01.03.2012
CWS Gazette - January 2012
Busier Architects Mean More Construction
We've been looking for positive economic news in the constuction sector for quite some time. One leading indicator of construction activity can be found in the billings of architectual firms -- changes in billings are reflected as construction activity typically within twelve months. The American Institute of Architects' (AIA) New Projects Inquiry Index" showed an impressive increase to 65 points in November -- with 50 points being no change in month-to-month billings. Design billings for commercial/industrial and multi-family residential showed increases, while other project types did not garner increases, suggesting that a recovery in residential construction is at least one year away.
As far as regional differences are concerned, the stongest architectual billings came in the South and Midwest. Meanwhile Northeast billings were flat for November and those in the West showed a small decline.
“This is a heartening development for the design and construction industry that only a few years ago accounted for nearly ten percent of overall GDP but has fallen to slightly less than six percent,” said AIA Chief Economist Kermit Baker, PhD, Hon. AIA. “Hopefully, this uptick in billings is a sign that a recovery phase is in the works. However, given the volatility that we’ve seen nationally and internationally recently, we’ll need to see several more months of positive readings before we’ll have much confidence that the U.S. construction recession is ending..”
Click here for
AIA White Paper.
Selling More Washout Service
Your job, in selling concrete washout waste removal is to "map" your service to your customer's specific need. One of the most consistent marketing mistakes we see is a failure to truly focus on one or two key benefits, instead talking about the nuts and bolts of what you do -- they don't care! Let's consider a hypothetical builder who has never used concrete washout service despite your repeated attempts. You may have introduced yourself as offering an environmental protection product. If he hasn't bought yet, what does that tell you? Quite possibly that he doesn't see himself as a buyer of "environmental protection." In fact, he might find "environmental protection" a nuisance or worse!
With jobsite safety on nearly everyone's mind, you might instead offer him the reduced liabilty benefits of CWS. "The last thing you need is somebody tripping on pump spoils. I'll give you a free trial. If you don't agree it keeps the jobsite cleaner, neater and safer, I'll pick it up at no cost. If you do use us, since we treat the materials and recycle you have lower cost and lower liability." Over eighty percent of free trials convert to a paying customer based on our conversations with providers across the country.
Builders need you. It's your job to cut to the chase in all your communications with a few clear benefits.
Make More Money, Keep More Money with Porta-Vac
We've talked about sales techniques to make more money. Now here's how you can save big. The 300 gallon Porta-Vac allows a single truck to vacuum and haul a washout container, which reduces your costs giving you maximum flexibility. Since the Porta-Vac can be fitted to any roll-off body, it protects your investment not only in itself but also in your trucks. If you've ever had a down truck, you know the value of flexibility. For CWS founder, Mark Jenkins, the Porta-Vac has meant remarkable cost savings as his previously busy vacuum truck sits idle while a single truck and driver now does the work of two! This product requires some customization. Don't let procrastination cause you to have to wait extra months to start saving. Contact us today to find out more.
Quotes
"Water and air, the two essential fluids on which all life depends, have become global garbage cans."
-Jacques Yves Cousteau
"Architecture is the art of how to waste space."
-Philip Johnson
07.25.2011
CWS Gazette - Summer 2011 Edition
Porta Vac: The Concrete Washout Hauler's Brand New Friend!
If you're looking to add to your bottom line, we can help.
The blue Porta Vac seen on the top of the roll-off body.
Your easiest opportunity for profit in the current business environment is to reduce costs and pocket the savings. Luckily, that is exactly what the Porta Vac is designed to do. Engineered from the start for extra-heavy
concrete washout use, the Porta Vac is a self-contained vacuum tank that rides along on your roll-off truck, right in front of a Concrete Washout Systems bin.
Now you can pull up to the job, vacuum, and lift the washout bin with any roll-off truck -- the cable runs underneath the vacuum allowing easy pick-up. WHAT A TIME SAVER! Elk Grove Waste has used it extensively for 2 weeks and have saved approx 16 Hrs vac truck time. When you don't need it, either forklift it off or hook the cable up and lower it off the truck.
The model shown sells for $11,599 and has a capacity of 285 gallons. It can pay for itself in reduced truck time, fuel, tires, wear and tear in as little as 3 months.
Quick and easy vacuuming in under five minutes.
Having vacuumed, it's time to load and go.
Critical Tips for Email Marketing Success
Consumers increasingly prefer to be reached via email. Don't you prefer to deal with vendors on your schedule, with minimal interruption at a time where you can effectively decide what warrants your attention? When you consider that implementing an effective email marketing promotion can also save you big money, email promotion almost certainly deserves more of your attention. While email mail marketing can be relatively inexpensive, don't take it lightly -- a sloppily-constructed, senselessly self-promoting email can do much more damage than good, especially when you consider just how many people may be receiving it. Below we give a few of our best tips for email promotion.
Tips:
1) Our first tip is a reminder. Do not spam (send unsolicited emails to new prospects). Build an Opt-in list where each member explicitly agrees to receive promotional messages from you. Existing customers don't need to "opt-in" as you already have an existing business relationship. It's critical that email "blasts" sent to many members should not be sent via your existing email client (the same way you send day-to-day emails). Use a third-party vendor such as Vertical Response or one of their many competitors or risk having your email effectively shut down.
2) Get your "From" line right. If you are contacting a prospect directly from your email client, such as Outlook, it's especially important to make sure that your account is configured to display your company name properly -- not just your first and last names.
3) Pick a GREAT subject line that garners attention by specifying benefits for your customers. If that isn't challenging enough, keep it to under 50 characters. Think to yourself, "If I received an email with this headline, would I care?" If you wouldn't, they don't either. Did you know that over 50% of recipients decide whether to open an email based solely on the subject line?
4) Create a complementary pre-header. The first line of text, before your headline should entice the reader by telling them what is special about this communication as well as drive home the necessity for timely action. For example, "15% off and free rush pick-up ends Thursday."
5) Maintain momentum with a powerful, graphically appealing headline that says as plainly as possible what you are offering and what you want them to do. By rotating a variety of special offers you can take advantage of the fact that different offers will appeal to different customers at different times.
U.S. EPA Construction General Permit Update
We would like to thank all of those that submitted comments on the EPA's Construction General Permit draft. The current permit (2008) will expire on February 15, 2012. We are hopeful that our collective voices will be heard and that several important improvements will be made. We recommend letting your customers know that some changes to the permit are in the works. The following link is the EPA website for the Construction General Permit. We'll keep you posted.
EPA General Construction Permit
Quotes:
"A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty."
-Winston Churchill
"Opportunity is missed by most people because it is dressed in overalls and looks like work."
-Thomas A. Edison
01.06.2011
Welcome 2011 Edition - CWS Gazette
Concrete Washout Systems of Hawaii Expands to Meet Demand
Michel Gallafent of CWS Hawaii hasn't a single bin to spare at the moment. "We're on a lot of military projects, the new Disney resort, University of Hawaii West Oahu, Honolulu rail project and the Kroc Community Center. We've been fortunate that the State of Hawaii consistently requires effective concrete washout measures implemented on the job site," reported Michel.
"It's great to see their success," said Mark Jenkins, President of Concrete Washout Systems. "What an interesting list of large public sector, large-scale private and charitably-funded construction projects. It shows that, at least in some markets, there's a real opportunity for washout providers to service these jobs. I would guess that these particular clients might be very sensitive to the negative exposure that comes with construction site pollution."
