American Liquid Waste - October 2019

OCTOBER 2019

INSIDE

p13 Choosing IT Support for Your Restroom Rental or Septic Service

p18 Gray Brothers, Spectacular Past, Stunning Future!

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Advanced Enviro-Septic® System

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OCtober 2019 | VOLUME 15 | ISSUE 10

CONTENTS

F E AT U R E S 8 Choosing IT Support for Your Restroom Rental or Septic Service

Phone: 800.422.1844 ext.112 Fax: 888.883.9380

14 In the News 24 Gray Brothers, Spectacular Past, Stunning Future!

ext.112

32 ALW ClassiďŹ eds 34 Index of Advertisers

CEO & PUBLISHER Gideon W. Smith

CREATIVE DIRECTOR Melissa Kennelly

SENIOR EDITOR Katherine Nolan

EDITORIAL MANAGER Heidi Karpinich

ADVERTISING Tracy Rodean

CIRCULATION Noah Aiden

Phoenix Global Media Inc. P.O. Box 235, Stockton New Jersey 08559 866-418-4400 phone 973-532-0319 fax sales@americanliquidwaste.com

SUBSCRIPTIONS $15.00 per year, or by eligible request.

American Liquid Waste Magazine is published by Phoenix Global Media Inc. Copyright 2019 by Phoenix Global Media Inc. All rights reserved.

POSTMASTER: Please send changes to American Liquid Waste Magazine P.O. Box 235, Stockton New Jersey 08559

Opinions expressed in editorial submissions contributed to American Liquid Waste Magazine are those of the individual authors exclusively and do not necessarily reflect the opinions of American Liquid Waste Magazine, its staff, its advertisers, or its readership. American Liquid Waste Magazine assumes no liability or responsibility toward independently contributed editorial submissions or any typographical errors, mistakes, misprints, or missing information within advertising copy.

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PRoduCTs ComPany

Quality Products for Professionals Since 1916

PetersenÂŽ Pipe Plugging Systems Pipe Plugs and Packers for all your Pressure, Chemical and Temperature Requirements.

Call us to quickly customize a pipe plug or plugging system for your specific application.

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12/19/12 4:57 PM

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BUSINESS CORNER

TECH NEWS

P R O D U C T W AT C H

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

IN THE NEWS

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

I N Dfrom E X for your portable toilet or septic S P Oare T Lseveral I G H Tkinds of external IT support services to choose There service business. The kind and level of support your business needs is largely based on the size of your business, number of users, and kinds of administrative and field functions (like payroll, AP/AR, etc.) you manage digitally in-house and how much you outsource. In any case, a small to medium-sized business needs the same level of digital systems protection from emergent issues, external threats, like viruses and hacking, that larger companies have.

Why Does My Small Business Need Outside IT Support?

IT systems and equipment issues are a fact of life for all businesses of every size. So is cyber-crime. In fact, hackers find small businesses especially appealing, because their systems can be expected to be much less well protected.

Hiring a solo IT guy in a small to medium-sized septic service or portable restroom rental business typically costs more than using an outsourced IT service. Plus, you lose your IT support when the employee is out sick or on vacation. The single IT guy also does not have the abundance of technical and up-to-date IT industry knowledge resources that an IT support company brings to a small business.

8 A MERIC AN L IQUID WA S TE O C TO BER 2019

An outsourced IT support company also can offer the buying volume discounts to their small business customers, who normally would not qualify for such savings.

Small Business Benefits of Using Outside IT Support Of course, in a portable restroom or septic service business, the priority is customer service. It’s typically more cost-effective to avoid trying to being your own IT technician too. You’re likely to be better off just educating yourself on your outside IT support services options.

Having your own team of outsourced IT professionals helps ensure optimum efficiency and maximum productivity for your business. IT support services techs bring the benefit of their team’s many years of

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combined IT experience to work on resolving your IT issues, and

“...the IT company operates as your

they are more reliable to keep current with ongoing industry advancements in IT support knowledge.

business’s own outsourced

Some key benefits of having strong IT support for your business include:

IT department, doing any and

✔ Reduces systems security risks

all work that in-house IT employees

✔ Reduces downtime

would do for you.”

✔ Frees internal resources ✔ Better protects your customer data ✔ Increases your company’s efficiency and productivity

Ask about hidden costs, and beware of lengthy contracts that

✔ Enables you to compete better with larger competitors ✔ Allows you to focus on doing business

lock you into a financial commitment that you’ll have to try to

✔ Enables you to implement new technologies more quickly

disentangle yourself from if the vendor’s service quality becomes

What Kinds of IT Services are Available?

an issue over time.

