coming together to bring about the next generation of products and innovations to improve the world one idea at a time. To round out the opening ceremony is country music’s Josh Gracin. A member of the U.S. Marine Corps at the time, he skyrocketed to fame after becoming the fourth-place finalist in the second season of American Idol. Get more information at www.GroundwaterExpo.com.

The Expo trade show dates are December 10-11. These days give you the opportunity to gain direct access to thousands of groundwater professionals. You can meet a year’s worth of contacts in just two days and showcase your products at the most prestigious show within the groundwater industry. Attendees at the Expo are there to inspect and compare products and equipment vital to their livelihood. If you have questions, contact NGWA’s Vickie Crosby at vcrosby @ngwa.org, or call (800) 551-7379 (614 898-7791 outside the United States), ext. 593, or Shelby Fleck at sfleck @ngwa.org, ext. 523.

Promote Your Business During NGWA’s Protect Your Groundwater Day It’s never been easier to promote your business and the source of your livelihood—groundwater—leading up to Protect Your Groundwater Day on September 9.

Web NOTES

Start planning now. Simply go to the following link to download a list of easily accessible, easy-to-use promotional tools at https://ngwa.sharefile.com/ d/s95b4ec8de654a098. As you promote groundwater protection to customers and members of the public, you are showcasing yourself and your business as experts who care about their well-being. You can post or share these informational tools through your website, Facebook page, email, desktopprinted cards, presentations, or any other way you communicate with the public. Be creative, and make sure you direct people to your company website, Facebook page, etc. To learn more about Protect Your Groundwater Day, visit www.NGWA .org/PYGWD. If you have questions about how to promote the day, or to get feedback, contact NGWA Public Awareness Director Cliff Treyens at (800) 551-7379, ext. 554, or email ctreyens@ngwa.org.

Secure Booth Space at 2014 NGWA Groundwater Expo and Annual Meeting The online booth selection database for the 2014 NGWA® Groundwater Expo and Annual Meeting, December 912 in Las Vegas, is up and running for industry manufacturers and suppliers at www.GroundwaterExpo.com. With the online process, you can request your booth space, complete the exhibit application, and pay for the space with a credit card. Twitter @WaterWellJournl

WWJ August 2014 䡲 17

BEING CHOOSY By Jennifer Strawn

18 äĄ˛ August 2014 WWJ

waterwelljournal.com

It’s critical you know how to select the right chemical for the job. ou see a doctor when you’re feeling under the weather. During the office visit, you list all your symptoms so he or she can diagnose your illness and provide a prescription to help you feel better. When a customer calls with a “sick” well—one that has a decline in yield or discolored water coming from the faucets—it’s your responsibility, like a doctor, to diagnose the problem and prescribe the right chemical for the job. But before you can choose the chemicals, you have to first understand the problem. “You have to diagnose the problem before you can make the prescription,” says Kevin McGinnis, president of Cotey Chemical Corp. in Lubbock, Texas. Just like doctors gather information to determine whether their patients have viruses or infections, it’s important for you to gather as much information as possible about the well and the potential problem. Are mineral encrustations plugging the well? Is slime-forming bacteria to blame? Is the root of the problem something else entirely? “He just cannot assume whatever is plugging his well or pipeline is mineral deposits or iron bacteria,” says Dave Hanson of Design Water Technologies in Shorewood, Minnesota. “There are many other things that can cause a reduction in the yield of a well.” While plugging can be due to mineral encrustations or bacterial slimes, decreased yields may result from corrosion on the well screen or casing or a poorly constructed gravel pack allowing too much silt or clay to pass. “Decreased water well yields may result from many independent or several contributing factors,” McGinnis says. “Well yields can decrease because of movement in the well screen or casing

Chemicals for well cleaning are secured at a job site prior to treatment. All images courtesy of Michael Schnieders, PG, PH-GW, of Water Systems Engineering. Twitter @WaterWellJournl

. . . or because of simple silt or clay The color of the debris can help offer plugging.” an idea to what the debris is made up of, When investigating the root cause of whether it’s mineral scale or slime bacthe problem, it’s always a good idea to teria. In general: know the history of the well, including ● White or light tan debris has a tenits specific capacity history, as well as dency to be calcium related the materials of construction and the ● Red, brown, or yellow debris has a well’s design. Also, take time to review tendency to be iron related the well log. Understanding the geologi● Black debris has a tendency to be cal formation can help determine the manganese related issue. ● Green or greenish blue has a tenA downhole camera inspection may dency to be sulfate related. help you see the problem. You can often inspect the material without a camera or In addition to a visual inspection of pulling the pump too. the plugging material, scale and water “In residential wells, there is generanalyses can also confirm the makeup of ally a union joint by the pressure tank,” the debris. Ball from Texas often relies says Hanson, who was the 2003 Naon a water analysis when he’s dealing tional Ground Water Research and with wells outside of his usual service Educational Foundation McEllhiney area. Lecturer. “If you drain the pressure tank and open up a union “We go off what we’ve noticed joint, it’s a great place to see if there is debris.” in wells in the area whether If you can’t see debris, then that’s algae, iron bacteria, rust, you can go to the well and check for debris inside of the drop pipe or mineral buildup.” or column pipe of the pump. “We go off what we see from the column pipe that came out of the Once you’ve determined what matewell or what we bailed out of the well,” rial is plugging the well, it’s easier to says Dale Ball with Etter Water Well, an prescribe the right chemical to treat the irrigation, commercial, and municipal problem. pump service company in Etter, Texas. Mineral acids “We also go off what we’ve noticed in wells in the area whether that’s algae, Mineral acids like hydrochloric, iron bacteria, rust, or mineral buildup.” phosphoric, sulfamic acids, and propriIf there is some kind of material etary mineral acid blends are generally plugging the well, the hardness and good for dissolving mineral encrustacolor of the debris can help you select tions. They are not effective, though, in the right chemical to treat it. dissolving biofilms. If the debris is soft, slimy, or granular Hydrochloric acid is a liquid acid in nature—slime bacteria could be to that’s not expensive and easy to find, blame. but can be dangerous to handle and “You can scrape it out, but if you transport. It’s good for dissolving ironpinch that debris in your fingers, bacter- related mineral scale and effective ial debris will mash up as a powder against manganese, but may take a because there’s so much oxygen in the longer time to dissolve it. debris itself,” Hanson says. “Whereas “It works okay, but it takes a certain in mineral deposits, there’s very little amount of time to dissolve [manganese] oxygen between the particles. You can because the debris is so dense,” Hanson squeeze that particle but never break it says. “It takes a day or two of working up unless you smash it with a hammer.” the acid to dissolve that.” CHEMICALS continues on page 20

WWJ August 2014 䡲 19

Well video image showing heavy biological and scale fouling, completely covering the screened section of the well.

CHEMICALS from page 19 It can also be effective against calcium carbonate, but may work too quickly. A high calcium carbonate debris combined with hydrochloric acid could cause a potential blowout of the chemistry. If using hydrochloric acid, McGinnis recommends using a National Science Foundation Standard 60 product that is certified for water well use or a foodgrade product because technical grades can contain heavy metals like arsenic, which cause the water to test positive for heavy metals after a treatment. Phosphoric acid, a liquid acid readily available in food-grade and NSF certified quality, is also effective against iron and manganese mineral deposits, but is slower reacting than hydrochloric acid. Unlike hydrochloric acid, it doesn’t give off the harmful vapors. Because it contains phosphorus, it’s not effective against phosphates and it can be a nutrient boost for bacteria if neutralized and allowed to degrade downhole. Sulfamic acid, a granular acid, is most effective against calcium carbonate. But it’s not effective on iron-related mineral scale and won’t dissolve manganese unless there are high concentrations of calcium carbonate. It’s a strong acid when mixed with water, but doesn’t quickly dissolve in water, so McGinnis recommends premixing before introducing it down the well. Many manufacturers offer proprietary blends of mineral acids effective 20 䡲 August 2014 WWJ

Well video image showing significant accumulation of mineral scale and some biomass within the screened producing zone.

against mineral scale. Among those are Cotey Chemical’s “Dry Acid and Liquid Descaler” products; Design Water Technologies’ “Unicid Granular” product; Johnson Screens’ “Nu-Well 110”; Laval Underground Survey’s “Boresaver Ultra C”; CETCO’s “DPA”; and Baroid Industrial Drilling Products’ “Aqua-Clear MGA.”

Organic acids

While mineral acids aren’t effective against biofilms, organic acids and organic blends are much more effective at dissolving slime-forming bacteria. Although these slimy biological growths are often referred to as iron bacteria, the bacteria isn’t necessarily iron-related. “It all depends on the type of nutrient these bacteria are consuming and excreting,” Hanson says. “The coloration of that slime becomes due to whatever nutrient they’re consuming.” Iron bacteria is typically red, brown, or yellow in color. Black slime or dark brown slime is often manganese-related. “If the debris is green, consequently they’re using sulfates as a nutrient,” Hanson says. “But we don’t see green slime very often.” Organic acids commonly used for slime-forming bacteria include glycolic acid, acetic acid, and oxalic acid. Glycolic acid, a liquid acid also known as hydroxyacetic acid, is manufactured by DuPont and is good for penetrating biofilms and killing bacteria. It’s relatively non-corrosive to most metals and produces few toxic fumes.

It’s also a good acid to use as a pH adjuster prior to chlorination, McGinnis says. Acetic acid, a liquid acid usually supplied as glacial acetic acid, is also known as vinegar in its weaker form. It’s effective in removing sulfates, but is corrosive to skin and lungs and is dangerous to handle and transport. Oxalic acid, a granular acid, is effective at removing oxides from iron and manganese, but it is corrosive to skin and the salts of the acid are poisonous. Proprietary blends of organic acids effective against iron and manganese slime bacteria are also commonly available from manufacturers. Many, including Design Water Technologies’ “Unicid Catalyst,” are designed to work with mineral acids to remove all forms of plugging. Cotey Chemical’s “BioClean” and “Liquid Descaler” products are also designed to remove biofilms produced by slime-forming bacteria. Other organic acid blends for removing slime-forming bacteria on the market include Baroid Industrial Drilling Products’ “Aqua-Clear AE”; CETCO’s “LBA”; Johnson Screens’ “Nu-Well 310”; and Laval Underground Survey’s “Boresaver Liquid Enhancer.” Biodispersants, also referred to as acid enhancers, are often used to aid in the cleaning of fouling comprised of both chemical and biological components as well. Acid enhancers and biodispersants are products used alone and in conjunction with mineral acids to improve well rehabilitation procedures.

waterwelljournal.com

What about chlorine?

Chlorine is very effective against free-swimming bacteria. “The problem is most well plugging problems aren’t caused by freeswimming bacteria,” McGinnis says. “They’re caused by slime-forming bacteria, mineral scale, or a combination of both.” Chlorine doesn’t have the ability to dissolve mineral scale and doesn’t penetrate biofilm well, he adds. Although shock chlorination appears to remedy the issue, it doesn’t. Instead, the problem will come back and often be worse than before. “Shock chlorination condenses the top layer and makes it dense, so there’s no discoloration on startup,” Hanson says. “Yet we leave behind excessive amount of decayed oxide that common soil and water bacteria present in every well use as a nutrient base, and the bacteria growth simply starts again.” There are five tips to improve the effectiveness of chlorine:

• Perform pre-treatment cleaning or evacuation of the well prior to chlorination • Adjusting the pH of the treatment solution to a range of 6.5–7 as it will improve the biocidal efforts • Target a treatment volume sufficient to flood the entire well, borehole, and near-well aquifer with the chlorination solution • Do not shock the well • Add the chlorine into the well via a tremie pipe and make an effort to evenly distribute the solution throughout the entire well column as this will direct the solution to the areas it is needed. Chlorination can be good for newly drilled wells or after the well has been Twitter @WaterWellJournl

Get Best Suggested Practices on Treatment Reducing Problematic Concentrations of Fluoride in Residential Water Well Systems

Approved by NGWA Board of Directors: 9/18/2013

Introduction

This document is one in a series produced by the National Ground Water Association NGW A

focused on recommended best suggested practices for resolving specific problems in residential

well systems. This particular document outlines the best suggested practices for reducing fluoride concentrations in residential well systems.