Booming business comes despite a new competitor recently entering the local Oahu market. "We were a little concerned when we got our first competitor in town, but the few customers we lost initially are coming back to us because we offer much better service. We've made some recent changes with the addition of zone pricing, but our pricing remains as it's been: $350 for a service and $500 a month rent. We're lucky to have two great drivers keeping the customers happy and we've got two new Mack trucks being currently outfitted with vacuum tanks to go along with our 12 new bins we've ordered," Michel told us.
Volume Discount Special!
CWS is extending and improving it's best discount ever: buy a full truckload (6 or more containers) and save $250 per container! Order now to lock in our best discount ever.
Offer good through February, 2011.
World of Concrete -January 18-21
Las Vegas Convention Center
Booth Number: C6321
This year’s World of Concrete promises to be the most environmentally-focused to date as the industry explores ways to reduce legal exposure—in particular, storm water pollution runoff. As in previous years, we welcome you to visit us in the booth and tour the show, which inevitably has the latest and greatest equipment and techniques on display. We have a limited number of show passes that we’re pleased to offer our customers.
Let us know if you we can set aside one or more for you!
Click here for World of Concrete Attendee Info
Flat Forecast for Commercial/Industrial Construction
The Associated Builders and Contractors (ABC) have projected that commercial and industrial construction will remain at 2010 levels in 2011. "The bottom line is the nonresidential construction recession is largely over, but 2011 will be associated with grudgingly slow progress,” reported ABC's Chief Economist, Anirban Basu. ABC's forecasts suggest that public financed construction will remain flat, while privately financed construction will see a very small decline.
Quotes o' the month:
Nine-tenths of wisdom is being wise in time.
Theodore Roosevelt
All lasting business is built on friendship.
Alfred A. Montapert
09.20.2010
September 2010 CWS Gazette
Bins at work at Sacramento International Airport -- we're guessing they tired of the kiddie pools in the background!
In this issue of the Gazette:
- Top CWS Sales Tips -- including email marketing!
- A resource to locate storm water consultants and track regulatory changes
- An invitation to World of Concrete
- Earn thousands the easy way with CWS Referral Rewards
- A brief update on two CWS providers
Sales Tips
Among your most frequently asked questions are those revolving around improving the sales process. We hope that this guide will bolster your selling efforts.
Keep it simple! We hear from end-users time and time again that they are busy and that keeping a control on costs is critical. This means that your sales pitch must be succinct and must address the prospects top benefits very early in the conversation. Here are some ideas on how to approach new prospects.
Ask your prospect questions to discover what they value and sell them that very thing by tailoring your response with one of our top three selling points:
1. Cost savings – always mention how use of your CWS products saves them money. So often site superintendents will say, “I’m not paying anything for that now. Why should I start now?” Push back! Not only could an EPA inspection potentially expose the customer to many tens of thousands in fines, disposing of washout waste in a landfill is expensive and labor intensive. What does the guy operating the loader make?
2. Tidiness and convenience – it’s not always a priority with site superintendents, but for those that value it, we offer a superior solution. If you’ve ever seen a jobsite littered with the aftermath of concrete pump trucks washout, you can appreciate that they represent, at minimum, a safety risk due to tripping.
3. Compliance – superintendents do not like to be told what to do. Never threaten your customer! When selling the benefits of storm water pollution prevention, many resent that they are being told yet another thing they “must” do. In cases like this, you may have success selling what they don’t have to worry about anymore, i.e. “We save you time and money and take care of it! If you’re concerned with price, I’ll get a container out here for a week for free. You’re going to love it.”
Email and Web Marketing
Be careful not to spam prospective customers! If you send unsolicited emails you run the risk of having your email shutdown! If as few as two in a thousand emails you send are marked “spam” by recipients all your outgoing mail may be blocked (technically, your domain is blacklisted and it will be very time-consuming and costly, if not impossible, to undo the damage).
We recommend calling your customers and confirming that it’s okay that you send them promotional (or other types) of email.
Also, and this is important, do not send mass emails through your normal email for the above referenced reasons. Instead, use an email service bureau (e.g.
http://www.verticalresponse.com). There are many to choose from and they are relatively easy to use and inexpensive.
Spec it!
Having CWS specified by architects and consultants is a great way to increase sales. Are you making the most of this opportunity? With construction activity down, this is the time to make the acquaintance of the top consultants in your area. In many instances, there are even opportunities with the unemployed -- just touching base, offering to keep your “ears open for work” is a positive enough experience to influence their behavior in the future. After all, if you offer to help “however you can” when times are tough, doesn’t that set you apart?
Several websites make finding local consultants easy, such as
http://www.cicacenter.org (which incidentally, also contains links to local, state and federal regulatory agencies.
To find consultants in your area (
http://www.cicacenter.org/consultselect.html),
click here.
What’s up with other CWS providers?
Congratulations to Steve Carter of S.H. Carter, a waste and recycling operation, in Greenville, South Carolina who tells us he’s just had his best revenue month ever. Steve manufactured a skid mounted vacuum tank so one roll-off can do “double duty.” He tells us it works great for now, but he anticipates he’ll outgrow it someday as his washout business continues to grow.
Larry Shaub of Concrete Washout Disposal in Newark, Ohio stumbled into an unpleasant discovery. Larry bought used vegetable oil – oil basically just strained out of the deep fryer. Larry gave a coat of the stuff to his washout bins and when the bins came back full of washout, low and behold, nothing much cared to move. Not only that, the overspray on the bins and trucks had collected dirt and dust and was behaving more like glue than a lubricant. Larry, good luck and keep us posted on your progress.
Regulatory News
Did you know that construction on Indian land within the United States must conform to the Federal EPA Storm Water Standards?
Several states are revising their construction permits, e.g. Oregon, Connecticut. If you’re unsure when your permit is up for review, be sure to consult your regulatory agencies and make sure you weigh in early and often on the importance of the state mandating that a sealed, water tight container be used to contain concrete washout – below grade pits simply cannot handle the rigors of the construction site.
Federal EPA permit is up for review as well. CWS along with some of you (special thanks to CWS Colorado) have been lobbying for changes to the Federal BMP to be as described above
World of Concrete, Las Vegas, January 18-21, 2011
As always, we would love to catch up with you at this year’s World of Concrete. We have a limited number of free passes to offer CWS providers. Please let us know if you can make it and mark your calendars.
Referral Rewards!
Do you have thousands of dollars in your contact list? Refer potential service providers to CWS and you could be eligible receive thousands of dollars from CWS when your qualified leads purchase their first containers. Some restrictions apply.
It’s this easy -- comb through your contact lists for your best candidates and:
1. send them an introductory email about offering CWS products and copy us ()
2. Or simply send us a list of quality leads and we’ll do all the legwork and be eligible for 50% of the "introduction" rate. We’ll do the rest and, hopefully we’ll be sending you a check before long!
Referral Rewards Rules: Offer only valid for new leads provided September 15, 2010 through January 15, 2010. In the event that a prospect is received from two parties independently, only the first referring party is eligible for referral rewards. For each new licensed CWS provider you refer, we’ll pay you $100 for each container in their first order (up to $1,000). Referrers can receive separate rewards for multiple referrals. Initial purchase must be made within twelve months of the original referral date.
01.06.2010
January 2010 Gazette - Strange Tales from New Jersey
Haftek Concrete Washout Systems in Manhattan
New Jersey Concrete Washout Operator Says, “Ponder This!”
If the construction slowdown has gotten you down, imagine paying your drivers eighty dollars an hour. By the way, if you need him for an hour, you pay him for a full day. Time and a half or double time on weekends, holidays and, of course, after eight hours. He gets his birthday off --
with pay! What do you suppose costs like this mean to the consumer? Costs within Manhattan are approximately three times higher than service in New Jersey.
