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APRIL 2021

I N SI DE Three New Technologies Can Change Your Business Dramatically Page 8 Top 5 Payroll Platforms For You To Know Page 10


THE HOSE AND FITTINGS EXPERTS

OR D

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APRIL 2021 | VOLUME 17 | ISSUE 4

CONTENTS

F E AT U R E S 8 New Trend Alert: These Three New Technologies Can Change Your Business Dramatically 10 Payroll Dragging You Down? Here's the Top 5 Payroll Platforms For You To Know 14 In The News 20 American Companies 2021, A Midwest Institution 32 ALW Classifieds 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 2020 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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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

New Trend Alert:

IN THE NEWS

THESE THREE NEW TECHNOLOGIES

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

Can Change Your Business Dramatically

INDEX SPOTLIGHT If we’ve learned anything over the past 12 months in lockdown, it’s that

we have to evolve to survive. Many of our businesses look very different than they did a year ago. And those of us who will continue to thrive are consistently looking for ways to become more sophisticated with steady revenue and loyal customers. Technology has exploded in nearly every facet of our businesses since COVID-19 came onto the scene, but three trends have stood out more than others.  

Embrace the Expansion of E-commerce It’s been dubbed the digital transformation, where

In our industry, this could mean allowing for online communications -- both email and live chat -- and even supporting online appointment requests. A powerful online presence could also mean

businesses move toward all things online and

establishing your company as experts in your field,

automated.

by publishing e-books and white papers, and even

The pandemic accelerated these plans, as having an online presence helped shield companies from lockdowns and shutdowns. Forbes Magazine explains that investing in a strong

including references on your website. You can also begin to connect with blogs sent out over email or on your website.  The important thing is to focus on becoming a leading resource in

online presence to push out from the ups and downs

your community, both geographically and within

of the local economy, as you will have access to a

your industry. Another consideration: all people

much more extensive consumer base.

everywhere have increased their screen time since

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lockdown commenced. Take advantage of this trend by growing your online presence and reaching a new audience. Also, use extra care to retain the valuable existing customers you’ve already earned.  Think about how your physical space can integrate with your web presence to potentially serve customers in a multi-

...inventions just released this year include additional ways to zap germs, folding decontamination into a variety of everyday

dimensional way. Experts predict the future of business is about

technologies...

maintaining and understanding your customers, especially those who have been loyal to you.

Take a Look at Clean Tech So far this year, we’ve seen thousands of cleaning gadgets come onto the scene, from antimicrobial backpacks to truly UV-light-emitting, air-purifying robots. As business leaders, you can now procure portable UV light cleaners for your cars and trucks, adding an additional point of disinfection. Furthermore, inventions just released this year include additional ways to zap germs, folding decontamination into a variety of everyday technologies like air purifiers, wireless chargers, and even refrigerators. The new breed of multi-use contraptions is likely here to stay and offers practical ways to further protect your customers and colleagues.

Keep Employee Office Arrangements Flexible Sending our teams to work from home practically overnight has undoubtedly changed the way we will

LEVERAGE TECHNOLOGY TO PLAN FOR THE FUTURE If 2020 taught us anything, it’s that we cannot predict the future. By embracing technological trends as they emerge, your business will certainly be better positioned for it. The early adopters have thrived during the past twelve months and our dependence on technological advances will be a critical piece of our future success. As business leaders in the service industry, we must stay in tune with what’s occurring in the business world, while continuing to offer convenient, reliable service to today’s customers and our future prospective customers. Leaning into an online presence, exploiting new cleaning technologies, and ensure our employees can work where they need to will be critical components to this year's effective business plans. Sources https://www.fool.com/the-blueprint/payroll/payroll-services/ https://www.techrepublic.com/article/8-top-payroll-

work forever. However, about half of American workers

processing-services-for-small-businesses/https://www.

report wanting to return to the office at least a few days

thebalancesmb.com/best-payroll-services-for-small-

a week. Many experts believe the future of the American

business-5078150

includes hybrid, remote workspaces.

https://blog.spendesk.com/en/company-spending-statistics

Collaboration tools like Slack, Microsoft Teams, and

https://www.netsuite.com/portal/resource/articles/financial-

other instant messaging programs are essential to

management/small-business-payroll-statistics.shtml

keeping teams connected and productive. Investing

https://www.surepayroll.com/

in laptops, tablets, and mobile devices, along with

https://gusto.com/

migrating key business applications to the cloud to allow for efficient remote access are key to embracing this trend.