As a benefit to members of NGWA, this document provides the water well system professional

WWSP with basic knowledge and suggested practices. Because of varying geologic conditions

and other factors, it is not practical to develop a totally prescriptive guideline. There are references throughout this document to public health standards in the United States; other nations may have different standards and standards may change. The U.S. Environmental Protection Agency has established a maximum contaminant level MCL for fluoride in public drinking water of mgL

and a secondary, or aesthetic, standard of 2 mgL.

Sometimes the concentrations of select constituents will prove to be unacceptably high even

after careful site selection and well construction, or after cleaning an existing well. The WWSP can recommend cost-effective water treatment options to mitigate such problems. For instance, it

may be less expensive for the consumer to install an appropriate water treatment technology to remove or lower concentrations of a contaminant than to replace or deepen an existing well. On the other hand, if a water intake area in an existing well has to be replaced or an aquifer lined off, economics will probably favor construction of a new well. Such decisions are site-specific and, thus, based on careful analysis by the WWSP.

NGWA Best Suggested Practice

When used with acids, these chemicals aid in the dissolution of mineral scale, prevent re-precipitation, and improve the evacuation of the dissolved ions. In biofouling situations, these chemicals aid in the penetration and dispersal of biofilm and biomass. Products such as Johnson Screens’ “Nu-Well 310” and Layne’s “QC-21” are specialty blended polymers that help fill the dual role needed.

• Section 1 offers background on the health effects from excessive levels of fluoride and the related regulatory responses.

• Section 2 is guidance about how geologic conditions and land-use settings may affect the concentrations of fluoride in groundwater.

• Section 3 provides a description of well location and construction methodologies related to minimizing the presence of fluoride. Generally, all construction and maintenance practices must comply with local and state requirements.

• Section deals with water sampling methods and water treatment options. 1

The measurement of mgL is used here. Some references will use parts per million ppm. measurement of 1 ppm is 1 mgL.

The equivalent

Phone/ Toll-free 800 551.7379/ 614 898.7791 Fax/ 614 898.7786 Web/ www.ngwa.org and www.wellowner.org Address/ 601 Dempsey Road/ Westerville, Ohio 43081-8978 U.S.A

The National Ground Water Association has best suggested practices designed to aid you at the job site. They are not standards, but practices demonstrated to show superior results as they were prepared by a consensus of groundwater industry professionals. There are currently 17 best suggested practices. Among those are how to treat residential water well systems with problematic concentrations of arsenic, boron, fluoride, hydrogen sulfide, iron, methane, microorganisms, nitrates, uranium, and other contaminants. The BSPs are free to members of NGWA. They are $75 each for nonmembers. Go to the NGWA Bookstore at www.NGWA.org for more information. fully rehabilitated and the equipment is back in the well—and in fact is often a state requirement. “All that piping and wiring that may have been out in the field on the ground or shop floor while you were treating the well is back in the well. That’s a good time to put some disinfecting chemistry in there,” McGinnis says. “Not even very much—15 parts per million or 100 ppm—something like that. You’re just making sure all your surfaces are disinfected.”

Common pitfalls

Even when you think you’ve selected the right chemical, mistakes happen. Failing to follow the directions on the package is a common pitfall. Either not enough of the chemical is put in the well or the chemicals aren’t left in the well long enough. “Not following the manufacturer’s recommendations is like going to the

doctor and then not doing what he tells you,” McGinnis says. “I used to work for a distributor and guys would complain the chemical didn’t work. I’d look at their applications, and they didn’t use enough of it. If you don’t do what the manufacturer recommends, then you can’t really expect it to work.” Attempting to use one chemical to fix all of the well’s problems is a common mistake many contractors make. They do so as many wells are often plugged with slime bacteria and mineral encrustations as well. Combining mineral acids and organic acids—or using a specially designed combination cleaning product—is necessary. And oftentimes the chemicals chosen are just one part of the solution. Combining the right chemicals with tailored mechanical agitation is important in providing the necessary delivery, agitation, and physical cleaning effort to ensure successful cleaning. Many manufacturers, including Design Water Technologies, Johnson Screens, and Baroid IDP, make products made to work together in a well to dissolve mineral scale and remove slime bacteria. “While it’s true we see similar problems in most water wells, water wells are not all the same,” McGinnis says. “Each well has a unique combination of plugging problems.” That’s why diagnosing the problem is so important. “It’s critical to understand what type of debris you’re dealing with because different chemicals react differently to different debris and some chemicals don’t react at all with some types of debris,” Hanson adds. “Each type of debris has to be dealt with differently so that you can be successful.” WWJ Jennifer Strawn was the associate editor of Water Well Journal from 2004 to 2007. She is currently in the internal communications department at Nationwide Insurance in Columbus, Ohio. She can be reached at strawnj2 @gmail.com.

WWJ August 2014 䡲 21

Without quality wire, it’s just another hole in the ground. How fast a hole becomes a well sometimes depends on a shipment of quality water pump cable. With distribution centers conveniently located across the US, Southwire is committed to providing quicker shipments and better customer service. Call 1-877-OEM-Wire/1-877-636-9473 or visit www.southwire.com for ordering info.

(COVER STORY)

WELL REPLACEMENT DECISIONS When is it time to replace a well? Part 2 By Michael Schnieders, PG, PH-GW, and Ned Marks, PG

nderstanding the potential influences within the watershed and area of recharge that could impact your wellfield is vital to managing the resource. The 1996 amendments to the Safe Drinking Water Act required states to develop and implement a source water assessment program (SWAP). Source water protection was designed as a proactive approach to protecting aquifers used as public water supplies.

Source Water Assessment SWAP includes development and implementation of pollution prevention practices to protect water quality within a watershed or delineated wellhead protection area serving a municipality. Key parts of a source water protection plan should include: • Identifying areas of recharge and influence • Delineating the source water protection area • Inventorying potential contamination sources Twitter @WaterWellJournl

A calibrated orifice is used to measure production capacity of an existing well as part of a preventive maintenance program. • Determining the aquifer’s susceptibility to contamination • Developing recommendations to protect the aquifer • Identifying potential contaminant pathways, including the well itself. A defined and well site-specific source water assessment program can help alleviate many regional well issues. In addition, an active program can help lessen the impact of future, unforeseen problems. Generally, most systems relied on their respective state to develop a SWAP delineation. Therefore, most systems have a standard two-mile radius circle drawn around each well in the system. When a detailed delineation is performed, it is not uncommon to reduce the downgradient portion of the area WELLS continues on page 24 WWJ August 2014 䡲 23

WELLS from page 23 of influence as well as the addition of unique surface and subsurface features to the assessment. It cannot be stressed enough that proper decommissioning of older wells is paramount in order to minimize the crosscontamination potential for both new and existing wells. While simple enough in written form, this step often requires an understanding of the watershed—and typically a lot of legwork. Identifying historical wells, industrial wells, environmental wells, old test holes, and other similar conduits to the subsurface should be a part of any detailed, site-specific SWAP.

Assessment and Design Development A new well is an expensive decision with far-reaching impacts. Prior to deciding if a new well is needed, it is strongly advised you first inventory and assess your current well— including out-of-service wells. As part of this assessment, you should evaluate the potential of the aquifer and contributing watershed. It is further advisable you meet with all the interested parties and assess the current water needs of the community. Although not all communities are the same, there are some general questions you should consider as part of the decisionmaking process: • Have you lost production in your current well or wells? • Has the water level declined? • How old are the wells? Are there any known degradation, corrosion, or damage issues? • Are you seeing any water quality changes? Do these changes reflect contamination? Changing water quality regulations? Or will the changes drastically impact your current water treatment methods? • Are you nearing or exceeding your use allotments per state-defined water rights? • Are you running the wells longer than 12 hours a day and not keeping up with demand? • Has the well or wellfield’s source water protection area been delineated and are you seeing any change in activities or can you foresee potential change? • Are there any regional changes in aquifer supply or quality occurring that will impact the current well or wells? • Have your water needs increased or are they expected to increase due to a change in population or growth of any industry? Once the decision process indicates a new well is needed, the next considerations should be location, location, location, and design. If a less than ideal location is the only option, then the criteria shifts to location, design, design, and design. The most cost effective location is the one providing the best quality water with the least chance of being impacted by nearby or upgradient influences. The design of a properly sited well can maximize the benefits of a good location. If a less than desirable location is the only option, then the well’s design plays an even greater role. The final design should be developed after a thorough and detailed testing program and

24 䡲 August 2014 WWJ

A dielectric coupler used to insulate connection between dissimilar metals, reducing corrosion.

understanding of the site. Many wells have been taken out of service because one of the most fundamental concepts of well design has been ignored. And what is that concept? A deep well is no safer than a shallow well if surface waters or waters from shallow zones are not properly sealed out. Many systems installed years before the current regulations were in place and enforced are susceptible to contamination due to insufficient grout. Historically, maximum yield was expected from the well and when multiple zones contributed to the yield, they also contribute to the quality. By going to a zone-specific design, typically better quality water is supplied to the system. A detailed evaluation of the system, aquifer parameters, and water quality needs of different users can result in better use of poor quality water. Once the portion of the aquifer being developed is identified, the next concern needing to be addressed is overpumping. Sometimes overall water quality can be improved by targeting individual zones in a given aquifer. When specific zones are utilized in an area historically where all zones have been targeted for production, it is unreasonable to expect the same pumping rate. It is best to design the new well so as not to exceed the hydraulic conductivity of the targeted zone. Detailed evaluation and assessment of water needs and uses coupled with design changes can result in reduced demand on potable wells. It is important to look at the total supply system to determine what infrastructure changes might be needed to better serve the customers and reduce long-term costs. Sometimes a smaller well can be used if system storage is increased or if blending capabilities are enhanced. High capacity pumps require bigger wells, more power, and can increase maintenance demands. Assuming a city is using 3 to 5 million gallons a year for parks and green area irrigation, the demand on the potable well system can be reduced by installing use-specific wells. Reducing the demand on the potable supply wells can result in lower operational costs, more efficient pumping systems, waterwelljournal.com

• Foregoing the use of screen and gravel pack in favor of open borehole construction resulting in repeated pump replacement and premature failure of pipe systems • Failure to isolate zones of questionable water quality impacting produced water quality with changing regulations. Many design issues can be avoided by evaluating the treatment history of the current wells and reviewing emerging trends. All too often, mistakes of the past are repeated by simply failing to learn from them. Aside from the misuse of dissimilar metals downhole, one of the main problems faced with fouled wells is poor initial well development. Development, situated at the end of well construction, is often overlooked and misunderstood. Poor or incomplete well development can impact well efficiency, water quality, maintenance efforts, and severely affect the operation lifespan of the well. Additionally, improper placement or configuration of the pump assembly can magnify poor development practices. It is strongly recommended development be discussed as part of the well design and bid process. Key issues include: • • • •

An isolation tool used as a double disk surge block to aid development efforts. The tool allows for a combination of air lifting and swabbing while pumping or injecting chemicals.

and lower replacement well costs. It can also serve to aid in conservation efforts during drought conditions. Balancing water needs with the resources available will be an important part of water management as we move into the future. There are systems today that have been successfully redesigned so that wells producing water with lower nitrate concentrations deliver to the potable system, while wells with higher nitrate levels are directed to nearby parks and green areas that historically used potable water. In time, with monitoring and nutrient management, fertilizer and application costs may be reduced significantly, while some of the contaminants are utilized and removed from the aquifer. This usage may still have to be accounted for in most states to satisfy water rights requirements, but the municipality is better served when multiple uses are evaluated. A number of maintenance and water quality issues experienced by well owners can be traced back to poor well design. Oftentimes decisions implemented to save money initially can result in increased costs of operation, maintenance, and water treatment over the life of the well. Examples of these decisions include the use of low-carbon steel in moderately aggressive water, resulting in: • The need for iron treatment at the surface and periodic patching of the well Twitter @WaterWellJournl

Clear expectations and goals of the work Outline of approved methods (multiple recommended) Minimum time and per hour cost Achievable benchmarks defined by a stepped rate test prior to turnover.