There is a wide range of services provided by managed IT

How are IT Services Prices Structured?

services, such as desktop support, virus protection, web hosting,

Outside IT services are usually set up in one of the three ways

user training, and others. Pricing structures vary by the kinds of

explained below. Some IT companies offer a choice between two

services your business needs and the number of machines and

or more of these service arrangements:

users.

1. Billing Per Service Call

There are several types of outsourced business IT support

When using an IT support service that bills per service call, you

available. You’ll need to determine which provides the best

call for IT service when you need or want to have some work

value for the particular IT services you need for your company’s

performed, and you pay for the time and materials the vendor

software and network. Don’t just pick the one that gives you the

uses to complete the service request. This is commonly called

most appealing price quote (whether that’s the lowest or highest).

“break-fix” IT services. This service is typically used for emergency continued on page 10

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BUSINESS CORNER

TECH NEWS

repairs, to remove a virus, to undo the effects of hacking, upgrade

Comparing IT Services

a network, or to complete other specified work by a given

Of the three types of service break-fix and Managed IT Services

completion date.

are the two service models that you’ll probably be comparing for

P R IT OServices DUCT 2. Managed

your business. to get A S S OThe C Ipoint ATisI O N the N Especifi W Sc IT support services

W AT C H

With managed services, the IT company operates as your

your team needs, without obligating yourself to pay for additional

business’s own outsourced IT department, doing any and

services you don’t need. Here are some of the key advantages and

all work that in-house IT employees would do for you. This

disadvantages of the Managed IT Services and Break-Fix models.

includes installations, maintaining servers, networks, software,

Managed IT Services

computer workstations, devices, and even your phones system.

MSP monitoring systems proactively detects and corrects issues

Virus protection, systems security, cloud services, web hosting,

in network systems and on disc drives before they grow into

monitoring, backup and recovery, reporting, and other services

bigger problems that disrupt business operations. This can also

IN THE NEWS

are all part of maintaining performance of your IT under managed services.

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

often help greatly reduce the amount of down time needed to fix a problem when an emergency systems issue does occur.

Other Advantages of an MSP

2. Software Vendor’s Product Support Many software manufacturers offer IT Help Desk support for their

✔ Easier budgeting due to fixed service fee

customers, for an additional fee. The support services are usually

✔ Flat fee covers all your business’s IT support needs

product they purchased. They don’t support other applications, or

✔ Corrects problems before they require expensive

Shelping P O T Lcustomers I G H Tresolve only problems specific to the limited to customers’ networks or devices.

✔ IT monitoring I N D E Xand maintenance usually most cost-effective emergency IT help ✔ Virus Protection, with whole-system monitoring

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✔ Routine security updates to firewall, anti-malware, anti-spyware ✔ Help Desk support (usually 24/7) ✔ Routine data backup, and data recovery ✔ Email administration ✔ Systems user training ✔ Web hosting for cloud and hardware server ✔ Improves experience for customers, employees, and yourself ✔ Proactive systems optimization ✔ Reporting systems weaknesses Disadvantages ✔ Must pay agreed fee even if you haven’t had an IT problem during the billing period. ✔ IT costs may be higher for a given year, than for an occasional emergency service call.

Break-Fix IT Services

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Billing per service call allows you to pay only for exactly the IT services you receive for the purpose of diagnostics and fixing a problem in an IT emergency, or for updates, upgrades, installs.

Other Advantages of Break-Fix ✔ No locked-in regular fee for IT services ✔ No requirement to sign a contract Disadvantages ✔ Business equipment and systems are unprotected ✔ Budget can be severely impacted if/when an IT emergency arises continued on page 12 Vi s i t Us

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BUSINESS CORNER

TECH NEWS

What is the Most Cost-Efficient IT Support?

If your company simply hasn’t yet reached the size at which

Before You Commit to an IT Services Vendor Whichever IT services type and vendor you choose, before you

paying for a professional in-house IT support team makes sense,

sign a service level agreement (SLA) with an MSP or even agree to

but you have multiple machines and users, Managed IT Services is

have a break-fix tech support work on your systems, ask some key

P R O D U C T W AT C H typically the most cost-effective option, compared to in-house IT support.

A small company with a server and multiple networked machines and multiple users is likely to pay more for break-fix service than for an MSP over an average annual accounting period, because the rates are so high for emergency calls when customers areHnot an MSP IN T E under NEW S contract. Additionally, systems issues can become compounded when neglected or when users

aren’t aware of a problem until it suddenly manifests in ways that cause downtime.

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

questions, such as:

✔ Do they guarantee their response time to Help Desk calls? ✔ Will support tickets be issued for Help Desk calls? ✔ Do live operators answer their phones, or does voicemail answer? ✔ How many IT support technicians does the vendor have?

AreSthey ✔A S Oadequately C I AT Iinsured O N ItoNcover S I Derrors?