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https://quickbooks.intuit.com/payroll/ https://www.adp.com/ https://onpay.com/

A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 9


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

SPOTLIGHT

INDEX

Payroll Dragging You Down?

Here's the Top 5 Payroll Platforms For You To Know

Small businesses tackle challenging tasks daily, but with 60.6 million U.S. workers employed by small businesses, effective management is essential to running a successful operation. Employees rely on timely payments, and employers risk a costly mistake if they misfile taxes. Payroll processing software through third-party vendors assumes responsibility for services from completing payroll forms, tracking employee hours and benefits, filing taxes to handling year-end forms. Meanwhile, you recover valuable time for your work. When looking for your ideal payroll service, consider user-friendly software, customers' reviews, pricing, and your own unique needs. With that, here are the top 5 payroll platforms that you should know.  

Gusto Gusto works perfectly for small businesses looking for a helpful payroll service. They assist new clients in

Resource tools. For businesses that need a tried and true payroll software, Gusto offers a trustworthy and intuitive service.

setting up the payroll process and have stellar customer

OnPay

service. Their four different plans allow you to choose

As a payroll service, OnPay seems almost too good to

based on your business's size and goals. Highlighted

be true. Starting with its pricing, OnPay asks for a flat

features cover employee benefits management, time

rate then adds extra costs based on the number of

tracking, accessibility on devices, direct deposit, and,

employees working for your business. Not only do they

best of all, multi-state payroll capability. The top

cover employee benefits, tax filings, direct deposit, time

plan even gives you the advantage of Gusto’s Human

tracking, paid time off management, and HR tools, but continued on page 12

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BUSINESS CORNER

TECH NEWS

OnPay efficiently processes payroll and lets you manage

The software works best for businesses already familiar

the process from your mobile device. OnPay also boasts

with payroll software, but you can assess its suitability

strong customer support, and their support team trains

through the three-month trial period. ADP does not

through the American Payroll Association, showing just

advertise prices, encouraging potential clients to

how capable they are.

contact them directly to discuss plans, services, and

SurePayroll

prices.

P R O D U C T W AT C H

SurePayroll presents an easy solution to your payroll works I Nneeds, T H and E Nit E W Swell with different companies

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

PUTTING YOUR PAYROLL IN SAFE HANDS Choosing the payroll processor that complements

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

in various fields. With intuitive features, SurePayroll

your business takes effort up front, but the result

fulfills direct deposit, new-employee reporting, time

improves your business and ensures the smooth

and attendance tracking, and tax reporting. You have

running of its operations. According to the American

two plans from which to choose: Self-Service and Full

Payroll Association, even just automating the process

Service, the latter of which includes Human Resource

helps businesses reduce payroll costs by up to 80%.

payroll time frame. The available S Ptools O Tand L I an G advanced HT

Outsourcing payroll means more time focusing on

INDEX

mobile app and employee self-service option make

your services and customers, and employees will have

SurePayroll an appealing option, though they do ask for

confidence in a business that treats their pay and

an additional fee for end-of-year filings.

benefits as a priority. Whether your business includes

Intuit Quickbooks Payroll

ten employees or you want to grow your brand, these

Quickbooks are known for their accounting software, but their well-rounded payroll service includes

vendors can simplify payroll and save you money in time and risk.

bookkeeping integration, employee benefits, handling

Sources

payroll taxes, direct deposit, and unlimited processing.

https://www.fool.com/the-blueprint/payroll/payroll-

They have tax penalty protection and will also integrate

services/

company tax payments into Quickbooks accounting

https://www.techrepublic.com/article/8-top-payroll-

software. Year-end forms are a breeze since the

processing-services-for-small-businesses/https://www.

company covers them in the price of their plans. The

thebalancesmb.com/best-payroll-services-for-small-

service does have limitations regarding HR support, but

business-5078150

it makes up for this with its other benefits. If you ever

https://blog.spendesk.com/en/company-spending-

have issues, you can rest easy with Quickbooks’ reliable

statistics

customer support.

https://www.netsuite.com/portal/resource/articles/

RUN Powered by ADP

financial-management/small-business-payroll-statistics.