Understanding monitoring of well conditions should go beyond state and federal testing and that routine maintenance is necessary are two important realizations that should go into new well design. Through evaluation of test well data, aquifer conditions, and regional water quality, a short list of parameters should be developed to aid in tracking water quality. When included with pump efficiency and performance testing, and produced water quality treatment observations, this information can help identify fouling conditions early when maintenance efforts are often cheaper and more effective. We recommend each well be inspected annually for signs of damage, impact, material degradation, and fouling. As part of the evaluation, the well should be tested for basic water quality parameters as well as certain key tests unique to the well and aquifer, such as carbonate hardness in hard water areas. In addition, the evaluations should include well pump testing to observe, record, and calculate operational parameters for comparison with original design information and previous test data. In addition to static/pumping water levels, you should measure flow, pressure, electrical connection, and discharge water quality (turbidity, sediment, etc.). Assigning a realistic expected lifespan of the well is also an important decision. Far too often we are faced with addressing issues on wells designed with a 25-year active service life that have continued regular use for decades longer. Increased demand, tightening regulations, declining water tables, and material degradation are all realistic issues that impact the well. Accepting the well will be needed beyond its initial targeted life cycle should become a part of well design. WELLS continues on page 57 WWJ August 2014 䡲 25

FIELD NOTES

Overview of standardized geologic well logs using the USCS By Raymond L Straub Jr., PG

he last installment of Field Notes in the May issue covered well logs from a water well contractor’s perspective. This time we will consider well logging from a more standardized approach. How many of you have ever been handed a well log that read something like this?

Poorly sorted SAND (SM); calcareous; 7.5YR 6/3, light brown; dry; very dense; 177µm–250µm, fine; sub-rounded; moderate to strong cementation; few calcareous nodules

If you have never encountered a log like this, it may be hard to understand. I remember my first time reading an assembled log of this type. I understood the sand part, but everything else made no sense. I mean, does the above say the sand was put there on June 3, 7.5 years ago? How could anyone know that? I knew right when I saw my first log I had a steep learning curve ahead.

A Standard Approach

Standardization of information and approaches are required for scientific study to be advanced on a world stage, and the field of geoscience is no different. Many geoscientists practice and use their own version of logging techniques, similar to the way drillers create well Twitter @WaterWellJournl

Example of grain size analysis on an outcrop in West Texas. (Photo by Raymond L. Straub Jr., PG) logs. However, a growing number of professional geoscientists have migrated to classifying soil and rock samples using the Unified Soil Classification System (USCS). The USCS is defined by ASTM Standard D2487 as: A system for classifying mineral and organo-mineral soils for engineering purposes based on laboratory determination of particle-size characteristics, liquid limit, and plasticity index, and shall be used when precise classification is required (American Society for Testing Materials 2006).

ASTM Standard D2488 extends D2487 for field use with visual and manual tests that can be performed in the field. The USCS is a standardized system developed by Arthur Casagrande in the early 1940s and originally was designated the Airfield Classification System. After several U.S. government agencies adopted the system, it was renamed the Unified Soil Classification System in 1952 and is currently administered by the American Society for Testing Materials. The system is based largely on a comparison of grain or clastic sizes and range of the particles making up a material FIELD NOTES continues on page 28

WWJ August 2014 䡲 27

Munsell color book in the field. (Photo by Raymond L. Straub Jr., PG)

FIELD NOTES from page 27

and the material’s plastic behavior. It is designed primarily for engineering purposes but can be extended to provide necessary geological information. The system is broken into two principal regimes: finegrained material and coarse-grained material. Particles are subdivided into eight categories—starting with the coarsest and ending with the finest: 1. 2. 3. 4. 5. 6. 7. 8.

Boulder Cobble Coarse gravel Fine gravel Coarse sand Medium sand Fine sand Silt/clay.

Depending on which scale you use, the demarcation line between fine and coarse grain can be a little blurry, but for the ASTM and the USCS the line separating fine and coarse is 0.075 mm (millimeters) or 75 µm (micrometers). Coarsegrained material like very fine sand to boulders range from 0.075 mm to 1000 mm. Fine-grained material like silt, clay, and colloids range from 0.075 mm to less than 0.001 mm. Coarse-grained materials are identified and classified by particle size, particle angularity, and particle shape. Finegrained materials are classified by cohesion, plasticity, dry strength, dilatancy (reaction to shaking), and toughness. Other common descriptions shared by both types are color, moisture content, structure, and cementation.

Size

The grading of coarse-grained material sizes can be challenging. I know when I was first taught the concept of looking at the distribution of particles within a sample, it was based on sorting. A well sorted material was of uniform particle sizes. 28 䡲 August 2014 WWJ

A poorly sorted material was based on a broader assortment of particle sizes. The USCS particle distribution system is based on the term of grading and not sorting. A well graded sample has a broad assortment of particles sizes. A poorly graded sample has a distribution of uniform particles sizes.

Angularity

Coarse-grained particles are described by an additional feature: angularity. These particles can be listed as angular, subangular, subrounded, and rounded. The percentage of roundness or angularity is an indicator of the particles’ depositional history.

Cohesion

Cohesive soils like clay and silt have a tendency to stick together. Cohesion is described in the following terms—very soft, soft, medium stiff, stiff, very stiff, and hard. Cohesionless soils of predominantly coarse-grained material are described as very loose, loose, medium dense, dense, and very dense. The designation of “hard” and its modifiers are also reserved for the description of rock materials. So when you are describing fine- and coarse-grained material, remember to use the correct descriptor.

Moisture

During the process of drilling it is tempting to describe the wetness of a sample as damp, moist, or wet—but those terminologies all carry a specific meaning. “Dry” means no discernible moisture. “Moist” is described by the presence of moisture but not free of water. “Wet” is the visible presence of free water. Qualitative descriptors can be added to most terms to help describe variations between these standardized terms. The use of the term slightly indicates “less than” and the term very is used to represent “more than.” waterwelljournal.com

Plasticity

Fine-grained soils are most easily recognized by their texture and plasticity. They are characterized by a lack of grit when pressed between your fingers. Plasticity is broken into four classifications—non-plastic, low, medium, and high plasticity. The field plasticity test is based on a material’s ability to be formed into a ⅛-inch-diameter thread while applying small amounts of water to the sample. Non-plastic material cannot form a ribbon at any water content. Low and medium plastic material can be rolled with the addition of water but soon crumbles once the elastic limit is reached. Highly plastic material can be rolled into a thread and rerolled multiple times even after the elastic limit has been reached. Silts and lean clays are good examples of low plastic material and fat clays are excellent examples of highly plastic materials (State of California, Department of Transporatation 2010). A fat clay is often referred to as “gumbo mud.”

Color

Color is a major descriptor found in almost all well logs. However, not everyone sees the same color shades in the same light. The transferring of color information from place to place and person to person can be a difficult task. For instance, I might call a color “tan” and you might call it “brown.” It may seem like semantics, but color can be an indicator of depositional history, weathering, anthropogenic processes, or depositional environment. To help lessen the human error in color classification, Albert Munsell developed the Munsell Color System. The Munsell Color System is arranged by three simple variables that when combined describe all colors as hue, value, and chroma. The symbol for hue is a letter abbreviation of the colors of the rainbow or the visible light spectrum. The system utilizes predefined color chips for comparison of colors (Munsell Color Co. 2009). So “7.5YR 6/3” would be a hue of 7.5 yellow-red with a value of 6 and a chroma of 3. This color combination is the description for light brown.

Get Classification Tools in the NGWA Bookstore Go to the NGWA Bookstore to find several classification tools for use at groundwater job sites. The Guide for Using the Hydrogeologic Classification System (item #T1030) is not only a two-sided plastic card that can be used in the field, but an 18-page book explaining how to use the card to best log water well boreholes. Also check out the Geotechnical Gauge (#X723), which includes actual sand fused to the 5 ⳯ 7 plastic card. Other related items are the Field Guide for Rock Core Logging and Fracture Analysis (#X956) and the Field Guide to Soil and Stratigraphic Analysis (#X940). All can be found in the bookstore at www.NGWA.org. Munsell Color Co. 2009. Munsell Soil Color Book. Grand Rapids, Michigan: Munsell Color. State of California, Department of Transporatation. 2010. Soil and Rock Logging, Classification, and Presentation Manual. Manual, State of California Department of Transporation, Division of Engineering Services, Geotechnical Services. Raymond L. Straub Jr., PG, is the president of Straub Corp. in Stanton, Texas, a Texas-registered geoscience firm and specialized groundwater services firm. He is a Texas-licensed professional geoscientist and holds master driller licenses in Texas and New Mexico and a master pump installer license in Texas. He can be reached at raymond@straub corporation.com.

Parting Thought

Whether you are a driller or a geoscientist, your professional work product should provide information to help facilitate the understanding of the subsurface. The best way to provide useful, uniform, quality information is to adopt industry standard practices and terminology. It is never too late to be more professional. WWJ

References

American Society for Testing Materials. 2006. ASTM D2487 Standard Practice for Classification of Soils for Engineering Purposes (Unified Soil Classification System). Standard, West Coshohocken, Pennsylvania: American Society for Testing Materials.

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WWJ August 2014 䡲 29

Follow these steps when you decide it’s time to sell the business. By Tim McDaniel

t is much easier to sell a business today than it was a few years ago. After the great recession many business owners are seeing higher profits and revenue growth and the merger and acquisition (M&A) market has improved greatly. Banks are beginning to lend at levels prior to the recession and I have seen a dramatic increase in M&A activity. Even though some buyers remain cautious, others are scooping up businesses—in some cases, at a premium. If the thought of selling your company has crossed your mind, now is the time to begin positioning your business for a future sale. In a best-case scenario, preparations should begin years in advance. My neighbor just sold his house after spending 30 䡲 August 2014 WWJ

Look for Part 2 This article is part one of a three-part series on selling your business. Part 2 will appear in the September issue of Water Well Journal and focus on finding potential buyers. The series will conclude in the October issue with an article on the finer details of selling the business. months and major dollars renovating it. He told me after fixing it up he strongly considered not selling since it was so much more enjoyable. The same can go for getting your business positioned for sale. It’s often more enjoyable to come to your business when it is in its best sellable position.

waterwelljournal.com

So how do you best position your company for sale? Here are 11 strategies to consider.

1. Have a strong track record of financial performance. It is much better to sell coming off a few years of consistent high performance than trying to sell after a bad year or a few inconsistent years. The question all buyers ask is how confident are they the business will maintain or grow after they purchase it? If your company is not currently performing at a level that would attract buyers, consider the steps you will need to take to improve operations before you hang the For Sale sign. Although it may be tempting to begin winding things down, the period before the sale is the time to accelerate business activities by developing new customers, by beefing up advertising, and even introducing new product lines. To maintain healthy financials, it’s important not only to eliminate unnecessary expenses, but to step up collection efforts. Buyers don’t want to see a long list of past due accounts receivable. Plus, if those debts are collected after the sale, you may not see much of the proceeds.

2. Obtain a professional valuation. Do you really know what your business is worth or are you guessing? A professional valuation provides an objective idea of what price you can expect, and will help you gauge the fairness of buyer offers. It can reveal strengths that will help you market your business and weaknesses, while also providing time to take corrective action. It also helps you set a realistic asking price and provides support if prospects question your price.