What if you needed to cope with three years of forms, prodding of government officials and hassle to get a state permit for your water treatment system? You need to be a state certified laboratory as well – a four year process! Roger Haftek, who operates 64 CWS containers out of Paterson, New Jersey has faced and continues to face some of these challenges while serving northern New Jersey and Manhattan, including the high-profile World Trade Center project.
As part of their ongoing marketing effort, Haftek sends out approximately 200 pieces of mail, Monday through Friday, promoting the benefits of proper disposal of concrete washout waste. Even so, Roger reports that his most effective marketing tool is a free trial offered by a himself or his son to the superintendant at the construction trailer office. Roger estimates that about three-quarters of those that receive a free trial love the product enough to continue on a paying basis, while a quarter just take the trial in the expectation of getting something for nothing and leaving it at that.
J.R. Haftek, Roger’s ongoing paving and excavation company was started over 30 years ago and provided a perfect training environment to start a CWS operation in a challenging and unique business environment. It’s for the best that Roger serves his local area – most of us wouldn’t even know where to start.
Federal EPA Update
Recent staff changes at the EPA have sent CWS and some of our highly-motivated customers into action (thanks to Rich Jeffrey and Jack Hagaman) with phone calls and letters intended to help the EPA provide appropriate guidance to state agencies. The U.S. EPA recommends best practices to states that are generally inclined to codify the recommendations into state (or local) regulations. In California, the State Water Resources Control Board, issues a general construction permit not-so-simply titled, “National Pollutant Discharge Elimination System (NPDES) General Permit for Storm Water Discharges Associated with Construction and Land Disturbance Activities.” (See article below for further details). Your state’s NPDES permitting may be handled by a state EPA, DEQ or DEP.
Out with the Bad; In with the Stimulus Projects. (Happy New Year)
It’s still a challenging environment for all sectors of the U.S. economy and construction-related businesses -- such as yours and ours -- have been particularly hard hit. There's good news in that your business is likely to benefit from increased environmental regulation (and enforcement) and the large-scale stimulus projects that must comply with federal regulations – and are often very concrete intensive. Take a look at the link below to see state-by-state breakdowns of stimulus projects, dollars awarded, dollars received, etc. The vast majority of funds still have not yet been paid. For example, in California, roughly only twelve percent of funds have been paid.
Stimulus funds report:
http://bit.ly/5lsbrQ
A Good Sign in a Bad Economy
While 2009 was one of the worst years for the construction industry since the Great Depression, there is evidence that your choice of CWS products puts you well positioned to benefit when the economy starts its inevitable recovery. As more providers come online, lobbying regulators and enforcement agencies to perform their environmental protection duties, we believe a critical mass will be reached – meaning a rapid adoption of the methods pioneered by you and CWS! Consider this: to date CWS has managed to expand into twenty three states and two countries! Most recently we’ve welcomed Concrete Washout Disposal of Newark, Ohio; N.A.T. Transportation, Inc. of Bradner, Ohio; D.D.S. Constructors of Rochester, New York; and A Track Out Solution of Las Vegas, Nevada.
California Update
Much lobbying by CWS and (Ted Honcharik) of the California State Water Resources Control Board with respect to the General Construction Permit has resulted in very little improvement to the general permit with an indication that the next general permit will contain more favorable language. CWS had lobbied very vigorously that the permit specify that concrete washout be prevented from contaminating water and soil by
being contained in a portable watertight container.
You may wish to model your local or state lobbying efforts on this letter from CWS’ Mark Jenkins to the Water Board:
http://bit.ly/91QviW
Our review indicates that there is very little improvement in the permit from our perspective. However, there is this small indication that may help set the tone for the next permit that will probably emerge in several years.
From the General Construction Permit: “The Board should consider Numeric Limits or Action Levels for other pollutants of relevance to construction sites, but in particular pH. It is of particular concern where fresh concrete or wash water from cement mixers/equipment is exposed to storm water.”
All 285 pages of the General Construction Permit:
http://bit.ly/6qnvoR
World of Concrete February 2-5, 2010
Join CWS, Jack Hagaman and Roger Haftek at the World of Concrete. CWS will be exhibiting in the Central Hall of the Las Vegas Convention Center this year and we would like to see you there. We have a limited number of passes to the show available for our customers. Let us know if you can make it.
Got Equipment?
Those looking to start a new concrete washout business up and running usually are looking to minimize their start-up costs. Let us know if you have equipment for sale and we'll happily put them in touch with you.
Quotes
"The pessimist sees difficulty in every opportunity. The optimist sees the opportunity in every difficulty."
Winston Churchill
"Always go to other people's funerals, otherwise they won't come to yours."
Yogi Berra
08.03.2009
August 09: Waste Expo, Protecting Your Equipment, The Shocking Truth About Jack Hagaman
A prospect at Waste Expo
Waste Expo 09
As you might well imagine, attendance was off significantly at this year's Waste Expo held at the Las Vegas Convention Center -- only the South Hall was needed. Nonetheless, most of the major exhibitors, were present. Attendees showed interest in "environmental" products, especially those they thought might be involved in Federal Government stimulus projects. Large concrete pours -- for bridge, road work, airports and other infrastructural jobs -- are your best opportunity for revenue with the housing market in the midst of one of the worst slumps in decades. Some of you have reported pending bids for as many as six stimulus projects. Keep us posted on the outcome of your pending bids.
Save Money, Operate Safely and Efficiently -- Your Liner is Key
As a large proportion of your CWS investment, the value of your containers must be preserved. The liner that is sold with each of your containers wears seven times better than the steel that it protects! When you consider that even the liners show wear after a few years, you realize that the underlying sides and container bottoms need to be protected from wear as they are a structural component! To maintain the function, safety and value of your containers, clean and maintain your liners regularly.
Great container to your door for less than before!
CWS has recently added manufacturing capacity that has increased quality while keeping costs at the same or lower price. Since freight costs typically represent a significant portion of the total per unit cost to you, we’ve added East Coast manufacturing capacity in the anticipation that the reduced freight costs can be passed directly to you. Additionally, some design and manufacturing modifications should add to the container durability.
News on Steel Costs: Prices are forecast to increase in the near term, likely raising container costs fifteen percent.
Jack Hagaman -- the Shocking Truth
You may recall our rather effusive praise for Jack Hagaman of CWS Colorado in the May Gazette. Well, as some of you are quick to remind us, we don’t know everything. We received the following from Jack’s boss, Rich Jeffrey.
"Joe-
I read with great interest your comments about Jack Hagaman, and how he has single-handedly made CWS Colorado a booming success.
While we have enjoyed a modicum of success here in Denver, we have not accomplished all of our goals, particularly those goals in the revenue growth area.
I now see that Jack has spent more of his time blowing smoke up corporate skirts than he has spent in the field, cultivating our customer base. Having recently re-imbursed a $1200.00 expense report, filed as he returned from a 7 day boondoggle to Las Vegas, we have determined that we can no longer afford the services of a self-promoting ego maniac like Jack Hagaman.
We are a team of selfless individuals, trying, as a team, to make something special here. We have no time to promote the aggrandizement of one person, no matter how great he thinks he is.
Thank you for highlighting the obvious for us.
Regards,
Rich Jeffrey"
With relief, we realized the date: April Fools!
Water Treatment System Pump Alternative
CWS water treatment system has two alternative pump types: the standard centrifugal pump (swimming pool pump) or a new stainless steel sump pump. For warm weather concrete washout operations, we recommend sticking with the standard pump. Cold weather applications may want to consider their specific need before selecting pump type – the stainless sump pump adds about $100.