ADP provides comprehensive payroll processing

https://www.surepayroll.com/

services in addition to other benefits in their four plans.

https://gusto.com/

The service automatically files all payroll taxes, and

https://quickbooks.intuit.com/payroll/

every plan includes employee benefits management,

https://www.adp.com/

free direct deposit, insurance services, and an efficient

https://onpay.com/

shtml

way to pay contractors. If you need human resource tools, you can pay extra as part of ADP's top-tier plans.

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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® S P O T L I G H TFEATURES DEF HOSE REELSI N D E X

Coxreels features a complete line of Diesel Exhaust Fluid (DEF) hose reels built on the industry proven, all-steel construction SH and T Series of reels. These reels are equipped with a stainless steel external full-flow swivel and chemical resistant Viton seals to provide a safe, reliable DEF dispensing solution available with a factory installed, high-quality Goodyear DEF hose. The swivel is easy to access for simple seal maintenance and fast DEF dispenser hose installation. Coxreels provides professional reeling systems in heavyduty single pedestal (SH Series) or supreme-duty dual

outfitted with Super Hub dual axle support systems to

pedestal (T Series) configurations that handle DEF hoses

increase stability and reduce vibration during operation,

up to 75 feet of ¾ inch hose I.D. Both versatile designs are

making these reels the perfect DEF handling solutions for

TACKLE THE TOUGHEST JOBS WITH QUALITY YOU CAN TRUST!

either stationary or rugged mobile applications. The DEF models are available in standard spring retraction and EZ-Coil controlled retraction systems that promote greater operator and workplace safety by retracting up to 80-percent slower than conventional reels. This DEF reel line has all the durable high quality components and superior finishes found in every Coxreels product. Coxreels® has remained steadfast and focused on manufacturing high quality, industrial grade hose, cord, and cable reels with leading industry innovation since 1923. Offering a full product line serving the industry in every channel and application, Coxreels® takes great pride in designing, building, and supporting each and every product

PRO GRADE

HOSE, CORD, & CABLE REELS Efficient Septic & Sewer Clean-Up Operations

made exclusively in the U.S.A.

For further information on Coxreels® DEF hose reels, contact Customer Service at (800) 269-7335 or visit www.coxreels.com.

Enhance Worksite Safety Corrosion Resistant, PowderCoat or Stainless Steel Finishes LEARN MORE:

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IN THE NEWS

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

GEN-EYE SEWER CAMERAS FROM

INDEX SGENERAL P O T L I G H TPIPE CLEANERS NOW INCLUDE

RUGGED NEW REEL CAGE COVER Protect work sites and equipment from dripping video cable reels with the new Reel Cage Cover for Gen-Eye sewer cameras from General Pipe Cleaners. The heavy-duty, 600 denier poly canvas cover fits

Easy to move, easy to use, and easy on budgets, General’s lightweight, compact Gen-Eye POD® sewer

snuggly around General’s full size camera reels. Three times more durable than standard covers, it’s securely affixed with Velcro tabs – and easily removed for reel

cameras include integral Wi-Fi to record and share inspections...

inspection or cleaning between jobs.

cameras include integral Wi-Fi to record and share inspections from tablets and smartphones. The Gen-Eye X-POD® features a powerful Command Module with USB port to record video inspections on flash drives. It also includes a 7” LCD color monitor, onetouch recording, digital zoom, voice-over recording, and more. The Gen-Eye USB® Premium packs potent features into a compact package. Included are a USB port, 10.4” sunlightreadable screen, waterproof keyboard, rechargeable battery that lasts up to 4 hours, and Wi-Fi capability – all protected by a heavy-duty Pelican case. For additional information, contact the Drain Brains® at The new Reel Cage Cover now comes standard with all full size Gen-Eye POD®, Gen-Eye X-POD®, Gen-Eye