3. Reduce your business risk. There is an inverse relationship between your business value and the required rate of return needed to entice an investor to buy your business. The level of the required rate of return is based on how much risk is associated with the business. The lower the risk associated with your business, the higher the value. You can reduce business risk with the proper focus and strategies. Once you truly understand how specific risk factors impact your value, you will be motivated to set a plan of action to reduce your business risks. Some risk areas will take years to address while others can be minimized by simply purchasing insurance or making the right hire.

4. Clearly articulate your reasons for selling. Prospective buyers will want to know why you are selling your business. Perhaps you want to retire or move on to the next stage in your life. Maybe the operation needs a new team to take it to the next level. Whatever the reason, make sure you can articulate it since buyers will naturally ask, “If the business is so great, why are you selling?”

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Learn How to Grow the Value of Your Business Head to the NGWA Online Bookstore for the book Know and Grow the Value of Your Business by Tim McDaniel, the author of this feature article. The book is a guide for business owners on how to retire with wealth as it details how to adapt an investment mindset when running a business. The book lays out a plan including information on: (1) how a company is valued; (2) steps to immediately increase the value; (3) details on the different types of buyers; (4) how to remove yourself from day-to-day operations; and (5) how to exit the business on your terms. Look for it at www.NGWA.org.

5. Have the right team in place. One important asset you’re selling is the employees who work at your company. Is your team properly trained and can they continue at a high level of performance without your presence? Are there certain key employees that need to have an employment and non-compete agreement signed before a prospective buyer will finalize a deal? It is better to get these employees under contract prior to putting your company up for sale.

6. Upgrade your company’s financial statements. If you are considering selling your company in the next couple of years, it would be wise to obtain a reviewed or audited financial statement by a reputable accounting firm. Providing comfort about your financial performance should increase the selling price and will make the due diligence process go smoother.

7. Document all of the company’s processes, procedures, and liabilities. You should have important paperwork readily available. This would include permits, licenses, incorporation papers, existing contracts, outstanding leases, debt, and other liabilities. And get a handle on how your company’s employee benefit offerings (retirement plans, health insurance, COBRA coverage, etc.) are doing because they will affect the sale.

8. Determine who is the ideal buyer for the business. Specifically, what attributes does the buyer need to have in order to complete the acquisition and successfully operate the company? What is most important to you: top dollar or someone to continue your legacy? MCDANIEL continues on page 32

WWJ August 2014 䡲 31

MCDANIEL from page 31 If you’re looking for top dollar, you need to pursue a larger company within your industry (synergistic buyer). There is a downside to a synergistic buyer because they will reduce your workforce and will obtain sensitive information during the due diligence process. Make sure you hire an attorney to protect yourself from a potential buyer using information obtained in due diligence to their advantage if they don’t buy the business.

9. First impressions of the business are important. What do potential buyers see when they first visit your place or website? The outside should be neatly manicured; the lobby well-lit and inviting. Your company should also reflect an overall atmosphere of order. Keep in mind that, in this regard, selling your business is a lot like selling your house. You want a freshly painted, uncluttered appearance.

Consider your business from an outsider’s point of view. What would you change? You may also want to ask a trusted associate or professional adviser to visit both your business’ bricks-andmortar location as well as your company website and provide you with feedback. Be sure the information on your website is current and don’t forget to conduct a search of what is being said about your company on social media websites and elsewhere on the Internet.

10. What role do you wish to have after the acquisition? Would you like a consulting contract or position for yourself and maybe other executives? How long can you stay with the company working for someone else? Most business owners have a hard time working for a boss for the first time in years. At a minimum, you should expect to stay three months after any transaction.

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11. Select your M&A dream team. Selling your business will be the biggest and most complex financial transaction you will have in your lifetime. Make sure you have experienced M&A professionals on your team. This will include a transaction attorney, a tax adviser, a valuation strategist, and perhaps a business intermediary. Each one of them has an important and specific role to play. Bottom line: You spent years building your business. When it’s time to sell, you want to receive the optimum aftertax price. It takes a great deal of time and planning to accomplish this goal. WWJ

Tim McDaniel is director of business valuations at Rea & Associates in Columbus, Ohio. He specializes in business valuation and succession planning. A recognized leader in the field, he has been involved in more than 2000 valuation engagements. McDaniel prides himself on using plain English to teach business owners the value of their most prized asset and how to increase that value. He is the author of Know and Grow the Value of Your Business: An Owner’s Guide to Retiring Rich.

Get Business Tools in the NGWA Bookstore

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32 䡲 August 2014 WWJ

Head to the NGWA Online Bookstore at the website of the National Ground Water Association when you’re looking for your next business tool to aid your business. You can find cost calculators, contracts, best suggested practices, and more. The calculators are for water well drilling, pump installation, and geothermal drilling. The calculators show you the true cost of doing business and enable you to set the profit level you need for your business to succeed. They are designed as an easy-to-use Excel workbook and enable you to plug in costs to all of the categories that contribute to your overall costs. All come with a complete user’s guide written by contractors for contractors. Visit the Online Bookstore at www .NGWA.org when it’s time to get your next business tool.

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Evolve with new technologies and experiences Why did you join NGWA? To evolve with the development of new technologies and experiences within the groundwater industry. What is the most important aspect to you of NGWA membership? Gaining knowledge from professional engineers, scientists, and manufacturers, who are each specialists within their areas of interest. What would you say to someone thinking of joining NGWA? Join this great organization, share your knowledge, and make a difference. Fred A. Rothauge, CWD, Manager of Corporate Business Development, Hydro Resources NGWA member since 1994

Find out more about what being a member of NGWA can do for you and your business today! www.NGWA.org/Membership t 800 551.7379 t 614 898.7791

2:20:33 PM

SAFETY MATTERS

DON’T MESS WITH SNAKES! Preventing injury and death from snakebites. JACK GLASS

nyone with an occupation taking them outside has come across a snake while working. Statistics vary but it is estimated as many as 5 million snakebites occur worldwide every year, and anywhere between 20,000 and as many as 125,000 snakebites lead to death. Snakes can be found in most populated areas, but warmer areas have a wider variety of species. Of course, not all snakes are venomous. Within the United States, just 5% (about 25 species) are venomous. These snakes are found in deserts, forests, basements, lakes, streams, and trees—just about everywhere. Venom is the liquid snakes inject into the body through their fangs. Venom quickly circulates through the body and is absorbed in the lymph system, where it causes severe damage to nerves and tissue. Rattlesnakes account for about 70% of venomous snakebites in the United States—and nearly all the snakebite deaths. However, only one out of 50 million U.S. citizens will die in a year from a snakebite. Oddly enough, men are far more likely to be bitten than women. The reason is men are more likely to intentionally harass a snake. A study in England found nearly every unnecessary bite (a bite resulting from intentionally interacting with a snake) was to a male and the majority of those instances involved (surprise!) alcohol. Knowing that, I can share with you the most effective method of preventing snakebites. Rule No. 1: Don’t play with snakes! When you come across a snake, you should slowly and carefully move away from it. Do not attempt to handle it or move it. 34 䡲 August 2014 WWJ

Poisonous or Non-Poisonous?

While walking, always keep looking at the ground in front of you. Listen closely for rustling or rattling. Given the opportunity, most snakes would rather slither away from you than bite you.

It is not easy to differentiate a venomous from a non-venomous snake. Many species have a pit between their eyes and some have more Red touch black, venom lack. oblong eyes. But to notice these differences would require you to Red touch yellow, kill a fellow. be in close proximity to the snake (and please don’t forget Rule No. 1). It also helps to use a walking stick or Some venomous snakes have distinc- a branch to tap on the ground in front tive markings that differentiate them of you. This will give the snake more from non-venomous ones. For example, warning to escape and give you a better the venomous coral snake and the harm- chance of seeing it earlier. Don’t forget less milk snake (also known as a scarlet to watch out for low-lying branches, snake) look nearly identical—except for since many snakes will climb a tree and the order of their red, black, and yellow drop on their prey. bands. To tell the difference, children are taught the rhyme: Caring for a Snakebite Red touch black, venom lack. There are many folk stories about Red touch yellow, kill a fellow. treating a snakebite—and many are

Protecting Yourself from Snakebites The first step in personal protection is to be aware. You should know which types of snakes are found in your area and what they look like. While you may not be able to recognize and name all of them, it may be possible to identify the poisonous ones that are most common. When walking in areas prone to snakes, wear calf-height, leather boots. Many snakebites occur at ankle height. Thick leather may prevent the fangs from penetrating. Wear full-length pants. While the fabric will not provide much protection, the shape of the leg may be hidden from the snake and cause it to miss the skin. If you must walk through an area that is known to have many venomous snakes, you should wear full-length leather chaps.

simply not true. For instance, don’t suck on a snakebite to try and remove the venom. This will not work, and it will only lead to more complications. If at all possible, try to safely capture or kill the snake. It can be sent to the hospital for identification and allow for proper treatment. Watch out! Snakes will often appear dead or unconscious, only to come around after a short while. If a snake is going to be transported to a hospital, it should be either carried in a sturdy container, like a cooler, or decapitated. If you cannot bring the snake to the hospital, the next best thing is to get a picture of it. A clear picture may be enough for emergency personnel to identify the exact species. Remember each species of snake has unique venom, and some venom will vary by location as well. Therefore no singular antivenom is available. Local waterwelljournal.com

hospitals and first aid stations should stock a supply of the local antivenoms likely to be needed. If you find you or a companion has been bitten, you should immediately do the following: • Keep the snakebite victim calm. Restrict movement and keep the affected area below heart level to reduce the flow of venom. • If you happen to have a pump suction device, follow the

The first step is to be aware. You should know which types of snakes are found in your area and what they look like. manufacturer’s directions. • Remove any rings or constricting items from the affected area in case it swells. Create a loose splint to help restrict movement of the area. • If the bite area begins to swell and change color, the snake was probably venomous. • Monitor the person’s vital signs. If there are signs of shock, lay the person flat, raise their feet about 12 inches, and cover the person with a blanket.

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Find useful safety resources online in the NGWA Bookstore at www.NGWA.org. • Get medical help right away. • Kill the snake and bring it to the hospital or take a picture, but only if it’s safe to do so. Don’t waste time hunting for the snake, and don’t risk another bite if it’s not easy to kill. Be careful: due to reflex, a snake can actually bite for up to an hour after it’s dead. Although it will be difficult, the most important task is to stay calm. This will slow down the heart rate and reduce the spread and impact of the venom. Since sites for a groundwater contractor are usually outdoors, it is likely you will run across a snake from time to time. If you follow just a few simple rules, your chance of becoming injured or dying drop to nearly zero. Keep alert, avoid contact, and wear high boots and long pants. And finally . . . Don’t play with snakes! WWJ Jack Glass, CIH, CSP, QEP, CPEA, CHMM, is the principal consultant for J Tyler Scientific Co. and has more than 20 years of experience as an environmental health consultant. He has consulted on toxic exposures, risk management, and indoor air quality. In addition, he has provided litigation support in several areas including mold, asbestos, indoor air quality, and confined space entry.

WWJ August 2014 䡲 35

ACT LIKE A SALES PRO

WHAT’S YOUR WEAKEST LINK? Stop sabotaging your sales! JULIE HANSEN

ur role in sales is actually made up of several mini-roles that fall under the general umbrella of “salesperson.” In order to be successful we have to shift from one role to the next, often on demand. One minute we’re making a cold call, the next we’re negotiating a deal, and then the next we’re following up with a current customer. It’s like being in a one-person show! But what happens when you’re not good at one of the roles? Sometimes the show limps along, other times it bombs. If you’re not performing to the best of your ability in each role, you are limiting your potential. As they used to say in the iconic game show: “You are the weakest link. Goodbye!” By identifying the roles holding you back, you can make an important move towards increasing your success as a salesperson. Here are seven sales roles and common forms of self-sabotage. See if you recognize yourself in any of them.