ER ✔ Do they have Workers’ Comp? ✔ Do they guarantee they’ll finish projects on time, and on budget?

Note that you probably won’t find prices for Managed IT Services on any vendors’ websites. That’s because Managed Services

✔ Are there hidden possible costs in their all-inclusive SLA? ✔ Will a rep be assigned to manage your account?

Providers’ (MSP’s) pricing is so broadly variable, depending on

✔ How and when will you be billed for their services?

INDEX ✔ Are their invoices fully detailed?

have to call for an estimate, based on an assessment of your

✔ Are all services included listed in the SLA? ✔ What makes their IT service a better choice than

SPOTLIGHT costing factors unique to each business’s specific needs. So, you’ll equipment and systems and the services you want to maintain.

their competitors? ✔ What is the contact information for some of their references?

Conclusion In comparing cost-effectiveness of hiring an in-house IT employee or of having an office worker also serve as your IT tech, to using outsourced IT support, outsourcing offers greater benefits for security and for your team’s productivity and your business’s profit margins.

Only work with a well experienced IT support company that emphasizes their awareness of your cost concerns. Find one that offers 24/7 Help Desk support, if possible. Make sure that you and your IT services contractor are in clear agreement on what constitutes reasonable expectations for security measures, access, timeframes, outcomes, and costs — all prior to agreeing to let any work begin.

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Beyond that, just be clear on exactly what is really included in the service rate, before you commit to an SLA or even to having break-fix work begin. This is the best approach to avoiding unexpected service issues or spiraling costs with outsourced service.

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www.septicdrainer.com • (518) 812-000

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

IN THE NEWS

COXREELS NEW IDLER SPROCKETS S P O T L I GFOR H T THE 1195 SERIES REDUCE REWIND SPEED AND INCREASE MOTOR TORQUE Coxreels – introduces the all new gear reducing idler sprockets for the 1195 Series electric motorized hose reels. This new add-on

the necessary safety and control during rewind of large, 2” diameter hose.

I N DCoxreels E X idler sprockets are mounted on zinc plated steel axle and rotate on two self-lubricated bronze bearings.

The electric rewind versions of the 1195 will now come standard with 1:3 gear reduction and the model number has changed accordingly. Nonreduced models will be available if requested for use with electronic speed reducers.

benefits the user in reducing the rewind speed, increasing motor

Coxreels® has remained steadfast and focused on manufacturing

torque, and fitting an optional 3-way pin lock.

high quality professional grade hose, cord, and cable reels since

These high quality, all steel, idler sprockets are chain sprocket assemblies with a corrosion protective coating that change the drive ratio of the motor-to-drum drive system. They are available in three

1923. Offering a full product line serving the industry in every channel and application, Coxreels® takes great pride in designing, building, and supporting all of their products right here in the U.S.A.

ratios (1:2, 1:3, and 1:4) and each ratio will effectively slow down the

For further information on the Coxreels® idler sprockets for the 1195

rewind speed of the drum by a multiple of the ratio factor and will

Series and product line, contact Customer Service at (800) 269-7335 or

increase the effective motor torque by the same factor, providing

visit www.coxreels.com.

NEW VICE PRESIDENT OF OPERATIONS IN WIXOM Wixom, Michigan: – NLB is pleased to announce that Bryce Mulligan has been promoted from the VP of Branch

NLB Corporation, www.nlbcorp.com, a global leader in high-pressure and

Operations to the VP of Operations in

ultra-high pressure water jet systems,

Wixom.

manufactures a full line of quality pump units and accessories for contractor and industrial uses. Applications include

NEW VICE PRESIDENT OF BRANCH OPERATIONS Wixom, Michigan: – NLB is pleased to announce that Renee Walsh has been promoted from the Director of Customer Solutions to the VP of Branch Operations for all U.S. Branch Operations.

1 4 A MERIC AN L IQUID WA S T E O C TO BER 2019

product removal, pipe and tube cleaning, surface preparation, tank and tube bundle cleaning, pavement stripe removal, runway rubber removal, concrete hydro demolition, concrete and pipe cutting, and more.

For more information, go to www.nlbcorp.com or call the Sulphur branch at (800) 441-5059.”

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You Spoke. We Listened!