General Pipe Cleaners at 800-245-6200, or visit www. drainbrain.com/geneye

SD®, and Gen-Eye USB® video inspection systems. It’s also available for separate purchase by existing Gen-Eye equipment owners – and is not intended for Gen-Eye mini-reel designs. Easy to move, easy to use, and easy on budgets,

About General Pipe Cleaners General Pipe Cleaners, a division of General Wire Spring Co., is a leading manufacturer of high quality American-made drain cleaning equipment. In business since 1930.

General’s lightweight, compact Gen-Eye POD® sewer

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OAKMONT CAPITAL SERVICES GROWS OPERATIONS AND SALES TEAMS THREE EXPERIENCED PROFESSIONALS JOIN TEAM WEST CHESTER, PA, MARCH 2021 - Oakmont Capital

standing. She also manages the overall insurance

Services (OCS) has further expanded its sales and

program, ensuring a smooth process for the end

operations teams. As an independent direct lender

customer.

partnered with a bank, Oakmont is committed to offering

“As our lending capabilities broaden through our bank

customers low rates via a virtual, streamlined process.

partnership, we’re expanding our team to better serve

THE THREE ADDITIONS TO THE TEAM ENHANCE THE COMPANY’S COMMITMENT TO SERVICE:

our customers,” said Joe Leonard, CLFP and CEO. “All

AARON DYM, Controller, is a veteran corporate controller

both operations and sales on course to positively impact

three new team members are an integral part of keeping our customers, their business,

with past industry experiences in equipment leasing, wholesale distribution, employment

“As our lending capabilities

contract services, and the

broaden through our

design-build industry. Dym’s core competencies include general

bank partnership, we’re

financial management, banking &

expanding our team to

treasury management, strategic planning, benefits negotiation

better serve our customers”

& management, and software & technology implementation. TATUM NOREEN, CLFP, Inside Sales Representative, began her career in the equipment financing industry as a credit analyst 6 years ago. She then transitioned

and Oakmont’s. We are excited to have these experienced and dedicated professionals on board and welcome them to the team!”

About Oakmont Capital Services Oakmont Capital Holdings, LLC d/b/a Oakmont Capital Services is headquartered in West

Chester, PA, with an office in Albany, MN, and is a fast, affordable, reputable solution to equipment financing. Oakmont Capital Services is a direct, independent lender, providing commercial equipment financing and working

into a Client Relations role, becoming a team lead. In

capital throughout all 50 United States. The professional

2019, she obtained her CLFP designation. At Oakmont,

financing staff at Oakmont has combined experience of

Noreen works to strengthen the relationship with current

over 350 years in the industry and is the reliable choice for

customers and assists other finance professionals with

today’s financing needs. For more information, visit 

account management responsibilities.

www.oakmontfinance.com. 

DEBORAH REBER, Insurance Specialist, has worked in the equipment finance industry for 10 years. At Oakmont Capital Services, Reber handles various duties, including interacting directly with customers to confirm insurance

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IN THE NEWS

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

RIDGID® CELEBRATES 25 YEARS AS INDUSTRY INDEX SLEADER P O T L I GOF H TDIAGNOSTIC TOOL SOLUTIONS Find, see and pinpoint exactly where the problem lies with RIDGID, a part of Emerson’s Professional Tools portfolio

ELYRIA, OHIO – March 12, 2021 – RIDGID®, part of Emerson’s Professional Tools portfolio, is celebrating a major milestone in the industry: a quarter of a century as the leader in pipe inspection systems. RIDGID launched their first line of inspection cameras in 1996, allowing professionals to more easily diagnose in-ground pipe issues. Many of these first machines are still being used today. “For 25 years, the RIDGID brand has been delivering durable underground products that have enabled our customers to grow and build their business year after year,” said Amy Moneypenny, global product manager,