The Cold Caller One of the simplest forms of selfsabotage in cold calling is to avoid making the calls. Or perhaps you make the calls, but anticipate rejection or assume a lack of interest on the prospect’s part. Maybe you only call people you know are friendly, even though they provide you hardly anything in the way of new opportunities. Add to that the pressure of a manager requiring you to make a certain number of cold calls each day or week—and you may find yourself exaggerating about the number of calls you’re making, which adds a whole new layer of discomfort. 36 䡲 August 2014 WWJ

The Interviewer Asking the hard questions is the best way to determine what the client’s needs are, and if you are able to address those needs, and how you’re going to do that. Many sellers are excellent talkers, but poor listeners. This combination can result in asking questions without really “hearing” the answers. Some sellers don’t ask questions and mistakenly assume silence from the other person is the same as agreement. They may fear opening the door to conflict or not being able to answer a question. Whatever the reason, a lot of important information is left locked up inside the prospect and precious energy and time is spent doing guesswork.

The Presenter Presenting or demonstrating a product or service to a customer or a group can bring on debilitating stage fright for some. That fear can lead to avoiding meetings with groups or higher-level executives as well as under-preparing or, just as bad, over-preparing. The end result? A weak or ineffective presentation and a lost opportunity to make a compelling case for your product or service.

contact. Not maintaining consistent personal interaction puts you at risk of dropping off their radar entirely.

The Negotiator Not too many people enjoy conflict and sellers are no different in this regard. But a fear of conflict in sales can lead to a seller changing the subject at the first sign of a disagreement. Or creating a distraction. Or jumping at the first solution offered—even if it isn’t the desired outcome or in everyone’s best interests.

The Persuader The ability to assist a buyer in making a decision without being too forceful or too subtle is a huge challenge for many sellers. Too often sellers shut

Going into a call or meeting with your fingers crossed places a heavy reliance on fate and the fickle mood of the prospect.

The Entertainer The ability to establish a natural rapport and engage a prospect is critical in sales. And yet I know many sellers who fear they’re not entertaining or interesting enough. As a result, they avoid opportunities to connect with clients outside the normal business arena, like at meals or industry events. Maybe you repeatedly put off keeping in touch with customers, or more commonly, rely exclusively on virtual

down their pitch too early when the water appears to be getting a little rough. Some may resort to being too pushy, thus running the risk of turning the prospect off entirely. Either way, it makes the next role more difficult, which is . . .

The Closer In an effort to avoid the possibility of being told no, I’ve seen salespeople perform all kinds of creative, yet selfdefeating dance steps. They suggest unnecessary added steps. They offer to return with irrelevant information. They waterwelljournal.com

set up additional appointments. They wait until the weather changes. They even go so far as talking a client out of making a decision. All these added distractions amount to prolonging the sales process and putting off the inevitable yes or no. Just like asking out that hot guy or girlâ&#x20AC;&#x201D;many sellers would rather hope thereâ&#x20AC;&#x2122;s a chance than hear a definitive â&#x20AC;&#x153;Noâ&#x20AC;? and have all doubt removed. Going into a call or meeting with your fingers crossed, hoping your conversation will naturally lead to a sale, places a heavy reliance on fate and the fickle mood of the prospect. But even fateâ&#x20AC;&#x201D;and your customerâ&#x20AC;&#x201D;need a nudge sometimes. If you see yourself in any of these self-defeating behaviors, donâ&#x20AC;&#x2122;t despair. The good news is you are no longer operating on autopilot. Pick one or two roles where you want to improve and develop a strategy for strengthening that weak link. For example, cold calls your downfall? Set a timer for 30 minutes a day and donâ&#x20AC;&#x2122;t put down that phone until it goes off. Compare your results in 60 days and youâ&#x20AC;&#x2122;ll be amazed. Selfknowledge is the first step toward curing self-sabotage. Stop limiting your potential. Perform your roles to the best of your ability! You arenâ&#x20AC;&#x2122;t the weakest link. Hello! WWJ Julie Hansen is a professional sales trainer, speaker, and author. She authored the book ACT Like a Sales Pro in 2011 and has been featured in Selling Power, Entrepreneur, and Sales and Service Excellence magazines. She can be reached at julie@actingforsales.com and www.actingfor sales.com.

THE

Come to Vegas this December and be inspired at The Complete Groundwater Event! COMPLETE

GROUNDWATER EVENT

In addition to an outstanding educational lineup and hundreds of exhibitors, this yearâ&#x20AC;&#x2122;s event has an opening session not to be missed! Join Alex Bandar, Ph.D., founder and CEO of the Columbus Idea Foundry, as he presents the H2O Talk â&#x20AC;&#x153;Improving the Worldâ&#x20AC;&#x201D;One Idea at a Timeâ&#x20AC;?.

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Next up are the NGWA award presentations spotlighting the best and brightest in the industry. To round out the morningâ&#x20AC;&#x2122;s eventsâ&#x20AC;&#x201D;and get you in the mood for the opening of the exhibit hallâ&#x20AC;&#x201D; is country musicâ&#x20AC;&#x2122;s Josh Gracin. A member of the U.S. Marine Corps at the time, he skyrocketed to fame after becoming a finalist on American Idol. AWA ARDS

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WWJ August 2014 äĄ˛ 37

THE AFTER MARKET

WITHOUT ASKING QUESTIONS WHAT WOULD WE KNOW? Questions and answers are how we manage our job. RON SLEE

hen we discuss management, more often than not we’re dealing with the specifics of the operations of a department. This month, though, I want to focus on information and how we know what we know. It all comes down to our asking questions.

Open Questions In the sales process, you ask questions to determine the needs and wants of a customer. You ask questions to get your customer to explain what they’re looking for in your product or service. The type of question that applies in this case is an open-ended question. This is one that cannot be answered with a simple “Yes” or “No” and instead calls for a longer answer. Open questions might usually begin with “who, what, when, where, why, or how” and invite a person to expand on their answers. Your purpose in asking open questions is to have the person think and reflect and give you their opinions and feelings. Their answers help you hear and acquire information you want (and maybe some you don’t want). Open questions do that. In the case of management, we need to be involved in a much broader array of questions, don’t we? We need to find out things. We need to find out about the feelings and thoughts of our employees. We need to ask their opinions about processes and goals and objectives. We need to engage employees in order to develop and improve processes. After all, the people doing the work are the ones who know how to do the work the best, right? Too often a boss thinks he or she knows how to do things without really knowing. In some cases they 38 䡲 August 2014 WWJ

can appear arrogant, out of touch, and worse. They don’t deserve nor do they earn respect.

Right Kind of Questions

What is the setting in which the question is being asked? Many times we will be apologetic about asking the questions because it seems so basic, but I don’t think this is necessary. After all, we have a purpose. We are simply trying to obtain information. The person we are questioning is the one we believe has the ability to provide the information.

In order to do our jobs well, we need to be able to ask excellent questions so that our skills as listeners can be exercised. Listening is one of the most critical arts of management. Divergent Questions So let’s start with some definitions and thoughts. First of all, every question Divergent questions are more hypoand the reason for asking it should be thetical in nature. This type of questiontruthful and honest on our part. This ing can lead to improvements or means we’re not asking people to cover changes in processes or procedures. up something or do something they This can be the “What do you think?” don’t believe in. “What would you do?” and “How I also want to make it clear the queswould you do it?” type of questions. tions we pose as managers cannot be This kind of question is aimed at ignored. Answers are required. For expanding the discussion as much as reference, I suggest you take a look possible. at The Art of Asking: Ask Better Questions, Get Better Answers by Every question has a purpose Terry J. Fadem. Let me focus on a small porand a reason. There is no such tion of that book now. In business thing as a casual question. and management, there is no such thing as a casual question. Every question has a purpose and a reason. These can also be leading questions like “What do you think about doing Closed Questions this?” Sometimes the questions we ask are But be careful about asking “loaded closed-ended questions. These can be questions” or leading questions. If the answered with either “Yes” or “No” or person you’re questioning starts to beneed only a short answer. You ask these lieve you’re looking for a specific ankinds of questions when you’re asking swer, they will provide it to you—and for specific information. These can also you won’t know any more than you did be “who, what, when, and where” quesbefore you asked the questions. This is tions that require only a factual or parcompletely nonproductive and a total ticular answer. Closed questions are the waste of time. type used by lawyers in direct examinaBe careful you don’t become pretions and cross-examinations. After all, dictable with your questions and have they’re seeking specific information. people ignore them because they think This is the most direct method of they know what your questions will be. questioning to use. But you have to put this type of question into context.

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Examples of the type of leading questions I like to use begin with: “What if . . .” “Suppose . . .” “I wonder . . .” “Tell me . . .” Don’t be afraid to interrupt a discussion with an employee by asking, “What did I just say?” Many times you can see it in people’s faces they’re thinking about what they will say next rather than listening to what you are truly saying.

Results of Questions Questions and answers are how we manage ourselves in our job. Everything we do is about goals and objectives. Performance matters. In asking questions we obtain the information we need to have to do our job. We have to have everyone on the team understand and accept our goals and objectives. It is through the use of good, appropriate questions—in a style that is open and non-confrontational—that we learn how to help employees be better at what they do and help them achieve more than they thought they could. That’s what motivates me—helping people be better than they thought they were.

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I believe we can be better leaders if we can learn to ask questions in a better way and a better manner. No question about it. WWJ The time is now.

Ron Slee is the founder of R.J. Slee & Associates in Rancho Mirage, California, a consulting firm that specializes in dealership operations. He also operates Quest Learning Centers, which provides training services specializing in product support, and Insight (M&R) Institute, which operates “Dealer Twenty” Groups. He can be reached at ron@rjslee.com.

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WWJ August 2014 䡲 39

YOUR MONEY

HAVING A GAME PLAN It’s important to have a set of market guidelines to help you with your investments. WILLIAM J. LYNOTT

review of the stock market’s performance in 2013 offers a lesson in irony. With job growth sluggish at best, corporate earnings of many companies in negative territory, the partial shutdown and dysfunction of the federal government, Syria’s use of chemical weapons, and the threat of nuclear expansion in Iran, the total return of the S&P 500 was an astonishing 31.5%. Go figure. Looking back over the predictions of market prognosticators for stocks in 2013 reveals an almost total failure. I couldn’t find a single person predicting anything close to the market’s final result. With that kind of miserable performance from the pros, how can we be expected to have any confidence in their predictions for 2014? With the inability of the pros and all of their credentials, experience, and access to mountains of data to help them predict future performance, how can we as individuals expect to do any better?

noring the ups and downs of the market and what others have to say about the future. Here are some investing guidelines that will help.

$ Have specific reasons for buying and selling an investment Most experts agree you should have specific reasons for buying an investment. It’s a good idea to write down those reasons so they are clear in your mind. That will help you avoid buying on a whim or on a recommendation from a friend. Regardless of your own set of reasons for buying, chances are the conditions that affected your decision will change over time. Once you’ve established your reasons for buying a specific investment, it’s a good idea to list in advance the conditions that will signal you it’s time to sell. Once that signal is sent, take action and sell the investment.

Whatever level of asset allocation you choose it’s important to check at least once a year for a need to rebalance. In truth, we can’t. Experience has clearly shown accurately predicting what the stock market will do in the future on a consistent basis is impossible for anyone, no matter their credentials. While some pros will be lucky enough to hit it right on the nose in one year, they’re as likely to miss by a mile the next. All of this serves to illustrate the importance of developing and sticking to your own system for investing while ig40 䡲 August 2014 WWJ

$ Keep a close eye on investment expenses

Every dollar you spend on investment costs—such as mutual fund management fees or sales commissions on equity trades—is a dollar you will need to gain in investment performance just to break even. Keep a tally on those investment costs if you want to see a clear reason for keeping them under control.