New Optional One Piece Tank Strong, Solid, Dependable

» 60 Gallon Tank » One Piece » Easy to Assemble » Easy to Clean

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O C TO B E R 2 0 1 9 A M E R I C A N LI QUI D WASTE 15

IN THE NEWS

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

DRAINXCEL FROM BROOKSIDE AGRA USES INDEX SPOTLIGHT ALL-NATURAL INGREDIENTS TO ELIMINATE BUILD-UP IN GREASE TRAPS, DRAINAGE PIPES SAFE AND EFFECTIVE PREVENTATIVE MAINTENANCE FOR INDUSTRIAL, COMMERCIAL AND HOME USE

(O’Fallon, IL, Sept. 5, 2019) – DrainXcel from Brookside

device that automatically delivers the appropriate amount

Agra utilizes an all-natural, unique blend of bacteria

of DrainXcel to the targeted area, plus automatically

and enzymes that multiply quickly to safely

schedule product refills as part of a monthly

eliminate odors, digest organic material and

or yearly program.

increase performance of grease traps and

DrainXcel is available for purchase online through

drainage pipes. Safe for use around humans and animals, DrainXcel leaves behind no

Brookside Agra’s website.

by-products or residues and will not damage pipes, drains or the environment.

Build up of fats, oils and grease in a drainage system can cause major problems, including blockage and odors that can jeopardize normal operations, as well as create health and safety hazards. Biodegradable DrainXcel

For more information: visit https://www.brookside-agra.com/ products/industrial-commercial-environmental/ drainxcel/ or contact Tony Arro, Director of Sales – Specialty Products, at 618-628-8300 ext. 24 or tony.arro@brookside-agra.com.

works naturally to jumpstart performance and radically transform pipes and drains.

“Our goal was to develop an effective, research-proven product and delivery system that utilized all-natural ingredients and was safe and easy to use,” said Tony Arro, Director of Sales – Specialty Products. “For those businesses or industries that are interested in environmentally friendly, green solutions and want to reduce operating expenditures, DrainXcel is the right product for them.”

Brookside Agra can customize a DrainXcel “Go With the Flow” program with tailored formulations and delivery systems for any application or budget. As part of the preventative

About Brookside Agra Brookside Agra is a global fifth-generation, family-owned business based in O’Fallon, IL that manufactures and distributes a variety of research-proven, all-natural products for specialty feeds; animal health and production; agriculture and the environment; and commercial, industrial and household use. For more information about Brookside Agra and its all-natural products, visit www.

Brookside-Agra.com or contact Chad Vaninger, General Manager, at 618-628-8300 Ext. 23 or chadv@brookside-agra.com.

maintenance program, Brookside will install a timed metering

1 6 A MERIC AN L IQUID WA S T E O C TO BER 2019

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total waste handling solutions

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

IN THE NEWS

SPOTLIGHT

VACUWORX HIRES AREA I N D E X FOR BUSINESS MANAGER SOUTHERN LATIN AMERICA

Tulsa, Oklahoma, September 2019 – Vacuworx has

“The strong partnerships we’ve developed in Europe

announced an addition to its international sales team

and other parts of the world have helped create a

as the company continues to explore and develop new

springboard and a lot of interest in Vacuworx,” Smith said.

opportunities for the faster, safer and smarter handling of

“We are focused on areas in which we can we bring the

pipeline and construction materials worldwide.

most value to the customer. From oil and gas pipelines

Christian Sellan has been hired as Area Business Manager

to mining, water resources, civil construction and other

for Southern Latin America. Sellan began his career with

industries, the potential is really high and rising alongside

Vacuworx in 2017 as a sales representative.

demands for improved safety standards.”

Building on past successes, Sellan will continue his

About Vacuworx Vacuworx is celebrating “20 Years of Building an Industry.”

Founded in 1999 in Tulsa, Oklahoma, the company engineers and manufactures innovative heavy-duty material handling equipment for the oil and gas, water and sewer, highway and heavy construction, concrete construction, landscaping and manufacturing industries worldwide. Vacuworx Vacuum and Hydraulic Lifting Systems can be customized for many applications and lift capacities.

Standard models lift a variety of materials including steel pipe (including most types of coating), plastic pipe (PVC, fiberglass, long flexible pipe), ductile iron pipe, concrete pipe, pre-cast concrete slabs, pre-cast concrete culverts, concrete road barriers, saw cut concrete (demolition or rehabilitation), landscape pavers, steel plate and piling and road plate. Lifters can be attached to hydraulic excavators and backhoes, wheel or track type loaders, cranes, pipe layers, skid steers, forklifts and knuckle booms and can also be mounted for a variety of in-plant applications.

Vacuworx maintains a global inventory available for purchase or rental. Parts, service and technical support are available 24/7/365 for installation, training, repairs and troubleshooting.

support and development of Vacuworx customers in Chile, Peru, Bolivia, Paraguay and Argentina. At the same time, he is working to identify new business opportunities and growth potential in target markets as the Tulsa-based manufacturer expands its network of qualified distributors.