Quote of the Month
“It is said an Eastern monarch once charged his wise men to invent him a sentence to be ever in view, and which should be true and appropriate in all times and situations. They presented him the words: ‘And this, too, shall pass away.’ How much it expresses! How chastening in the hour of pride! How consoling in the depths of affliction!”
-Abraham Lincoln
03.24.2009
March 09: World of Concrete Success, Regulatory Update, Sexy New Products
CWS DOUBLES ITS WORLD OF CONCRETE IMPACT
How do you increase awareness of the CWS solution? It helps to be in front of the major players in related fields. To this end CWS is a member of many industry associations, including the American Concrete Pumpers Association (ACPA). Our very active participation (and advertising) with the ACPA led directly to a CWS container being displayed under a pump in the CIFA USA booth at the World of Concrete. While the show attendance was down markedly from prior years, we can tell you that CWS has never had more interest. Many of you received end-user leads shortly after the show. Interest was surprisingly high throughout the Great Lakes region, especially Minnesota, and throughout the East Coast. We would like thank Jack Hagaman of CWS Colorado for visiting (and working!) both CWS locations at this year’s World of Concrete. We continue to build interest in the proper handling of washout waste.
Let us know if you can attend the shows that we attend -- generally we're able to offer free admission.
REGULATORY UPDATE
Speaking of Jack Hagaman... Jack is quite an expert in various parts of our industry -- from sales to lobbying the state and local regulators to operating in a cold weather climate. Jack's persistent efforts at educating state and local officials -- most recently at the Colorado Department of Transportation Environmental Storm Water Conference -- are paying off with the Colorado Department of Transportation (CDOT) that has approved prefabricated washout containers. Additionally, CWS is a recommended Best Management Practice (BMP) listed in the CDOT Storm Water and Erosion Control Field Guide. Great work, Jack! This development, combined with the recent Cal Trans specification shows that we are getting tangible results at the regulatory level. It's a good idea to be in touch with your state highway agencies, Jack expects to hear news on "eight or nine stimulus projects sometime in April."
Minnesota has taken the lead with the most stringent state concrete washout guidelines within their general construction permit. “All concrete chute rinse water on NPDES/SDS construction storm water permitted sites must not be discharged onto the ground.” Click
this link for a PDF of concrete washout guidelines.
The California Water Board will issue yet another draft of the General Construction Permit. CWS (and Ted Honcharik) made significant recommendations in the previous round. Next revision is due in early summer with the Water Board looking to finalize the permit by the end of the year. Our sources tell us not to expect major changes to the language regarding concrete washout specifically, however the Water Board is adopting a general approach that promises to increase enforcement. By and large, elements are being removed from the SWPP and being put into the General Permit which makes enforcement much easier for regulators. Polluters can no longer point to their SWPP and argue that they made a good-faith effort. Discharges will be simply illegal irrespective of Best Management Practice (BMP) employed. You may access the California Water Board's permit page by clicking
this link
SEXY NEW PRODUCTS
Sexy? Maybe we've been in the industry too long. Nonetheless, there are some new CWS products that we would like to introduce.
CWS now offers for sale an affordable, lightweight and yet very durable catwalk work platform. This catwalk provides pump operators and mixer drivers an excellent work platform to washout their equipment. It easily fits on any CWS concrete washout box and can be moved forward or backward to best accommodate the user. A pin holds the catwalk in place to discourage theft. The CWS catwalk is available for $ 195.00 plus shipping (without fancy paint job). Please allow 4 weeks for delivery. The busy season is almost upon us so don’t delay -- get your CWS catwalk today!
Also CWS has in stock rubber door seals for $4 per linear ft. and liners $250 each plus shipping.
For Paint washout CWS offers the most effective and safe latex paint remover for all of your paint washout needs. This product comes to us through extensive research and has proven to remove latex paint like MAGIC!!!
Now we all know that CWS has the most cost effective, environmentally compliant washout containment system known to man. Nonetheless there does come a time EVERY ONCE IN AWHILE that one of our customers finds themselves in a desperate situation where they have forgotten to order a CWS container for their jobsite. When this happens, CWS can still be there to help. We now are a distributor of the ENVIRO SAC washout bag.
This bag comes in two sizes , one for mixers, with a holding capacity of 1 or 2 washouts. The second one is primarily for the use by pump operators. We recommend that if a customer finds themselves in a jam, they should pull out their emergency bag and remain compliant. REMEMBER, it is not OK to release the water that is contained in the bag. Make sure they keep your number handy so they can call for an environmentally safe vacuum service. Let the experts take care of the caustic waste water!
Make more money with the Stacker! The CWS Stacker, introduced at the last CWS World Congress, allows one truck and one driver to do "double duty" by stacking and hauling two ramped washout containers on one truck. With costs being what they are, this may be the piece of equipment that earns its cost as quickly as any in your yard.
WEIGH IN ON THIS LIGHTWEIGHT COVER
The concept drawing above depicts a solid, molded plastic cover. Do you think this product would be useful to you? Among the benefits are the potential to haul a load without vacuuming and keeping rainwater and other debris out of the container. Please take a moment and email any thoughts on you may have regarding the cover (or anything else for that matter) to (Click name to email).
QUOTES
“There are three kinds of men. The one that learns by reading. The few who learn by observation. The rest of them have to pee on the electric fence for themselves.”
Will Rogers
01.09.2009
January 09: Promoting End Use, Shovel-Ready Projects, Resolutions
PROMOTING BIN DEPLOYMENT: WOC 2009
We're kicking the year off with a dual presence promoting bin use at World of Concrete -- click to visit our
event section to learn more. Come by and see us at the show!
NEW YEAR, NEW PRESIDENT, NEW OPPORTUNITIES
"Shovel-ready" is the buzzword for on-deck projects that could benefit from president-elect Obama's economic stimulus plans. And, the good news is, many of these projects are bridge and highway infrastructure efforts -- i.e., projects that will require a lot of concrete.
For example, the American Association of State Highway and Transportation Officials released its
compilation of $65B worth of infrastructure projects, many of which are improvements and repairs to existing roads and bridges that could start employing people within 90 days. States leading the list of ready-to-go projects include Florida, Texas and California, with $7B, $6B and $5B wish lists, respectively. Other states looking for $1B or more in funding for immediate projects include New Jersey, New Mexico, Georgia, Arizona, Utah, North Carolina and Ohio.
Besides the bridge and highway funding, stimulus money could also go for airport repairs and expansion projects. The Airports Council International has prepped a list of $1B worth of runway repairs for consideration.
With government money committed to such projects, maintaining EPA standards for concrete waste management will, of course, be essential.
To read more on the projects on deck, visit
this link.
RESOLUTION TIME?
Forget losing weight or getting in shape! How about some resolutions for your CWS business in 2009 instead? Here are a couple of ideas you might find valuable:
- brush up on local NPDES regulations -- and get involved with local enforcement (for more info about NPDES, see
an earlier Gazette article on the subject).
- get involved with LEED requirements and the USGBC -- (click his name to email him) has previously requested input from CWS operators, and is always refining the agenda for his Stormwater Summits.
Do you have other ideas for resolutions that your colleagues might appreciate? Send them along to .