$ Rebalance your portfolio annually or semiannually Most financial professionals agree asset allocation is one of the most important decisions you will make. Asset allocation is an investment strategy that

aims to strike a balance between risk and reward by dividing a portfolio’s assets according to your own tolerance for risk and your goals for performance. Asset allocation—dividing a portfolio among the three main asset classes of equities, fixed income, and cash—is a highly individual concept. Because of that, there is no simple formula that is right for everyone. A young investor with a high tolerance for risk might choose 80% equities, 15% fixed income, and 5% cash. At the other extreme, an older investor with low tolerance for risk and a shorter time window might choose 20% equities, 65% fixed income, and 15% cash. Whatever level of asset allocation you choose for this point in your life, it’s important to check at least once a year for a need to rebalance. Over time, market performance will cause a shift in value of equities and fixed-income investments, changing your asset allocation. According to some advisers, once your allocation is off by 5% or more, it’s time to rebalance to restore your desired allocation.

$ Avoid unnecessary buying and selling While the old concept of “buy and hold” is considered outdated by some, the best investment policy is still avoiding excessive buying and selling and the resulting increase in commissions and fees. If you carefully consider your reasons for making each investment, the best way to deal with nerve-wracking market volatility is to keep in mind your buy and sell rules. Unless the circumstances you considered before buying an investment have changed, the best investment decision may be to take a deep breath and carefully consider your waterwelljournal.com

choices before making a decision. Donâ&#x20AC;&#x2122;t be overly influenced by day-to-day market volatility. A common trap for investors is allowing short-term events to influence decisions that should be made only in consideration of buying and selling guidelines that are part of an overall investment policy.

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Information in this article is provided for educational and reference purposes only. It is not intended to provide specific advice or individual recommendations. Consult an accountant or tax adviser for advice regarding your particular situation.

Bill Lynott is a management consultant, author, and lecturer who writes on business and financial topics for a number of publications. His book, Money: How to Make the Most of What Youâ&#x20AC;&#x2122;ve Got, is available through any bookstore. You can reach him at wlynott@ cs.com or through his website: www.blynott. com.

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WWJ August 2014 äĄ˛ 41

ENGINEERING YOUR BUSINESS

PET PEEVES We all have them. Do you share any of these with me? ED BUTTS, PE, CPI

ust the concept of these two little words—“pet peeves”—can conjure up a multitude of beefs, complaints, and wrongdoings, can’t they? Sure, like anyone else, I have my list of pet peeves just as I’m sure my friends and family have a list of peeves about me. The use of this topic as a column didn’t occur to me until one of my favorite pet peeves reared its ugly head recently. See if you can guess which one it was.

How to Classify Pet Peeves How in the world are we supposed to classify our personal pet peeves? Do we base them on those little inconsistencies and foibles our spouse and family demonstrates? Do we simply list them on the basis of where they happen and who is responsible? Do we base them on how much trouble and lost time they cause? Or is it best to use the anonymous approach and cite them as things that just bug us for no real good reason? I think the latter is the safest and probably the easiest method to use and the one I opt for here. One thing I wish to point out is although I will cite some pet peeves I see police officers occasionally do, in no way do I wish to imply I don’t respect police officers. I sincerely do. Theirs is a dangerous and often thankless job and I am not expressing the opinion I believe every officer is guilty of the following peeves—just some of them! Before I tread any further, allow me to state unequivocally I know many of the things I do tick others off. I do not claim to be better than anyone else or without the habit of occasionally conducting one of the following peeves myself. I truly intend for the following to be a tongue-in-cheek look at the pet 42 䡲 August 2014 WWJ

peeves that seem to be common in our lives.

Driving Pet Peeves

a stop sign, on the other hand, is just plain idiocy and arrogance. There is no judgment call as you have plenty of time to realize you must stop, period. In many cases stop signs are associated with school or pedestrian zones and running a stop sign is an invitation to mow down someone who doesn’t have any defense at all. Let’s get real. School zones: First of all, let me admit to once receiving a citation for excessive speed in a school zone. Although it occurred in a rural school zone after school had let out, I cannot offer any reasonable explanation. I simply wasn’t paying attention and deserved the ticket.

This list could take up an entire column by itself. Who among us who drives has not had a peeve associated with it? Here are my favorites. Running red lights and stop signs: There are those occasions when we have all run through red lights. We might be too close to the intersection as we approach it to safely stop, and go on through. After all, isn’t that what the yellow light is for? My pet peeve involves the person who runs through the red light long after my light has turned green and I’m almost through the intersection. I don’t know how many close calls You soon find yourself standing I have had and am amazed I have in the pumphouse next to a box not been struck yet. of pump parts in pieces, with The other pet peeve I cite here is for those drivers who follow me half of the pieces missing. through the yellow light. Many is the time I have passed through a just With that said, school zones are about to turn red light in my work truck, where there should never be a reason only to see a caravan of vehicles right to speed, even though I regularly see behind me going through the same darn vehicles almost hitting children as they light. In fact, a few days ago I passed barrel through the zone 25 to 30 miles under a traffic light at the exact second per hour faster than the posted speed. it turned red, and as I looked in my Who among us would wish the grief of rearview mirror I saw four other cars causing a dead child upon anyone? hot on my bumper. What if I would have Speed traps: I don’t know about the tried to hit my brakes to stop at the yelrest of the country, but we have our own low light? I would have had at least four nice little group of speed traps out here cars driving up my tailpipe, that’s what. in Oregon. As funding for state police, The next part of this particular pet county sheriff, and city police departpeeve is reserved for those people who ments has waned due to budget and tax run stop signs or slow down but still go cuts, our boys in blue have found new through stop signs. Logically, you may ways to bolster their revenue by catchthink it is the same act as running a red ing us in the act. light, but I disagree. The most ludicrous part of this pet Running a yellow or red light inpeeve are the measures police will go volves some judgment; it is essentially a through to catch us speeding, as well as flip of the coin or timing issue. Running those on the other side will go to elude

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them. It is truly a human version of cat and mouse where the cat hides in waiting, ready to pounce on the unsuspecting mouse to issue a fat ticket. In Oregon, police are now using unmarked sports cars seized in drug busts. Not only do these vehicles provide a covert appearance, but you can be assured the average four-, six-, or even eight-cylinder vehicle won’t get away from them! Police powers: Since we’re on the topic of police, allow me to throw in my pet peeve regarding the inability of some of these brave people to follow the same laws as us. The single most abused privilege I see violated is the use of their siren or emergency lights to get them around an intersection or slow traffic. Officers may say, “I was assigned to a call, but the call cancelled once I got around the traffic” but this can’t be the case every time I have seen this happen. Let’s face it. Police officers are people just like us and subject to the same foibles and abuses we all are. Who among us could say they would not occasionally do the same thing? Not me. Passing or actually not passing: So, what about the clown who likes to play follow the leader by holding their speed to 40 mph on a 55 or 60 mph posted single-lane road and will not move over onto a side pullout with 10 or 15 cars behind them? What about when they speed up to 70 or better when the road changes to two-lane passing lanes? I’ve heard the psychology excuse many times. One theory has it the lead driver has some kind of an aversion to letting anyone get by them in life and can’t stand not to be the leader of the pack. Another one is the lead driver who is afraid to speed up on a tighter single-lane road for fear of causing an accident—but get them out on a big two-lane highway and watch them fly! One more explanation is they alone have some kind of built-in moral compass, making them believe it’s their duty to monitor and enforce the posted speed for the rest of us. I could almost buy this one, until they accelerate themselves well above the speed limit when the road changes to two lanes. Frankly, I really don’t care what the reason is. I simply wish they would observe some common courtesy and pull over to let the rest of us go by! Twitter @WaterWellJournl

Using the bike lane as a turn lane: My son told me to use this pet peeve and he couldn’t be more correct. I don’t know about every state in the country, but using a dedicated bike lane as a vehicle right turn lane is illegal in Oregon. This is one of my most visceral pet peeves. I see this violation at least two to three times a day. Beyond the simple fact it’s an illegal use of the bike lane, it is also extremely dangerous for those using the bike lane, a popular habit for many residents of Portland who lead the country in bicycle use. I have witnessed more than one bicyclist struck by a vehicle whose driver decides their time must be more important than the welfare of the bicyclist. Fortunately, the relatively low speeds involved on both parts usually avoid serious injury to the bicyclist or damage to the bike, but that’s not the point. Just don’t use the bike lane as a car turn lane!

Other Pet Peeves By now, you might be thinking all I do is complain about drivers. Well, in an effort to show I am a fair man who can also whine about other aspects of life, allow me to add a few more of my favorite pet peeves. The Friday 5 p.m. service call: This is one I have previously discussed in a past column. In this scenario, the hapless, almost always male homeowner has been diligently trying to fix his own well pump since 8 a.m. on a Friday. As the day passes, he begins to realize he has no chance of fixing this thing by himself and needs to call for help if he wishes to keep his marriage intact. So a quick phone call to the local pump repairman for assistance is placed and you soon find yourself standing in the pumphouse next to a box of pump parts in pieces, with half of the pieces missing. Without any regard to your plans on this Friday evening (or your marriage), you plow into the repair and reassembly of the pump, the control box, etc., and finally get it all back together around 9 p.m. When you try to start the pump, you quickly realize there is no power to the pump. Aha, a blown fuse was the only problem to begin with! By 10 p.m. you have already worked the equivalent of two days in one and

are ready to finally head home. As you present the invoice to the hapless homeowner for four hours of overtime, you instantly hear him raise his voice (so his wife can hear him) to complain, “You never told me you would charge me overtime! I don’t think I should have to pay this much to fix an old pump!” After another 20 minutes of wrangling over the bill, you agree to chop off $100 to simply get out of there. The hapless homeowner grudgingly pays the bill, all the while thinking he still could have done this himself given another hour or two. Honestly, do I really need to explain this one anymore? The drive-thru: This is a pet peeve I’m sure all of us have faced at least one time or another during a trip home from work. The wife asks us to “Please go thru a drive-thru on your way home and pick up something for us for dinner.” After leaving the job site, you pull into McDonalds, Burger King, or your favorite spot, and notice you’re only behind a van with one person in it. This shouldn’t be too bad, you think to yourself. How much can one person order? But as you wait your turn, you notice the person in the van is taking an inordinate amount of time placing their order. Maybe the order taker is extremely busy, you muse to yourself. You eventually order two cheeseburgers, two fries, and two Diet Cokes and observe the van is now at the pay window waiting to receive their order. When you finish placing your order, the van hasn’t moved. A song on the radio by Neil Diamond finishes and the van still hasn’t moved. “Bohemian Rhapsody” by Queen (do you have any idea how long that song lasts?) plays and the van is yet to move. The 6 p.m. news on the radio finishes and the damn van still hasn’t moved. Finally, after a wait that could only be challenged by sitting in a doctor’s waiting room, sacks and sacks of food, drinks, Happy Meals, condiments, napkins, and straws start flying out the window into the waiting arms of the one and only person in the van. As if this isn’t bad enough, the person in the van now takes inventory of the entire order while sitting at the window. After a quarter of a tank of gas in your idling rig has been consumed, the van finally ENGINEERING continues on page 44

WWJ August 2014 䡲 43

ENGINEERING from page 43

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pulls away and you go to the window to get your order of cold food. A minute later and you are gone. This pet peeve is related to courtesy. How much harder would it have been for the van driver to park their van, go inside to order, and allow those of us in the drive-thru with only a few items to get our food and leave? Given human nature, I sadly know this particular pet peeve will never change. Well, that’s it. That’s all the complaining I intend to do in this column space. Once again, as I said from the outset, this particular article is intended to be a quasi-humor piece and as a way of simply showing just how much alike we all are since I bet many of my pet peeves are yours as well. But now you can add a new pet peeve to your personal list: Over-the-hill engineers who like to whine about their pet peeves! Until next month, work safe and smart. WWJ

waterwelljournal.com

WATER WELL JOURNAL Q&A

JIM PAULHUS, F.W. WEBB CO.