Sellan, based in Santiago, Chile, reports to Steve Smith, Director of International Sales. Smith, who has more than 20 years of international sales experience and a territory that includes Europe, Latin America, South Asia and the Middle East, is charged with expanding the presence of Vacuworx around the world. With a proactive, service-oriented approach to sales, marketing and global logistics, Sellan and Smith are focused on building brand loyalty through dedicated service and the adaptation of vacuum lifting solutions to meet specific needs. Sellan, an industrial engineer by trade, has a diverse entrepreneurial background with experience in the sectors of transportation and logistics, information technology and retail sales. Smith, who earned a bachelor’s degree in business management from Oral Roberts University, joined Vacuworx in 2011.

1 8 A MERIC AN L IQUID WA S T E O C TO BER 2019

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WE ARE IMPERIAL. Tanks available in your choice of material – steel, aluminum or stainless steel. We’ve built over 150,000 tanks and counting.

ORDER YOURS TODAY BY CALLING 1-800-558-2945 OR VISITING IMPERIALIND.COM.

AT IMPERIAL INDUSTRIES, we have been going the extra mile designing and manufacturing specialized commercial sanitation tanks for more than 38 years – constantly evolving to meet the changing needs of your industry. At Imperial, it is our mission to provide you, our valued customers, with dependability for the road ahead.

• Quality • Durability • Customer Support Better efficiency means bigger profits… let us help you get the results you want!

Imperial Industries, proudly family-owned and headquartered in central Wisconsin for more than 38 years, is the trusted choice for specialized septic solutions and expert service.

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O C TO B E R 2 0 1 9 A M E R I C A N LI QUI D WASTE 19

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

IN THE NEWS

GENERAL’S NEW HIGH I N D EPERFORMANCE X STAINLESS STEEL BRAID HOSE BOOSTS WATER JET CLEANING POWER

SPOTLIGHT

Enhance the performance and cleaning power of our popular,

For larger lines and longer runs, the powerful JM-1450 Jet-

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Set® electric water jet pulverizes clogs with a 1-1/2 hp/13 amp

cleaners with the new high performance stainless steel braid

sealed motor that drives a 1500 psi, 1.7 gpm triplex pump.

jet hose from General Pipe Cleaners.

Vibra-pulse® helps the hose slide around tight bends in small lines and down long runs. This unique feature allows the flow

The durable stainless steel braid makes it easier to slide the

rate to remain the same whether Vibra-pulse is on or off

jet hose down 1-1/2” to 3” drain lines and more easily navigate tight bends – while the 3/16” Teflon core reduces flow

The compact JM-1450 is just 34” tall. If you don’t have the

resistance and improves small line cleaning power. The high

room on your truck, you can easily remove the detachable

performance jet hose is available in 30’, 50’, and 75’ lengths.

hose reel to reduce the height to just 14-1/2”. The telescoping handle makes it easy to roll the machine to and from the job.

The optional stainless steel hose increases the performance of compact, lightweight JM-1000 Mini-Jet™. Clear grease,

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SPOTLIGHT

EFFICIENT PUMP PROTECTION FOR LARGE PUMPS: THE CONTROL VALVE INDEX ALTERNATIVE Automatic recirculation valves offer efficiency for critical pump protection in power or oil and gas applications

BY RALF LOEHE, CIRCOR | SCHROEDAHL DIRECTOR, PRODUCT MANAGEMENT

In the power production or oil and gas industries, centrifugal pumps for fire protection or condensate systems and other large pumps are critical to operations.

However, when unprotected, these units are at greater risk. Operation of these pumps below the minimum flow condition, specified by the manufacturer, can cause overheating—wreaking catastrophic damage to a pumping station. A twin threat, cavitation, can also occur because of operation below the minimum flow condition. These consequences are likely to reduce plant productivity and profitability.

The standard pump protection solution, a control valve, offers only complicated functionality and limited economy for installation. For many large pump applications, an all-in-one automatic pump protection valve proves more effective and efficient when compared to a control valve alternative.

An Efficient Control Valve System?

Control valves for pump protection operate as part of a multi-component system. A complete installation consists of a main line check valve, a flow meter, a special piping T-piece for the recirculation line, a control unit, and the control valve itself with actuator and positioner. These function in a stepwise manner: During pump operation the flow is continuously measured by the flow meter, the results are then transferred to the control unit, and in case the required minimum flow of the pump is lower than defined, the control unit tries to open the control valve.

The valve then ensures the minimum flow of the pump, and damage of the pump due to cavitation or overheating is avoided.

Simple Mechanical Design of All-In-One Pump Protection Offers Efficiency An alternative pump protection solution enables operational efficiency for large pumps that control valve systems cannot.

Relative simplicity of design accounts for the difference in functionality.