LEGAL NEWS
As you may have heard, CWS has been granted several Court injunctions prohibiting operators who have not complied with the terms of their licenses from using or renting out their bins. To ensure all CWS licensed operators get the full benefit of the operating agreements they've established with CWS (and the rights they're paying for), all licensees
must comply in full with all the terms of their agreements. CWS will take all steps necessary to enforce its contracts, and terminate the licenses of operators who do not comply. We believe this is absolutely crucial in order to protect the rights of CWS operators who
do comply with their agreements.
We hope that this will be good news for the vast majority of our licensed operators who have faithfully complied with their agreements. If you have any doubts about your own compliance, please don't hesitate to contact Joe Capko (email: ) for clarification (and, if necessary, guidance on how to become compliant). (To ensure clear communication on both sides, please send your questions in writing -- and we will respond in writing as well.)
QUOTE OF THE MONTH
"I skate to where the puck is going to be, not to where it has been."
- Wayne Gretzky
11.09.2008
Oct/Nov 08: Coming Changes Bode Well for CWS Operators, More EPA Fine News
Click the image for video of Toll Brothers CEO Robert Toll and Hovnanian CEO Ara Hovnanian discussing possible stimulus plans to boost new home sales with CNBC's Maria Bartiromo.
NEW HOME OWNERSHIP STIMULUS PACKAGE PART OF OBAMA'S AGENDA?
There are signs that the Obama team's plans for the economy could include efforts to reignite the new home construction industry. The CEOs of Toll Brothers and Hovnanian spoke with CNBC about the need for the next administration to encourage renewed demand for housing, in addition to immediate plans to address foreclosures.
The National Association of Home Builders is actively promoting a demand-side component to the next stimulus legislation. Such a stimulus could take the form of increased tax breaks for home buyers, stronger mortgage backing from the FHA.
Noting that annual new home sales in the US now hover around 450,000, versus 1.2 million just a few years ago, David Lee Smith of Motley Fool predicts that a stimulus for the demand side of the housing market will be part of President Elect Obama's agenda. "The form that this stimulus might take is clearly open to debate, but it seems that the need is unassailable," writes Smith. [To read the full article, click
here.
PRESIDENT ELECT OBAMA'S AGENDA INCLUDES PUBLIC WORKS INVESTMENT
Public works investments in infrastructure like roads, bridges and airports seem all-but-guaranteed to be part of the next president's fiscal planning. CWS believes such programs represent a huge opportunity for its operators over the coming years, as local governments tapping federal funds will need to adhere to all EPA regulations for containing concrete wastewater. (As those of you who participated in our survey know, infrastructure projects have been a key revenue stream for our most successful operators.)
Many news outlets have reported that nationwide investment in infrastructure is expected to increase dramatically under the new president. To read a bit more on the subject at Bloomberg, click
here.
REMINDER: SPEC SHEET AVAILABLE FOR YOUR SALES EFFORTS
As mentioned in previous Gazettes, CWS has prepared a sample spec sheet that you can use in your sales efforts. Since the spec was based on a sample from CalTrans, it could be helpful in securing business related to new infrastructure projects in your area. Email us at if you would like a copy.
MASSACHUSETTS DEVELOPER FACES $157K EPA FINE FOR STORMWATER VIOLATIONS
EPA announced in September that a Massachusetts developer faces a penalty of up to $157,500 for discharging polluted storm water from his construction site. After an inspection, EPA determined that Peter Galuszka had been discharging storm water containing silt and sediment from the Oasis Drive site since construction began there in 2004. The EPA complaint recently issued alleges that Mr. Galuszka did not apply in a timely manner for coverage under the National Pollutant Discharge Elimination System (NPDES) General Permit for Storm Water Discharges from Construction Activities, as required by the federal Clean Water Act.
To read the complete EPA press release, click
here.
NORTH DAKOTA DEVELOPER SETTLES ON $15K FINE WITH EPA; EPA CITES USE OF FINES AS DETERRENT TO VIOLATORS
The EPA announced September 30 that it had reached an agreement with David J. Paulson and the Northeast Ridge Development Company in which the company will pay a $15,000 fine for unauthorized discharges to wetlands adjacent to Lake Elsie, near Hankinson, ND. In addition to the fine, Northeast Ridge is responsible for all costs necessary to restore the impacted wetlands.
“EPA is taking this action to deter future violations of laws that protect North Dakota's water resources,” Michael Gaydosh, EPA's Assistant Regional Administrator in Denver, said in the press release announcing the settlement.
To read the complete EPA press release about the fine, click
here.
QUESTION OF THE MONTH
Can I sell my bins to another CWS operator? How about to a company that hasn't yet started a washout operation?
Because all CWS operating agreements include geographic limitations and other restrictions, it's important to refer to your contract before entering into any agreement to sell your bins. When in doubt, the safest way to ensure a sale is permitted and won't result in a violation of your contract is to contact us before proceeding. For more information on this subject, contact Joe Capko via or phone at (916) 607-0005.
QUOTES INSPIRED BY THE SEASON
It often takes more courage to change one's opinion than to stick to it. - Geoffrey Abert
Progress is impossible without change, and those who cannot change their minds cannot change anything. - George Bernard Shaw
Change is the law of life and those who look only to the past or present are certain to miss the future. - John F. Kennedy
Got a question or quote you'd like to see here? Please send it to .
HAPPY THANKSGIVING FROM EVERYONE AT CWS!
09.11.2008
September 08: More Enforcement News, Special Operator Survey, Help Us Contact Local Officials
VERMONT LATEST STATE WITH DEVELOPER WATER POLLUTION IN THE SPOTLIGHT
Continuing the national trend towards greater environmental law enforcement, Vermont may see EPA taking over its stormwater management if they continue to fall short of Clean Water act requirements. Click to read related reporting from Burlington Free Press was published
August 15 and
August 31
CWS SALES AND MARKETING SURVEY!
We're conducting an operator survey to learn what works best in the field. Once we have the results compiled, we'll distribute them to the participants, so everyone who contributes can learn from what's happening in other markets. Please help us by contributing! (Your responses will be kept completely confidential -- we will only report aggregate results.)
Click the link below for the survey:
Confidential CWS Licensed Operator Sales and Marketing Survey
HELP US HELP YOU WITH LOCAL REGULATORY OUTREACH
As mentioned in previous Gazettes, CWS has contacted our state and local water authorities here in California, to continue to bring attention to the problem of concrete washout pollution. Working with our stormwater consultant John Hall, we can also contact local Water Board, DEQ, or other appropriate regulatory agencies on your behalf if you would find this helpful.
To take advantage of this option, please email the agency you'd like us to contact, along with any contact information you have available, to Joe Capko ().
QUESTION OF THE MONTH
Q: One of the major ready mix companies in my area has a policy that forbids their drivers from washing out in our bins -- they're instead required to use reclaimers installed on the trucks. This makes it hard to sell our services into sites where this ready mix company is the concrete provider. Any ideas how to sell better in this situation?
A: These situations are never easy. Reclaimers typically represent a significant investment, and it will be hard to convince your local ready mix to abandon equipment they've paid dearly for (especially in the current economy). At the same time, though, there are still compelling financial reasons for a job site to utilize a CWS operator in this situation. Most obviously, the reclaimers can't service pump trucks or stucco or masonry equipment that is also on the job -- and, failure to contain washout waste and wastewater from these sources carries the same hefty fines as for illegally washed mixers.
The bottom line is the bottom line. Keep the focus on economics. Besides being unable to provide full washout services on a job site, reclaimers are often unreliable and costly to maintain. A job site operator is taking a big financial risk by relying solely on their concrete vendor's reclaimers for concrete waste management. Keeping CWS on the site is really inexpensive in comparison to the potential costs of accidental non-compliance. Plus, there are often hidden costs for job site managers -- "environmental charges" and the like -- because companies using reclaimers must pay for costly extra driver time.