im Paulhus is an excellent representative of a lifelong groundwater professional, which is why he was chosen National Ground Water Association’s Supplier of the Year in 2013. He began his career in the groundwater industry in 1985. He has worked for such varied industry leaders as Aetna Pumps as a territory manager in Rhode Island, for Sta-Rite Industries and Aermotor Pumps as a territory manager in New England and New York, and for Blake Equipment Co. as vice president of sales for New England and New York. He currently works for F.W. Webb Co. as its water systems manager for New England and New York. Paulhus is a professional who is devoted to the groundwater industry. He served on the NGWA Suppliers Board of Directors as its chair and past chair, as treasurer in the Rhode Island Ground Water Association, and has been a board member and past president of the New England Water Well Association. He says of his 28 years in the industry he is most proud of the time he has spent lobbying the U.S. Congress on groundwater issues for NGWA and the Water Systems Council, promoting awareness of industry concerns. Paulhus feels support of the industry and family are the keys to success in the groundwater supply business. 46 䡲 August 2014 WWJ

Paulhus also served his community as a volunteer firefighter for 20 years and is a retired member of the Hope Valley–Wyoming Fire District in Jim Paulhus Hope Valley, Rhode Island. Water Well Journal recently caught up with him to learn more about why he feels working in the groundwater industry is so important. Water Well Journal: What do you think were the key elements of your business practices that led to your being named Supplier of the Year? Jim Paulhus: Our commitment to customer service and product availability are two elements that set us apart. With 80 locations in the Northeast, a contractor is usually within a short drive to one of our stores. This along with a dedicated water systems sales force sets us apart from competitors. WWJ: How has your family played a key role in inspiring your life in both work and play? Jim: Family has taught me the patience needed to be successful in both work and play. I’ve been known as not the most patient person in the business and

Jim Paulhus of F.W. Co. in Cranston, Rhode Island, was the NGWA Supplier of the Year in 2013. (Left) With wife Diane at the Coast Guard House on Narragansett Bay, Rhode Island. He and Diane have been married for three-and-a-half years. (Right) He and Diane played at the Gatlinburg Golf Course while on vacation in Gatlinburg, Tennessee. they have been instrumental in changing that behavior. My family has been supportive in all the aspects of my professional and personal life. Without this support a person cannot have the balance needed to succeed in all aspects. I’m truly blessed with a great family, friends, and industry coworkers who care about a person. WWJ: What industry trends do you see coming to the groundwater industry? Jim: I see the industry moving more to the “electronics” aspect of groundwater. More constant pressure systems are being installed as demand for these systems increases every year. WWJ: How has the pump industry changed since you started? Jim: There are certainly fewer contractors than when I started 30 years ago. This is a result of retirement, ownership changes, and consolidation. The same waterwelljournal.com

can be said for manufacturers and distributors too. WWJ: What do you think are the key factors that have made your company an industry leader? Jim: Our motto is “Every Customer Counts” and we live by that slogan. Our employees are motivated to get it right the first time–every time. WWJ: What do you think are the key elements of maintaining a good contractor-supplier relationship? Jim: A key element is a relationship that fosters a partnership between a contractor and supplier. This relationship allows you to discuss common goals that benefit both companies. I also advise our salesmen to listen to the customer. A salesperson’s ears are his most effective tool. WWJ: What are some of the biggest advances you’ve seen in the pump industry over the last few years and what advances do you see coming in the future? Jim: Obviously the explosion of constant pressure drives for the residential market. While constant pressure is not new in municipal applications, the introduction of drive technology in the residential market has reinvigorated the industry. I believe we will see technology become a bigger part of this industry. WWJ: What is some of the key information contractors need to supply to design the right pump for the job? Jim: We always ask the basic questions first: capacity and depth of the well, number of people, size of the residence, appliances, etc. What are the critical needs of the end user? That’s what you need to know to properly design a system. WWJ: What advice do you have for groundwater professionals experiencing a slowdown in the industry? Jim: Diversification is the key. Expanding your offerings to customers such as a yearly maintenance contract can bring added revenue to you. Water treatment is another area that can set you apart from your competition.

Twitter @WaterWellJournl

Want to Become a Certified Sales Professional? If you’re a supplier in the groundwater industry, consider earning a Certified Sales Professional designation from the National Ground Water Association’s voluntary certification program. The designation is specifically intended for supplier and manufacturer owners, operators, and employees. Earning the CSP designation is a remarkable way to demonstrate your commitment to enhancing industry professionalism and providing good customer service. In order to be eligible for the Certified Sales Professional designation, you must: Certified ®

Sales Professional • Be a groundwater industry manufacturer or supplier. • Be at least 21 years of age. • Have 24 consecutive months of employment specific to water systems and/or drilling operations.

There are two exams available to take, covering different processes: • Drilling operations • Water systems There are two designations of Certified Sales Professional: • CSP I—means you’ve passed one exam type with a score of 70% or better on the exam. • CSP II—means you’ve passed both exam types with a score of 70% or better on each exam. The designation is prestigious: There are professionals residing in just 19 states who have the Certified Sales Professional designation. Of those, only nine have taken and passed both of the exams with a score of 70% or better and have been declared a Certified Sales Professional II. Certified Sales Professional designations must be renewed each year. Part of the renewal process is accumulating seven continuing education points each year. How can you get them? • Conventions/expositions—one point per day attended (state, regional, or national shows) • NGWA Delegates Meeting—one point per year • Workshops, conferences, or training schools—one point per hour of instruction • Safety meetings—two points maximum per year • High school career day presentation—one point for each hour of presentation • NGWA McEllhiney Lecture—one and a half points for attending • Writing an article for a groundwater-related publication—two points maximum (proof required) • Community services—one point for each presentation (talks, films, slide shows, etc., regarding the groundwater industry) • Participation in an NGWA webinar—one credit per webinar. • Presenting an NGWA webinar—two credits per presented webinar • Attendance at qualified industry eight-hour refresher course (OSHA/MSHA)—three points per year. For more information on the CSP designation, go to NGWA’s website at www.NGWA.org/Professional-Resources/certifications-exams/Pages/default.aspx. WWJ: Have you seen any major changes in legislation or regulations that have affected the industry? Jim: More states are either passing legislation or enacting health rules regulat-

ing the water well industry. Pump and well drilling licenses are becoming more commonplace. While this puts an added burden on contractors, in the end PAULHUS continues on page 48

WWJ August 2014 䡲 47

PAULHUS from page 47 it protects the end user. As a supplier, along with contractors, we provide products that bring the essence of life— potable water—to the world.

employees that have an interest in the distribution side of the water well market. It’s not a glamorous industry but extremely rewarding in relationships. On the contractor side: Do you conduct OSHA training yearly?

WWJ: How important of a role do you think product education plays in proper pump design and placement? Do you feel it should be included as part of groundwater continuing education courses? Jim: Absolutely. You should know the product that you use in any application. Manufacturers and distributors offer training at various times throughout the year, and contractors should take advantage of this free training. As the old saying goes, knowledge is power.

WWJ: Why do you think being involved and active in organizations like NGWA is so important? Jim: NGWA is our national representative for the industry. Being part of NGWA gives both contractors and distributors a voice and an ear for what is happening in the market. The opportunity to network at regional shows and the national shows are important to your future as a groundwater professional.

WWJ: What do you think are the critical issues facing those working in the water well industry? Jim: Workplace safety is always a critical issue. On the supplier side: Is your sales staff familiar with the MSDS sheets in your office? Are your warehouse and delivery staff trained in workplace safety? The need is real for new

Lana Straub, with a background in the legal and financial aspects of small business, is the office manager of Straub Corp., Stanton, Texas, an environmental and water well drilling firm owned and operated by her family for more than 50 years. She can be reached at Lana@StraubCorporation.com.

Participate in the Supplier Incentive Program If you’re a contractor, ask your supplier if they participate in the National Ground Water Association program that allows suppliers to share the benefit of attending the NGWA Groundwater Expo at a reduced rate. It is a great way for suppliers to show their customers appreciation for their business. And suppliers, your lists of customers who will be attending the Expo on your behalf is due to the Association on October 1, 2014.

WWJ

Start earning your higher learning degree today—and save!

Abilene Christian University 877 723.1131, ext. 3148

Attention NGWA members — you and your immediate family* — can now save 10% on tuition and a waived application fee at select online universities.

Howard University 877 398.3064

Case Western Reserve University 877 807.7824, ext. 4745

Marylhurst University 866 665.4182 Norwich University 800 460.5597, ext. 3169

NGWA’s newest member benefit allows you to earn your higher learning degree online at select universities — and at a savings. For more information on the universities listed here, degrees offered, and to enroll, visit www.NGWA.org/b2u or call the phone numbers in the right column. * Defined as spouse and dependent children.

Pepperdine University 877 615.0148 Rochester Institute of Technology 888 907.2808, ext. 3167 University of Alabama at Birmingham 877 830.7369, ext. 3329 Washington State University 877 960.2029, ext. 3310

Partners in providing you a new NGWA member benefit. 48 䡲 August 2014 WWJ

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Coming EVENTS Factors Affecting Public-Supply-Well Vulnerability to Contamination: Understanding Observed Water Quality and Anticipating Future Water Quality (online brown bag session). FREE to NGWA members. (800) 551-7379, fax (614) 898-7786, customerservice@ngwa.org, www.NGWA.org

August 4

Learn what measures are important for understanding—as well as anticipating—the quality of water pumped from individual publicsupply wells. Reducing Problematic Concentrations of Fluoride in

August 20 Residential Water Well Systems (online brown bag

session). FREE to NGWA members. (800) 551-7379, fax (614) 8987786, customerservice@ngwa.org, www.NGWA.org This session summarizes the key steps in assessing and treating the presence of fluoride in residential water well systems.

What Makes a Good Seal . . . Beyond the Grout Study August 26 (webinar). (800) 551-7379, fax (614) 898-7786, customerservice@ngwa.org, www.NGWA.org This session provides a summary of the Nebraska Annular Space Research Task Force findings and presents emerging technologies on water well rehabilitation of the grout interval of existing wells.

Georgia Association of Groundwater Professionals 2014 Well Show & Exhibit Savannah, Georgia. www.georgiadrillers.com

September 6

Protect Your Groundwater Day (800) 551-7379, fax

September 9 (614) 898-7786, customerservice@ngwa.org, www.NGWA.org/PYGWD

Use this day to show how you do your part to protect one of our most important natural resources—groundwater.

Reducing Problematic Concentrations of September 17 Microorganisms in Residential Water Well Systems (online brown bag session). FREE to NGWA members. (800) 5517379, fax (614) 898-7786, customerservice@ngwa.org, www.NGWA.org This session provides background information regarding microorganisms in groundwater and recaps the procedures for reducing microorganisms in residential water well systems.

Optimizing the City of Fresno’s 260-plus Well System (online brown bag session). FREE to NGWA members. (800) 551-7379, fax (614) 898-7786, customerservice @ngwa.org, www.NGWA.org

September 24

Learn how the City of Fresno (California) Water Division utilized an extensive SCADA system—not only to operate the many wells located throughout the city, but to also optimize that system to provide the most water for the least amount of energy. Ground Water Protection Council Annual Forum

October 6–8 Seattle, Washington. www.gwpc.org/events

National Rural Water Association WaterPro Conference

October 6–8 Seattle, Washington. http://nrwa.tumblr.com/waterpro October 10–11

driller.org

Empire State Water Well Drillers Association Fall Meeting Mount Morris, New York. www.nywell

50 䡲 August 2014 WWJ

Reducing Problematic Concentrations of Iron and Manganese in Residential Water Well Systems (online brown bag session). FREE to NGWA members. (800) 5517379, fax (614) 898-7786, customerservice@ngwa.org, www.NGWA.org

October 15

This session provides groundwater sampling and treatment options for successful treatment of iron and manganese in water well systems.