Automatic Recirculation Valves (ARVs) from CIRCOR | SCHROEDAHL combine a high-quality check valve with a bypass control mechanism. This bypass system utilizes a pressureindependent and lowfriction mechanical control. With a robust control bushing design and a low bypass switch point, the valve self-modulates to allow partial load operation at lower energy consumption. This results in operational cost savings for the life of the valve.

Furthermore, the valve’s straightforward and integrated engineering provides improved valve function. An optimized balance of the main check valve behavior and the bypass operation against typical fluid pulsations results in greater pump stability for less vibration and fewer pump coupling or gear problems. Plus, designed with lifespan in mind, these mechanical units offer maintenance-free operation.

Simply gathering a number of functions into a single unit, though, does not necessarily grant all the efficiency benefits outlined here. One potential source of inefficiency even in a pump protection valve is the bypass control mechanism. The ARV avoids two potential pitfalls. First, a sensitive pilot bypass control mechanism

2 2 A MERIC AN L IQUID WA S T E O C TO BER 2019

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Second, a pressure-sensitive bypass control system can amplify the hysteresis effect.

Choosing an Efficient Pump Protection Solution.”

Combined pump protection valves such as SCHROEDAHL Automatic Recirculation Valves offer a number of efficiency benefits compared to standard control valve installations, including in installation, operation, and maintenance. This efficiency largely stems from the elegant simplicity of a mechanical design that delivers flow-sensitive, selfactuating, and selfmodulating performance. Nevertheless, while available for low- and high-pressure service in trim designs for virtually every pump size, the solution is not universally ideal.

The only limit we know of for ARVs: The unity of the valve can become cumbersome at some sizes and for some applications.

For example, for exceptionally large power plants (over 500 MW), plant engineering companies often require a control valve solution, since an ARV for such a massive boiler would be a quite hefty unique part. In short, there are times when the negatives of a multi-part non-mechanical system can be overlooked. To identify and implement the most efficient solution for a particular application, plant engineers should consult the pump protection experts at SCHROEDAHL—who can deliver both solutions: the ARV or the control valve technology.

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INDEX

SPOTLIGHT

2019 is the 90th anniversary year of Gray Brothers Septic Services, founded in 1929. Sustaining a family business for nearly a century is an astounding legacy. Steadily serving their Spring City, Pennsylvania community in the Main Line area of Philadelphia over so many decades of changes whirling around them, the business has established itself as a Philadelphia institution.

Over the past several years, since we last interviewed Gray Brother’s owner Dan Spracklin, the institution has undergone some extraordinary changes.

Today, Gray Brothers is still located on the same spot where George Gray opened for business on that first day a lifetime ago. The purchase documents for George’s first pumper truck (for $500) still hang on the office wall, along with a government permit, granting the Gray Brothers permission to use fuel for business purposes during WWII. Through the early years, the brothers grew a customer base largely through referrals, due to their reputation for honesty and expertise in the field. Now, 90 years later, the modern company serves tens of thousands of customers.

Wow! Nearly a Century at Gray Brothers!

Identifying a need in the community for expert and dependable septic tank services, George formed the George B. Gray Company in 1929. After returning from continued on page 26

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SPOTLIGHT

the war, Robert, George’s brother joined the business, and it became Gray Brothers. Amy (Gray) Spracklin and her husband Dan Spracklin took over in 2013, Amy as managing owner and Dan as CEO. Since the turn of the century, a new story is being written at Gray Brothers, a great new-century legacy.

Prior to coming on board at Gray Brothers, Dan had had a successful career developing businesses in the financial and insurance services industries. With Amy’s deep knowledge of the company and Dan’s experience in creating organizations, it made sense for the couple to lead Gray Brothers into its next generation of growth. Currently, Amy is raising the couple’s three young children fulltime, plus managing the marketing and accounting. Dan explains that, she’ll later resume her full-time management role in the company.

New Era – State-of-the-Art Operations Model Dan reflects on the couple’s years of moving the company into the 21st century, first incorporating in 2013, then reconfiguring systems, bringing the business into the digital age, streamlining, standardizing, and fully modernizing operations, significantly increasing productivity. The new management has employed the best in industrial process improvement methodologies, such as Total Quality Management (TQM), Six Sigma, and other Lean policies and practices.

Transitioning to Lean operations models involves reconfiguring operating systems to eliminate process redundancies, time waste, and other process deficiencies.

Those improvements enabled the company to increase revenues by expanding their service capacity for commercial and industrial contracts. Streamlining work order processing and routing, and taking advantage of economies of scale has increased operational efficiency, productivity, and margins.

The Business Model 90 Years Later Gray Brothers remains one of the few full-scope septic services companies in their area. They do it all: septic systems design and install, inspection, servicing. Through

INDEX 90 years of developing the company’s collective knowledge and perfecting methods, the team is one of master craftsmen and expert technicians.