QUOTE OF THE MONTH
"Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude."
- Thomas Jefferson
Got a question or quote you'd like to see here? Please send it to .
07.25.2008
August 08: Roads & Bridges, Congratulations Ted H, Welcome New Sacramento Operator
ROADS & BRIDGES AWARDS: GREEN ADVANTAGE
Are you working on a road or bridge construction project? Such projects are becoming more important to many construction related businesses as the residential development market slows. What's more, there's more pressure than ever for these projects to be "green" -- which means your presence on these job sites can bring positive attention to them.
If you're involved with a highway or bridge construction project that's high profile, consider submitting it to Roads & Bridges magazine's annual awards. They select their top ten best each year for profiling in the magazine and online -- providing valuable exposure to contractors involved.
Awards nomination deadline is September 1, 2008. For more information, visit this link:
Roads & Bridges Awards Nomination Form 2008
LOOKING FOR MORE CONCRETE PAVEMENT BUSINESS?
CWS has created a spec for transportation planning officials to help define how concrete washout services can be included in their project plans. Our spec was based on information provided by CalTrans (California's transportation department), a recognized leader in green project planning.
If you'd like a copy to help you in your local selling efforts, please contact us at
MORE ENFORCEMENT NEWS
Last month, EPA levied fines on several of Hayden, Idaho's utilities and contractors for violating the Clean Water Act. Non-compliant concrete washout activities were specifically mentioned. Read more on EPA's site at this link:
Idaho Utilities Fined by EPA for Clean Water Act Violations
CONGRATULATIONS, TED HONCHARIK AND PACIFIC TANK LINES
Congratulations to CWS operator Ted Honcharik, whose company Pacific Tank Lines was recently named "Carrier of the Year" by Chevron.
WELCOME, ATLAS DISPOSAL: NEW OPERATOR IN SACRAMENTO TERRITORY
Atlas Disposal joined the CWS operator network last month. A local Sacramento area waste hauler, Atlas will now add the CWS solution to its menu of job site services. Atlas will be participating in a region already served by Elk Grove Waste -- helping to ensure CWS's full penetration of the market.
QUESTION OF THE MONTH
Q: What do I need to know about NPDES permits?
NPDES, or National Pollution Discharge Elimination System, is a permitting process to ensure compliance with the Clean Water Act. In most states (45 out of 50), the state determines the exact requirements for compliance. Because these permits include requirements for managing concrete washout waste and wastewater, monitoring your own state's permitting process is critical to your business.
In most states, the permit requirements are reevaluated and rewritten every three to five years. Whether your state currently has aggressive compliance requirements -- or very weak requirements -- you can help your own business (and the local environment) by staying informed and involving yourself in the process. As reported last month, CWS has been working with the California State Water Board to ensure that the damaging effects of concrete pollution are fully understood. We have also recently contacted the Georgia Department of Environmental Quality and the Georgia Governor’s Office to ensure awareness of the issue of concrete pollution.
For more information on how you can bring attention to concrete washout issues in your state, feel free to contact Joe Capko at or Mark Jenkins at
Quote of the month:
"A lie makes it half way around the world before the truth has a chance to get its pants on."
- Winston Churchill
06.30.2008
July 08: YouTube, EPA News, Major Haftek Job, Territory Reminder, Financing, Influencing Regulators
CWS VIDEOS NOW ON YOUTUBE
Two of CWS's videos -- our introduction for builders and contractors, and our spot from "The Environmental Channel" providing an overview of the concrete washout problem CWS solves -- are now available on YouTube. Check them out at:
CWS YouTube Video. (Special thanks to Reef Mowers of American Concrete Washouts for this excellent suggestion.)
BIG FINES FOR HOMEBUILDERS PUT SPOTLIGHT ON INCREASING EPA STORMWATER ENFORCEMENT
Increasing EPA enforcement of the Clean Water Act signals a growing opportunity for CWS and its licensed operators.
In the latest major example of tougher enforcement, four of the nation's top ten home builders -- KB Home, Richmond American, Centex and Pulte -- agreed in June to pay more than $4 million in EPA fines. The builders acknowledged that they violated the Clean Water Act because of inadequate stormwater protection programs at their construction sites in 34 states around the country. Concrete washout waste was one of the common water pollutants cited. Both the EPA and leading homebuilding executives have indicated that they expect the decision to lead to much greater attention to stormwater protection among all builders. The homebuilders involved in the settlement have already committed to extensive stormwater training for employees, as well as more detailed pre-project planning to control pollution.
This latest settlement comes on the heels of a $1.3 million fine levied on Home Depot in February for water pollution at new store construction sites. Wal-Mart was cited several years ago, and dramatically improved its stormwater policies as a result. Several local CWS operators have benefitted from opportunities to help Wal-Mart properly manage concrete waste and wastewater at its big-box store construction sites.
HAFTEK CWS LANDS HIGH-PROFILE PROJECT
Congratulations to Roger Haftek of Haftek CWS, whose company began work on one of the nation's most-anticipated construction projects last month. Haftek CWS is providing concrete washout services for the World Trade Center rebuild project in New York City.
REMINDER: YOUR CONTRACT DETERMINES YOUR OPERATING BOUNDARIES
If you became a licensed CWS operator before late 2007, please remember that your contract defines a specific geographic area in which you are authorized to offer the CWS solution -- and, by contract, you are permitted to offer the service only in your defined territory (unless a one-time exception is specifically granted by CWS).
New operators who joined in 2008 are part of the "CWS 2.0" program, which is much less geographically restrictive. Your contract does indicate some areas in which you are not authorized to offer service, but you may operate in
any area that is not explicitly excluded.
We offer a conversion option for operators who'd like to take advantage of the 2.0 program and immediately expand their operating area. Please contact Joe Capko at or (916) 607-0005 for more information. Please also contact Joe if you have any questions about what area your current contract permits you to serve.
WELCOME DIANE WILLIAMS
CWS welcomed Diane Williams to the team as our controller last month. She is your primary contact for billing-related questions. Her impressive background includes more than 10 years experience in construction accounting, including experience with general contractors, sub-contractors and environmental contractors. If you'd like to introduce yourself to Diane, please feel free to drop her a line at .
NEW FINANCING RESOURCE
CWS has established an additional financing relationship with 1st Source Bank for operators making large bin orders. They're experienced in construction and environmental finance and can pre-approve loans for convenience. Contact Diane Williams, CWS Controller, for more information about this exciting new option.
QUESTIONS OF THE MONTH
Q: How can I get more local regulatory attention focused on concrete washout pollution?
A: As evidenced by the EPA settlement with the home builders, enforcement
is improving. However, it's not happening at an equal pace in every market. If you're not seeing adequate enforcement in your market, it's important to keep raising the issue at every opportunity. The squeaky wheel does get more grease -- and, the good news with government behavior is, once enforcement picks up, it tends to stay in place, so the threat of penalties becomes much more real to your prospects and existing customers.
Concrete Washout Systems' CEO Mark Jenkins recently wrote a letter to our own California Water Board that might be helpful to you in bringing more attention to concrete wastewater as an important pollution control issue. It lays out all the issues, so that our state officials understand the extent of the problem (as well as how we can easily and inexpensively solve it). We suggest you forward this letter to your own local authorities, with an introduction from you and your company as local providers of the Concrete Washout Systems solution.
To download Mark's letter, click here:
Water_Board_Letter_-_Jenkins.pdf
Got a question you'd like to see answered here? Send it to , and we'll give you a $100 credit if we use it.