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Bio-Septic Boost

A Drainfeild Soil Restorative

Underground Technologies – Inspection and Locating, RIDGID, for Emerson. “We’re proud to

Sodium is the REAL problem.

have reached this exciting milestone that builds on

Septic Drainer drives sodium OUT of the soil.

our long history of developing tools for the world’s expert tradespeople that can be handed down to the next generation. RIDGID inspection camera reels are built to last, no matter how many times a cable is

Pressure Washers & Drain Jetting Equipment

Emerson’s professional tools business, which includes RIDGID as well as the Greenlee and

Like Us On and technologies for the mechanical, Facebook

electrical and plumbing trades globally. Visit emerson.com/professionaltools for

WORK READY more information.

Emerson’s professional tools business, which

We Custom Build Machines To Your Specifications! STB Series

Trailer-Mounted Drain Jets

Visit emerson.com/professionaltools for more information. About Emerson • 2000-Gallon Aluminum Portable Restroom Truck (1500x500) Emerson (NYSE: EMR), headquartered in St. Louis, • Fruitland 344 Vacuum Pump Missouri (USA), is Pump a globalwith technology engineering • DC10 Washdown Hannay and Hose Reel •company. Dual Service with Left Side Work Station

‘20 PETERBILT 337

$

‘19 INTERNATIONAL HV607

143,250

$

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• DC-Powered Jet Hose Reel and 4-Nozzle Set • Pressure Gauge & Hour Meter • Electric Start with Low Oil Shutdown • Pumps Handle Fluids Up To 160° • Lockable Tool and Storage Boxes • 150' Garden Hose on Manual Reel • 300 Gallon Tank with Low Water Shut Off • Gearbox Drive Triplex Plunger Pump with Ceramic Plungers and Stainless Valves • Trailer with Industrial Painted Finish and 15" Aluminum Wheels

$

STB3015K

$

STB2712K

$

STB3708K

$

STB4007K

$

18,999

• 12 G.P.M. @ 4000 PSI • 999 CC Kohler • 400' x 1/2"Hose

18,999 13,499

• 11.5 G.P.M. @ 2700 PSI • 689 CC Honda • 400' x 1/2"Hose

13,299

• 8 G.P.M. @ 3700 PSI • 689 CC Honda • 300' x 3/8"Hose

13,299

• 7 G.P.M. @ 4000 PSI • 689 CC Honda • 300' x 3/8"Hose

TT4025HZ-35 $ 52,995

121,500

• 2500-Gallon Aluminum Tank • NVE 607 Vacuum Pump • Large Aluminum Toolbox

STB4012K

• 15 G.P.M. @ 3000 PSI • 999 CC Kohler • 400' x 1/2"Hose

brands, provides the industry’s broadest portfolio

mechanical, electrical and plumbing trades globally.

800-648-5011 www.camspray.com sales@camspray.com

Van and Truck Mount Models Available See All The Features And Specifications At CamSpray.com

$ includes RIDGID 337 as well as the Greenlee and Klauke ‘20 PETERBILT 114,300

of advanced, reliable tools and technologies for the

Custom vinyl decals

RCS II, Inc. • www.septicdrainer.com • (518) 812-0000

environment.”

portfolio of advanced, reliable tools

SeptiMarker

FREE Shipping To New Customers. Use Promo Code PUMPER.

pushed down an iron pipe or how harsh the job site

Klauke brands, provides the industry’s broadest

Removes Bio-Mat

• Produces 25 Gallons Per Minute at 4000 PSI • 74 HP EPA Tier 4 Final Compliant Hatz Turbo Intercooled Diesel Engine • Hydraulic Slide Out Swivel Reel with 500' x 5/8" Hose • Air Purge Valve and 18 Gallon Anti-Freeze Tank and Freeze Protection • Heavily Constructed Trailer with 2" x 4" Steel Tube Box Frame • 26 Gal Fuel Tank Gives Hours of Run Time on a Single Fill • Wireless Remote to Control Throttle Up and Down, Water Valve and More • 350 Gallon Tank with 2" Hydrant Fill • Features 150' Wash Down Hose and Front-mounted & Over-fender Tool Boxes