Just a few years ago, the company was doing around 8,000-9,000 pumping services per year. Today, it’s about double that volume. They had been moving about 4.2 million gallons of sewage annually. Dan mentions that last year the number was a little over 20 million gallons. The company’s customer base is still largely residential (around 70%). Most of their work is still in pumping and servicing, which continues to be about 85% residential and around 15% commercial and industrial combined. Another 20% or so from septic system installs, and approximately 10% is from inspection services.

The company has built an exceptionally strong local brand over its many decades of pumping and servicing the same residences. Even after homes change owners, often the new homeowners have continued with Gray Brothers. The company’s superior workmanship and service quality, their septic tank expertise, and their commitment to fair prices has proven a sustainable branding model.

Through the years, the company has built strong working relationships with around 25 universities in the Greater Philadelphia area. They provide grease trap services to most of the kitchen and food service operations for the institutions. Plus, many own numerous residential homes, many of which have septic tanks serviced by Gray Brothers. The company’s 24-hour emergency services provides a reliable resource for residential and municipal emergencies in the area.

Because of the depth of professional relationships with the community that Gray Brothers has cultivated over nearly a century, today, the company has around 90% of the liquid waste market share across its areas of operation. That ratio negates the need for anything more than the passive marketing and branding the team consistently does, in the form of full focus on exemplary workmanship and service.

Transformative Technology from Gray Brothers & Somax BioEnergy If you feel inclined to ask what’s new at Gray Brothers, here’s an astounding little announcement. We started by merely asking about new staff or other major changes continued on page 28

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O C TO B E R 2 0 1 9 A M E R I C A N LI QUI D WASTE 27

SPOTLIGHT

INDEX companies now operate out of a single space. They’ve just moved into their new shared 110,000-square-foot facility, leaving behind their former 10,000-square-foot space. Dan announces that in Q2 of 2020, the first plant will be up and running, putting its $400K grant money for waste water treatment to good use.

Asked what he thinks the significance of Gray Brothers’ new Somax technology will be, Dan said simply, “I believe it’s going to revolutionize the waste water hauling industry and the waste water treatment industry.”

Of course, ALW will soon bring readers details on this new technology and the Gray Brothers new team of five engineers and their endeavor at Somax. For now, see somaxbioenergy. com for information about this extraordinary development from Gray Brothers.

to talk about on that front in 2019. Dan mentioned that the company has added two new admin employees. But then he mentioned that his team has now developed technology to convert waste material they’re hauling into renewable energy.

Wait. What?!!! Dan explained that Gray Brothers has launched a sister company, Somax Bioenergy, Inc., which is dedicated to advancement and roll out of the technology. The two

2 8 A MERIC AN L IQUID WA S T E O C TO BER 2019

Ideal Septic Service Equipment for Pennsylvania Market Returning to more familiar terrain, and anticipating upcoming in-depth discussion of the new Gray Brothers technology, we move along to ask for updates on other operational fronts.

Dan shares that Gray Brothers currently has 6 pumper trucks, including 348-model Peterbilt’s, with 4,000-gallon aluminum tanks and Masport or NVE pumps, automatics and Eaton 10-speeds, as well as Sterling trucks with 4,000-gallon tanks of either carbon steel or aluminum and Acterra NVE pumps. Their

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excavating equipment includes several Case 380 Super M backhoes and a couple of Terex TL-800 skid steers. They also have a tri-axle Ford L 9000 dump truck and a single-axle Chevy Kodiak, and a fleet of well-equipped full-sized Ford and Dodge maintenance and other service trucks. At the time we last spoke to Dan, the company was also about to buy additional midi and mini excavators.

Gray Brothers inspectors use Mytana wireless video-feed systems, enabling them to show customers the video on smart phones and upload it to the company’s YouTube channel, to help people become better informed about the work being done. The company also uses state-of-the-art fleet management software, linked to its GPS in all its field services vehicles. Fleetmatics is their chosen platform.

Family-Like Company Culture The average length of employment at Gray Brothers is 10-15 years. Some employees have been with the company for more than 20 years, and others longer than 30 years. One person recently retired after 38 years with the company. Another retired in recent years after 45 years, and another after 52 years. The Spracklins find that their team are among their region’s most dedicated and loyal workers.

Most employees have worked for the company over 10 years.

Sig 01 ALW 01-84 0908 8/23/08 12:43 PM Page 81 Dan doesn’t note much that the company does in the way of design for building team culture. He just says they provide their

team with the best equipment, warm winter work clothes, a great break area with a kitchen to congregate in, cook, and relax. He also mentioned the company’s Wall of Fame, where they retire the timecards of employees who retire after 25 years, like retiring ball players’ jersey numbers. Dan emphasizes that the company’s exceptional record of success in retaining its talented staff is about respect, just mutual respect.