IGSHPA 2014 Technical Conference & Expo Baltimore, Maryland. www.geoexchange.org/news/ igshpa-2014-technical-conference-expo

October 15–16

California Groundwater Association Annual

October 16–18 Convention and Trade Show Riverside, California.

October 19–22

wellguy@groundh2o.org

2014 Geological Society of America Annual Meeting Vancouver, British Columbia. www.geosociety.org/

meetings/2014

Oregon Ground Water Association Fall Convention Redmond, Oregon. (503) 390-7080, fax (503) 3907088, nancy@ogwa.org

October 24–25

South Carolina Ground Water Association Fall Meeting Beach Blast North Myrtle Beach, South Carolina. scgwa@sc.rr.com, www.scgwa.org

October 25

November 6–7

Indiana Ground Water Association Convention Michigan City, Indiana. (317) 889-2382, www.indianagroundwater.org/files/IGWAnews_

June2014.pdf

2014 Ohio Water Well Association Annual Convention and Trade Show Columbus, Ohio. www.ohiowaterwell.org

November 11–12

Reducing Problematic Concentrations of Nitrates in

November 12 Residential Water Well Systems (online brown bag

session). FREE to NGWA members. (800) 551-7379, fax (614) 8987786, customerservice@ngwa.org, www.NGWA.org This session discusses groundwater analyses and treatment options for elevated levels of nitrates, as well as the health effects of elevated levels of nitrates.

NGWA Workshop—Groundwater Quality and Hydraulic Fracturing: Is There a Connection? Pittsburgh, Pennsylvania. (800) 551-7379, fax (614) 898-7786, customerservice@ngwa.org, www.NGWA.org

November 13–14

Discuss sampling, monitoring, and research approaches to evaluate the connection of shallow groundwater quality and hydraulic fracturing.

*Dates BOXED in red are National Ground Water Association events. *Dates shown with are events where the National Ground Water Research and Educational Foundation’s McEllhiney Lecture will be presented.

waterwelljournal.com

Industry NEWSMAKERS ACHIEVEMENTS

Partridge Well Drilling Co. Inc. in Jacksonville, Florida, received a total score of 100% in its safety assessment performed on a job site for JEA (Jacksonville Electric Authority), the seventh largest community-owned electric utility in the United States and one of the largest public water and sewer utilities in the nation providing electric, water, and sewer service to more than 400,000 customers in northeast Florida. Partridge Well Drilling was told only one other JEA contractor has achieved this since the beginning of JEA’s current safety program.

Atlas Copco has been ranked seventh by Newsweek Green Rankings, one of the world’s foremost corporate environmental rankings of the 500 largest publiclytraded, global companies by market capitalization. Newsweek Green Rankings uses data from Bloomberg’s Professional Service, which includes sustainability information from more than 5000 public securities and the Carbon Disclosure Project, an international nonprofit that helps companies measure, disclose, manage, and share vital environmental information among themselves. ANNIVERSARIES

Givens International Drilling Supplies Inc. in Corydon, Kentucky, celebrated 20 years in business on June 4. President and Owner Susie Givens founded the company in 1994. She has 31 years of domestic and international experience in the manufacturing and sales of products in the mineral extraction industry. Among the industries 52 䡲 August 2014 WWJ

Givens International Drilling Supplies Inc. President and Owner Susie Givens (sitting) founded the company in 1994.

the company serves are water, coal, gold, copper, oil, and horizontal directional drilling. Givens served on the National Ground Water Association Suppliers Division Board of Directors and is currently on the Department of Transportation/Occupational Safety and Health Administration Subcommittee. She also served as a roundtable discussion leader at the NGWA® Groundwater Expo and Annual Meeting.

HammerHead Trenchless Equipment, a manufacturer of underground pipe installation and rehabilitation solutions, celebrated its 25th anniversary on May 9. Hammerhead is a global designer and manufacturer of piercing tools, bursting systems, pneumatic hammers, and horizontal directional drill tooling. NEWS ON THE WEB

A new website is available for Flint & Walling Inc. (www.flintandwalling.com) featuring a user-friendly design. The website offers easy-to-use menus featuring the company’s brands and products, as well as information on its online sizing program, support, distributors,

and background. Four language options are also available—English, Spanish, French, and Chinese. Flint & Walling currently manufactures a full line of water pumps under the brands of Flint & Walling, Wolf Pump, Zoeller Pump, Zoeller Engineered Products, and Clarus.

lists quickly and easily. Featuring their Hoffman and Schroff branded products, the site features a customer-first design and is available in English, French, German, Russian, and Spanish for the initial launch. This is the first in a series of phased launches throughout 2014 for the new and truly global site. Rollout for future phases will include enhancements and expanded content in Chinese, Japanese, and Portuguese. BUSINESS GROWTH

Altra Industrial Motion announced it has launched www.AltraPumps.com, a new website that offers the global pump industry convenient access to Altra brands and products critical to all types of pump applications. The pump industry website is organized into pump solution product categories including Sure-Flex couplings, DuraFlex couplings, and Torsiflex-i couplings; jaw, disc, and grid couplings; belted drives; overrunning clutches and backstops; and gear drives and gear motors. Product photos, features, benefits, and specifications are included for each Altra brand product.

Pentair Technical Solutions announces the launch of a new website—PentairProtect .com—that will provide a user experience through intuitive navigation, easy search features of their extensive product lineup, and a “Request for Quote” tool that allows users to create project

WaterFurnace Renewable Energy Inc. and NIBE Industrier AB of Sweden announced they have entered into an arrangement agreement pursuant to which NIBE will acquire 100% of the outstanding shares of WaterFurnace by way of a plan of arrangement under the Canada Business Corporations Act. NIBE is an international heating technology company. Operations are organized around three business areas—NIBE Element, NIBE Energy Systems, and NIBE Stoves. Founded in 1983, WaterFurnace is a manufacturer of geothermal heat pump heating and cooling solutions in North America. The company’s product offerings include a range of geothermal heat pumps, smart control systems, hot water storage tanks, and indoor air quality solutions. Products are marketed under the WaterFurnace and GeoStar brands in North America, and the WFI brand via a joint venture in China. WaterFurnace achieved net sales of $119 million in the financial year 2013. waterwelljournal.com

Taking DELIVERY Gus Pech Celebrates Building of 200th Hydraulic Operated ‘Super George’ Bucket Rig Gus Pech Mfg. Co. Inc.’s 200th hydraulic operated “Super George” bucket rig went out on May 9 to Gingerich Well & Pump Services in Kalona, Iowa. The company’s bucket rigs are truck-mounted and feature a turntable designed to excavate largediameter wells. Gus Pech built a prototype in 1972, and in 1973 made all its operations hydraulic with hydrostatic systems. Before that, gears, clutches, and sprockets were used. The company now custom builds rigs to fit what customers want. Gus Pech also builds auger/rotary, sonic, and geothermal rigs. The Iowa-based drilling equipment manufacturer patented an early version of the technology in 1876. Cris Collins and his brother, Gregg, co-own the company they bought from their father, Robert Collins, in 1986. Their grandfather, W.O. Collins, a salesman, bought the company from the widow of its namesake, Gus Pech.

Batten Receives Failing 1500 from Higgins Rig

This Failing 1500 mounted on a Ford was sold to George Batten of Bryan, Texas, by Higgins Rig Co. of Hodgenville, Kentucky.

AMS Delivers to Atlas Geo-Sampling in Atlanta Atlas Geo-Sampling of Atlanta, Georgia, took delivery of a new 9510 VTR PowerProbe from AMS Inc. in January 2014. Pictured is driller Sammy McDaniel on a site in Atlanta. Twitter @WaterWellJournl

Big Beaver Drill Rig Sent to Orange, California Higgins Rig sold this Big Beaver drill rig to Don Harrington Jr. from Orange, California. Higgins Rig has been dedicated to the water well, oil, gas, and mining industries for more than 25 years.

Richardville Drilling Purchases 9510 VTR PowerProbe from AMS

Richardville Drilling Co. Inc. of Evansville, Indiana, took delivery on a new 9510 VTR PowerProbe from AMS Inc. in February 2014. Pictured is driller and part owner Scott Richardville.

Just made a deal you’d like to see in print? Mail photos and a brief description to Water Well Journal, Mike Price, 601 Dempsey Rd., Westerville, OH 43081, or email mprice@ngwa.org.

WWJ August 2014 䡲 53

Featured PRODUCTS Solinst Delivers Accurate Laser Marked Water Level Meters

HCT Well-Klean Raises Bar in Well Rehabilitation

Mincon Eliminates Foot Valve from DTH Hammers

The Solinst Model 101 P7 water level meter features a submersible probe and durable PVDF flat tape. The tape has accurate laser markings every 1/100 feet or each millimeter, certified traceable to national standards. Its thick dog-bone design reduces adherence to the sides of well casing. The tape has high tensile strength, abrasion resistance, and electrical efficiency. The P7 Probe allows submersion to 1000 feet, ideal for depth to water, as well as total well depth measurements. The sensor at the tip of the probe provides consistent measurements in wells, boreholes, tanks, and even cascading water—with almost zero displacement. www.solinst.com

Herc Chem Tech LLC has released Well-Klean—an enhanced acid catalyst/corrosion inhibitor claiming to move more than twice the scale in half the time over most competitive products. Its program begins with a well assessment followed by well specific recommendations incorporating chemistry, energy, processes, and procedures. Well-Klean allows for the use of powerful acids along with biocides, and chemical synergy to remove the maximum debris out of the well, gravel pack, and strata—quickly, safely, and without corrosion. Well-Klean is produced in six locations throughout the United States and Canada and is available as a concentrate or pre-blended with acid. www.hercchemtech.com

Mincon Group’s new MQ range of hammers runs industry-standard drill bits without the need for a foot valve. Mincon saw a need in the market for a range of highperformance DTH hammers that could run industry-standard shanks, while eliminating the weakest part of DTH bit design, the foot valve. In addition to eliminating the foot valve, engineers were able to optimize energy use giving performance increases over the comparable Mincon hammer that runs a foot valve. This optimized air flow and efficient exhausting also allows the MQ range to drill more efficiently when water is encountered in the borehole. www.mincon.com

Ergodyne Expands Head Protection Line with Two New Bump Cap Styles

Sandvik Adds New Models to DTH Hammer Series

New Smart Device App Available for Solinst Leveloggers

Sandvik Mining has added 6-inch and 8-inch models to its growing RH460 DTH hammer family.

The Levelogger App Interface allows wireless communication between your Levelogger water level dataloggers and your smart device. The App Interface simply threads onto the end of a Levelogger’s Direct Read Cable, and is paired with your smart device running the Solinst Levelogger App. Using the Solinst Levelogger App, you can start and stop your connected Levelogger, download logged data, view real-time data, and program your Levelogger with a linear, event-based, or scheduled sampling regime. Downloaded data logs and real-time data can be saved and viewed on your smart device and emailed back to your office directly from the Solinst Levelogger App. www.solinst.com

Ergodyne announced two enhancements to the popular Skullerz Head Protection Line, including a 30 mm “micro-brim” option on the Skullerz 8950 Bump Cap and new high visibility lime color option on both the 8950 and the 8960 Bump Cap with LED lighting technology. The new super-short brim (in addition to the current short 50 mm and long 80 mm brim lengths) provides maximum visibility and field of vision for workers in tight spaces. The highvisibility color addition (besides the current black and navy) makes workers better able to be seen. www.ergodyne.com 54 䡲 August 2014 WWJ

The 6- and 8-inch hammers reduce costs, increase penetration rates, and prolong service life in more drilling applications. Sandvik is also introducing 4- and 5-inch RH460hp hammers that are airefficient, high-pressure models designed to operate at 450-500 psi. The high-pressure hammers are well-suited for Sandvik DR500-series rigs and the new Pantera percussive drill platform. The RH460 family optimizes the impact-energy transmission in variable ground conditions. Enhanced air cycle improves expansion and compression rates, producing more power while reducing air and fuel consumption. www.sandvik.com/en

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