This System Eliminates the

A PR I L 2 0 2 1 A M E R I C A N LI QUI D WASTE 19

Stock

The


SPOTLIGHT

a

INDEX

American Companies 2021, MIDWEST INSTITUTION

A

merican Companies was selected by American

During our earlier interview with Gale, he

Liquid Waste magazine as our August 2018

reminisced about his first-weekend job in the site

Spotlight featured business, because of the

services industry. It was for The Michael Jackson

extraordinary entrepreneurial march of Holsman

Victory tour. He swept the parking lot throughout

across the greater Kansas City area. He has veritably

the three-day event at Arrowhead Stadium in

dominated the portable restroom rental services

Kansas City. He recalls, "They liked me. And, today

market in terms of gains of combined restroom

we have hundreds of toilets in the parking lots

rental, industrial power sweeping, waste hauling,

there and control all trash flow and control from

and event services since he started with a single

the stadium. It’s crazy how much business can grow

truck and his boundless energy and imagination

from a simple, but great start."

back in 1984.

We spent some time with Gale again recently,

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catching up with the company’s fresh history of the past

This expansive array of service channels is all the

few years since our original opportunity in 2018 to learn

stuff of the classic great American success story: There

the fascinating story of this self-made regional business

was a time when a local Kansas City boy named Gale

wonder and his aggressively organically expanding

Holsman was a sales manager for Waste Management

business. Now, in the mid-first quarter of 2021, there

and saw an opportunity to acquire a sweeper truck. He bought it and took the plunge

are captivating updates from American Companies. Those include the company's progress

There was a time

since 2018, leading up to 2020,

when a local Kansas City

and the profound effects of last

boy named Gale Holsman

year on both the business and

into sweeping parking lots for a couple of big box store chains. Lots of growth and diversification characterized the next decades for his company, as he built a

personal experience of 2020 for

was a sales manager for

the company owner and his truly

Waste Management and

site services companies expanding

saw an opportunity to

Columbia, Atlanta, and their metro

amazing team. AMERICAN’S DIVERSIFIED BUSINESS MODEL Gale Holsman’s business consists

acquire a sweeper truck.

budding national enterprise, with from Kansas City to St. Louis, markets. American buys its portable toilets, trucks, and equipment

of four separate entities under the American Companies umbrella: American Waste

from Satellite. The company currently has around 3,500

Systems Inc., American Sweeping Inc., American

Satellite toilet units, mostly gray construction-grade

Pavement Maintenance Inc., and Total Venue. Under

porta-potty units. They also have 2 trailers with 4 and

these distinct operations, the American Companies

8 toilet units each, and a third one coming soon with

do it all. The diversified service organization provides

8 units, and they have about 55 to 60 ADA gray units

true one-stop-shopping for commercial, industrial, and

and some construction-grade trailers for highway

municipal customers in need of:

construction and maintenance jobs.

STREET SWEEPING FOR: 4 Construction 4 Industrial Sites 4 Municipal Contracts 4 Roll-off Containers 4 Powerwashing 4 Portable Toilet MODELS FOR: 4 Construction 4 Special Events 4 Luxury Use

EVENT CLEAN-UP SERVICES, INCLUDING: 4 Trash Containers 4 Stage Rental OTHER EVENT SITE EQUIPMENT AND SERVICES 4 Rear Loaders for Commercial and Residential Needs 4 Asphalt 4 Sealcoating 4 Pavement Striping 4 Other Services

UPDATES FROM AMERICAN COMPANIES KC SINCE 2018 Revenues were flat on roll-offs last year for American, with no significant up or down change. Gale commented, "There are so many guys now who want to be in the roll-off in business. There are 17 new companies in the roll-off business. We've been in business in Kansas City for so long and working with contractors, so when they add, we add.” Fortunately, Kansas City is still in a pretty good growth period, so that’s good for us. “Sweeping is generating substantial revenues for us. We have some industrial accounts. Revenues have stayed steady in the sweeping, toilets, and roll-offs. Toilet rental continued on page 22