Team Talent – What Makes Gray Brothers Great A total of 14 people work at Gray Brothers today, including 4-5 full-time drivers and technicians who all started as laborers and advanced through continuous training in all facets of septic services. The company also employs from two to three laborers in apprenticeships to become installers, technicians, and drivers. There are two full-time office employees, and the company’s dispatcher, continued on page 30

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SPOTLIGHT who worked for the company out in the field for over 25 years and has since provided an ideal training resource for drivers and others.

The company’s two installers are true master craftsmen with over 70 years of combined experience installing septic systems. The company has five very talented PSMA-certified inspectors.

Bari Harvey is the VP of operations, managing daily operations, including scheduling, parts ordering. Gary Gray still contributes as a top consultant to the company. He’s called in to consult when workers or homeowners cannot locate an underground septic system, and he and Dan work together on some systems designs.

Dan does most systems design and installation oversight.

Dan notes that the company will have to get a person soon, to help with management of day to day operations at Gray Brothers, as the expansion by way of the new business becomes more demanding. He says they hope to promote from within.

Gray Brothers Septic Services, PA, Growth Plan Gray Brothers’ growth has been strong and steady. When we spoke to them a few years ago, they were projecting a solid 5% growth rate over coming years. They’re now projecting 20% growth. We asked Dan if that has to do with the Somax expansion of the business model. He said that it’s actually due to new the upswing in the regional housing market — lots of new homes and septic systems. Three out of every five homes in the near future will be built with, or need on-site septic systems. The company’s expansion plans, per our earlier discussion with Dan, include a few acquisitions of local septic services whose owners will be retiring in coming years, with no line of business succession. The company has maintained good relationships with area competitors, so they can expect smooth transitions.

Technical Consultancy to Major Academic Institutions Over the years, Gray Brothers has been involved with Villanova University’s RISE (Resilient, Innovation, Sustainable, and Engineering) a consortium of professors and grad students researching various solutions, including some involving liquid waste, for twenty high-technology corporations, including Merck, Boeing, and Comcast Cable, among others. Gray Brothers provides technical consultancy for that research. The researchers also help Gray Brothers better understand their environmental and strategic solutions for minimizing it as part of their business model.

Key Current and Future Challenges Throughout the liquid waste industry, there are the two common challenges of maintaining equipment in optimal condition and finding good employment candidates with skills or strong potential to develop them through apprenticeships and masterships, to fill openings as people retire. Dan Spracklin lists those as two of the major challenges for his company as well.

He also views the need to constantly be aware of emerging technologies, particularly in septic drain fields as another major challenge. He lists an additional key challenge in the need to continue finding the best ways to work together with local agencies and the legal system to obtain necessary approvals of new technologies.

3 0 A MERIC AN L IQUID WA S T E O C TO BER 2019

INDEX Learning from Dan Spracklin of Gray Brothers Septic Services The amount to be learned from the story of Gray Brothers and its astounding 90 years of successful operations and growth in the competitive Philadelphia metro septic services market is incalculable. The company represents a model for success in the septic services industry, but also much more broadly for U.S. American business sustainability.

From the long-time entrenchment of the Gray brothers into the Philadelphia market, to the inculcation of Lean by Dan Spracklin, to the company’s highly structured and rare fully systemically embedded employee development assurance program, to the company’s deep family-values model for employee engagement and satisfaction, the company has easily among the richest environments for cultivation of success we’ve discovered.

As so clearly evidenced by the business’s utterly spectacular historical record of employment longevity across its staff, the unusual longevity of the company itself, the organizational ethos so long generated by the passion of the Gray Brothers, and nurtured under the continued leadership of Dan Spracklin is of the highest entrepreneurial order.

The company’s contribution to academic knowledge in its collaboration with Villanova sets Gray Brothers apart as a premier industry expert. Now, the company has achieved a technological breakthrough into a realm of contribution that will transform the industry. Perhaps we shouldn’t have expected any less from an industry leader like Dan Spracklin and his extraordinary team at Gray Brothers.

For new entrants into the U.S. septic services industry, the best advice you may ever get is to absorb as much knowledge as you can from a large-market dominator and innovator like Gray Brothers Septic Services in Philadelphia PA. A company can naturally be only as great as its leadership. As the phenomenal Gray Brothers’ CEO, an extraordinary organizational development expert, and a septic systems design master, it’s fair to assert that Dan Spracklin stands out as a, or perhaps more accurately as the septic services industry’s foremost national, and perhaps global authority.

For more information about Gray Brothers Septic Services, visit http://graybrothersinc.com.

For more information about Somax Bioenergy, Inc., visit https://www.somaxbioenergy.com/.

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