06.16.2008
CWS Gazette: June Update
Update on News 10 Profile of CWS
News 10 has removed the video from its site, but a text story (with photos) remains live at:
News10 Story Link
04.28.2008
June 08: TV Profile of CWS, Meet John Compoginis, Why You Should Use Liners, and More
CWS GETS PRICELESS TV COVERAGE IN SACRAMENTO
"We've been hearing about the I-5 project for weeks now, about how it's going to be unlike any other road project in the US. And, some say it might be the most environmentally friendly project ever undertaken by CalTrans [California's transportation department]," said Karen Massie of Sacramento's News10. "One company in South Sacramento will help make it so by recycling all the waste from all the concrete [poured for the project]."
That company, of course, is CWS -- and, in the rest of her news spot, Massie provided an informative and accessible introduction to CWS. Her report emphasized how well the CWS solution protects the environment, how innovative CWS's patented technology is, and how "what started as one bin in Sacramento is now more than 3,000 bins nationwide."
To view the full video, click on one of the images above or click
here.
Interested in how we obtained such beneficial coverage? While we're always looking for opportunities to promote CWS, in this case, the high profile of the I-5 project was very helpful. This project will disrupt traffic in Sacramento for months, and so is on the minds of every local commuter. A positive angle on this story was a welcome change from most of the current reporting.
Are you providing washout services for a newsmaking project in your area -- e.g., a project of landmark size, or with a notable environmental focus? If so, you could potentially secure a similar news story for your company. If you'd like a copy of our pitch letter to use in your own efforts, please let us know: .
MEET JOHN COMPOGINIS
As mentioned in the last Gazette, John Compoginis recently joined our team as National Sales Manager. Prior to joining CWS, he was Regional Manager at Fibermesh, the leading manufacturer of synthetic fiber reinforcement for concrete.
As John says in his own words: "My career has been focused on the construction industry and in my new role, I will be responsible for driving growth for Concrete Washout Systems. This will hopefully be achieved by working with architects in specification work and with state and local agencies. We look forward to opening new markets and furthering industry acceptance of CWS as the standard for concrete washout. My wife and I currently reside in Sacramento, but will be relocating next month to San Diego county. We have daughters in college in the Bay Area."
If you would like to introduce yourself to John, he'd love to hear from you. Email him at .
QUESTIONS OF THE MONTH
Q: Liners are a bit of a bother. Do I really need to use them?
A: Yes! There is a bit of a learning curve, but it's well worth it to use liners. They extend the life of your bins by almost 7x! And they make the washout process easier, too -- for example, if a user dumps a large quantity of excess concrete into one of your containers, it can be easily removed by simply removing the liner, avoiding hours of work removing stuck-on concrete by jackhammer.
Liners are also a key weapon in our fight against copycats. They help to differentiate our higher-end, patented technology from knock-offs that claim to do the same thing we do, but can't guarantee the EPA compliance, tidy and straightforward operation, and superior service our operators can offer. Conversely, deploying your bins without all of their intended features helps encourage bottom feeders to fashion a "washout box" from any dumpster they have on hand. This is something we must all work hard to avoid.
For these reasons, proper use of fully outfitted bins, complete with liners, will also be a requirement of CWSPro certification. They're that important.
Q: My competitors are making dishonest, incorrect claims about ramped bins -- claiming they're unsafe. How should I respond?
This is a very good question, one that many licensees probably face. At one time or another, we've all had to deal with unethical -- even sleazy -- competition.
Our recommendation is to take the high road: i.e., simply reiterate to your prospects that the CWS system is not only safe, but also the very best available solution for concrete washout. Spotlight the positive differentiation of our patented system versus copycats and low-tech, unreliable alternatives, without wasting time retaliating against the smears. In the specific case of safety claims, it can also be helpful to point out that CWS is involved with organizations like the ACPA specifically because we're so committed to meeting the safety needs of users of our products.
Your best prospects -- i.e., companies that are most concerned with compliance, and with running their own businesses professionally and profitably -- will appreciate your focus on what's great about our products, instead of what lying jerks some of your competitors are. (In fact, the more professional an organization is, the less patience its management will likely have for pissing contests.) And, while it may hurt temporarily to lose those prospects who do fall for "negative campaigning," they are probably not the kind of healthy, quality-conscious businesses that can really help your company grow more profitable in the long run.
Got a question you'd like to see answered here? Send it to , and we'll give you a $100 credit if we use it.
04.11.2008
May 08: A REALLY BIG Pour, Big Ad Targeting Regulators, A Big Show and More
10,000 yards of concrete poured in one night: a big job for one CWS operator
CONCRETE POUR BREAKS RECORDS FOR ONE CWS OPERATOR
Congratulations to Ted Honcharik, CEO of
National Concrete Washout, who just last month provided washout services for one of the most significant recent concrete construction projects in California.
The foundation for the new Kaiser Permanente medical center project in Riverside, California required 10,000 yards of concrete be poured in
just 10 hours. 1,000 mixer trucks were operating on the site at one time. Ted and his team were on hand to be sure that all the concrete washout waste was managed efficiently and in full EPA compliance -- with 20 CWS bins in operation at one time.
Got an interesting tidbit you'd like to share with other CWS operators? Send it along for consideration to .
STORMWATER AD CAMPAIGN TARGETS REGULATORS
This month the readers of Stormwater magazine -- largely regulators and consultants -- will see a hard-hitting new campaign alerting them to the widespread problem of concrete wastewater mishandling. To see a copy of the ad click here:
"The Construction Industry's Dirty Little Secret". (Note: this version is low resolution to make it easier to view online, and is less clear than the actual printed version.)
PATENT AND IP UPDATE
CWS has been awarded yet another patent bringing our portfolio to a total of four patents on various elements and configurations of containers for use in concrete washout. These patents are publicly available and can be viewed on the USPTO website:
patent number 7118633,
patent number 7121288,
patent number 7124767,
patent number 7364627.
MINEGAR ENVIRONMENTAL CASE SETTLED
CWS recently settled the current round of litigation with Minegar Environmental. Both CWS and Minegar Environmental are prohibited by the Court from revealing the settlement terms. However, Minegar Environmental has confirmed the validity and enforceability of the CWS patents in a consent decree.
BIG SHOW IN CHICAGO -- WASTEEXPO 08
CWS had a strong presence at WasteExpo in Chicago this year. Mark Jenkins, Joe Capko, Sascha Cocron, and the newest member of the team, John Compognis, represented CWS at the waste industry's annual gathering. Interest among waste haulers in joining the ranks of CWS operators remains strong!
Sascha Cocron, Mark Jenkins and John Compognis prepare for WasteExpo
MEET JOHN COMPOGNIS
Speaking of John Compognis ... John joined our team just last month as our national sales rep. Feel free to drop him a line at and introduce yourself. (Look for a more complete profile of John in next month's Gazette.)
QUESTIONS OF THE MONTH
Q: I'm thinking of adding some containers to my inventory. Are ramped or rampless more versatile?
A: Ramped containers are much more versatile, and give you a big competitive advantage in the market. Why? Because there are many kinds of concrete transportation vehicles that require ramps to use a bin -- including most concrete pumpers and stucco/masonry equipment. By maintaining ramped containers in your fleet, you'll be able to offer your end clients much more comprehensive washout services (and much better assurance of compliance with EPA regs). And you'll make their crews happier, too!
Q: I've been wondering, what type of sump pump is best to move water between CWS Water Treatment System containers?
A: Try a ¾ horsepower sump pump -- usually less than $100 at Lowes or Home Depot.
Q: I'd like to sell some of my bins to another company. What do I need to do?
A: The answer depends on your contract. If you're a 2.0 client, selling bins to another party is usually a straightforward process; we just need to be notified to ensure that the buyer is not in a restricted territory, and understands that he is bound by the same license agreement you signed. If you are a 1.0 client with a territory minimum and other contract restrictions, whether or not you can sell your containers depends on several other factors, including whether you have met your bin minimum and other contract terms. While we do not want to restrict the transfer of bins where our licensees can benefit, to ensure fairness, we must confirm that any such transactions would not result in a licensee falling short of its agreed bin counts.
Got a question you'd like to see answered here? Submit it to for consideration. If we publish your question, you'll get a $100 CWS credit.
04.11.2008
CWS On The Move: Trade Shows, CWS 2.0, New Procedures and More
Mark Jenkins, Jr, Mark Jenkins, and Roger Haftek - still standing after the five-day ConExpo marathon, with a little help from a ramped bin
200,000 AND COUNTING: 2008 TRADE SHOWS IN FULL SWING
The tradeshow season is in full swing with three major shows already under our belt. While attendance at our repeat shows was down somewhat from last year’s record highs, because of our participation in the giant, record-breaking
ConExpo/CONAGG show, we've already introduced our products to thousands more show attendees than last year. We’re especially pleased to report that there has never been greater enthusiasm for the CWS product or greater confidence that the regulatory environment is rapidly becoming more and more favorable to CWS, our licensees and the environment.
We’ve been pleased to have the participation of Roger and Patricia Haftek of
Haftek CWS at ConExpo/ConAg and the World of Concrete. Brian Doonan of
Atlantic Concrete Washout was a big help manning the booth at the International Erosion Control Association show in Orlando, Florida where CWS had the flagship ramped container on display.
World of Concrete (January 22-25)
We kicked the year off with a show of force at World of Concrete in January! Attendance was down a smidge from last year's record total, but still impressive at nearly 85,000.
Growing interest in green building and environmental/regulatory issues was reflected by the addition of the "greensite" exhibit area. We'll be looking at participating in that pavilion in 2009. You can learn more about the show from their own press release -- just click
here.
International Erosion Control Assoc, Environmental Connection (February 18-22)
Over 2,000 influential attendees from across the country. Sascha Cocron and John Hall manned the booth and were pleased to have some face time with Nikos Singelis of the U.S. EPA.
CWS at ConExpo/ConAgg (March 11–15)
Every three years (and you’ll need the time to recover!) ConExpo comes to Las Vegas. The world’s largest construction industry trade show features nearly every type of construction product available and drew over 140,000 people from around the globe as the industry readies itself for the next building boom. The consensus is that now is a great time to be investing in environmental solutions as these industries are expected to grow at a rate far in excess of the growth in the building industry as a whole.
CWS 2.0: WHAT'S THAT BUZZ?
So ... have you heard some buzz about the new "CWS 2.0," and are you wondering what it means for you? While CWS 2.0 describes how we're doing business with all new licensees, existing licensees can convert to the 2.0 format -- and, in the process, improve their competitive positioning and save significantly on their license fees.
We're going to meet with each existing licensee to explain the concept, but, if you'd like to learn a bit about it in the meantime, we've created an FAQ document that you can read here:
2.0 FAQ.
OPERATIONS UPDATE
Earlier this year, we welcomed Valerie Cornejo (email: ) as our operations manager. She's your go-to person for all things related to billing and ordering of new bins. (Yes, you read that right: bin orders are now placed through Valerie at CWS, rather than directly through a fabricator. This way we can ensure the best volume pricing for all licensees.)
If you haven't already met Valerie, drop her a line to introduce yourself!
QUESTIONS OF THE MONTH
Q: Can we use the term "EPA-recommended" to describe the CWS solution?
A: While our solution fits all the requirements of a best practice for concrete wastewater disposal, EPA does not permit any business to describe their products as specifically recommended by the EPA. It's fully acceptable, though, to point out that the CWS solution meets all EPA guidelines for a best practice solution -- and that it is tidier, easier to implement, more reliable and usually more affordable than other options.
Q: I've been wondering, should I skip using liners in my bins? Liners are a little more difficult to clean.
A: Definitely don't remove the liners -- they protect your investment! The liner material is 7x stronger than steel, and by our calculations they extend the life of your bins by about 3x.
Got a question you would like us to answer here? Email it to Joe Capko ().
COMING NEXT MONTH
* Big news about CWSPro
* A record breaking event for a CWS licensee
* See us at WasteExpo
Keep your tips, comments and questions coming to Joe Capko ().
07.16.2007
Welcome
Take a look at our new blog that will provide a ready forum to share best operational and marketing practices, as well as help you keep up on what's new in our industry.
CWS World Congress , October 17-19 in Sacramento, California
Save the Date! Licensees from far and wide are invited to our first CWS World Congress for an opportunity to share best marketing and operating tips with other licensees from around the country. Details to follow...
New Product: Save Time, Save Money
The new CWS Stacker allows you to put two empty ramped CWS bins on a truck. This system is in the final stages of development. Details to follow shortly.
On the Regulatory Front... This year we have been more aggressive than ever before in getting our message before local, state and regulatory officials. We target regulators through a variety of print media, conferences and speaking engagements.
In the last month we have been active in two important regulatory events:
1) As a sponsor and presenter for the EPA District 6 Storm Water Conference held in Rogers, Arkansas. This conference was attended by storm water regulators throughout District 6 – including, Texas, New Mexico, Oklahoma, Arkansas and Louisiana!
2) John Hall delivered a very compelling presentation to the Florida Association of Code Enforcement Conference in Jacksonville, Florida.
We maintain contact with regulatory officials at different levels of government. As concerned citizens and business people, we would all like to see environmental BMP’s properly implemented. If you have specific suggestions, we want to hear them! If we work together, the benefits of our solutions will be seen by more and more builders and regulators.
Tradeshows and Industry Conferences
Thank you to Ted Honcharik for joining us at World of Concrete and WasteExpo this year. We encourage all of you to join us whenever you can during our busy tradeshow season. Having just completed the Southeast Builders Conference in Orlando, Florida, we're next looking forward to StormCon in Phoenix, AZ, August 20-23. Join us for the largest gathering of storm water officials.
Marketing Tips:
First, we've got a great new Builder’s Video to download to your computer (DVDs soon available). Available now on the web:
http://www.concretewashout.com/pages/media/video_gallery/ (BuildersVideo.wmv)
Ted Honcharik and Brian Doonan (of National and Atlantic Concrete Washout respectively) have reported strong results from a targeted telemarketing program. “At this point, I can’t imagine running a washout business without a telemarketing operation. One inside sales person can make a hundred calls in a day.” We’re picking up 25-18 NEW customers a month, not to mention the new jobs with existing customers. We’ve got a system in place and would be willing to discuss marketing for other CWS licensees as well.” Email:
There are a variety of lead sources, including:
http://www.reedconstructiondata.com/
http://www2.cdcnews.com/
Additionally, Brian Doonan recommends being very active in all the building industry associations. His activity has paid off with new accounts and other exciting developments such as being appointed to the Steering Committee for the Green Building Taskforce of the Home Builders Association of Central Florida.
Welcome to Terrell Moran and TMI Services in Baton Rouge, Louisiana who recently started offering the CWS solution in the Greater Baton Rouge/New Orleans region. Terrell is a fellow American Concrete Pumper Association member and operates a number of pump trucks.
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