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INDEX

SPOTLIGHT

revenues are probably around 18% to 20%. Roll-

if any, the leadership team has implemented in its

offs are probably around 11%, and residential and

various areas of operations, budgeting, sales, and

commercial trash pickup is about 60%, and sweeping

planning, as a result of the 2020 experience.

accounts for the rest, about 10% to 11%." As an outdoor services contracting company in the

Gale, being Gale, did not spin or otherwise deviate from simple truth well expressed, “Last year stunk. “ The Kansas City Chiefs use

heart of the Midwest, the American Companies field staff totals fluctuate with season changes. Of course, it also fluctuates with startups and completions of special projects, and with bringing on major new accounts. American’s team includes division managers,

The Kansas City Chiefs use around 375 of the toilet units during the regular season, but last year in 2020, it was only 100.

night supervisors, admin staff,

around 375 of the toilet units during the regular season, but last year in 2020, it was only 100. “With that said, I’m very grateful we had the 100. A lot of others are just going out of business.” He observed that the construction business in

sales reps, drivers, mechanics,

KC stayed pretty solid, which helped keep

and technicians.

American’s numbers steady. “We kept everybody

THE 2020 ODYSSEY

(employees) on last year. John King, who ran the St.

We asked Gale Holsman how American Companies

Louis branch until we sold it, now runs KC toilets

fared during 2020 and what kinds of adaptations,

and roll-offs.” continued on page 24

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SPOTLIGHT

INDEX

AMERICAN COMPANIES GROWTH STRATEGY The American Companies’ strategic planning for 2021 and longer-term was, Gale acknowledges, performed in the new light of what effects such as those of the health and economic events of last year can mean in potential impacts to a growing business in the portable restroom rental services industry. Even while Gale (as one of the so many entrepreneurs across the country) is calculating the right moves for his customers, employees, and his brand's interests, current weather conditions are of epic proportions. He describes the current workday in KC, "Right now (February 2021) we have sub-zero temperatures and a lot of snow, so we’re running behind.” Back in 2018, Gale offered the portable restroom rental business’s wisest perspective and advice, for aspiring entrepreneurs in any industry, and it seems even more meaningful today. He says that although it’s all about growth, the quality approach to growth must be through focusing on ideally serving the customers you already have, “We spend our time on account retention. We want to provide the best service so that our clients have no reason to go to our competitors." Beyond that simple strategy for organic growth through passive marketing to current customers, Gale emphasizes that to succeed, growth plans need buy-in from the entire team. He stresses that everyone must understand and support following the roadmap that has been laid out for the way forward toward achieving the set objectives and goals. He accomplishes this strategic team follow-through by weekly meetings in which each manager discusses their ideas continued on page 26

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The company's marketing team, led by Gale's daughter Shannon Holsman Lock, a serious marketing management talent, does all the coding for the company’s dazzling and intuitive site. and feasibility is evaluated, modifications are made, as needed, and decisions are made. MARKETING AND SALES APPROACH AT AMERICAN COMPANIES Gale’s business is one of those so well-established in its market that word-of-mouth is the only marketing necessary. He explains that word-of-mouth between business managers long familiar with his team’s quality and reliability in KC is one of his company’s major sources of new business, “Longevity naturally brings customers through those sources.” On the other hand, he also emphasizes, “Our website is also one of our #1 sources of new sales." He says it's like having 24/7 salespeople. The company's marketing team, led by Gale's daughter Shannon Holsman Lock, a serious marketing management talent, does all the coding for the company’s dazzling and intuitive site. He commented, “We have a significant and terrific website. We change it daily. In addition to the website, we also advertise on television, radio, billboards, etc., to stay out in front of the public.” Further, he explained that the American Companies sales team members “do a great job going out and bidding for new jobs.” Gale explained, “Our sales team provides bids to parks and recreation departments, cities, events, and various entities, to make sure we have that good live communication going." Unlike a majority continued on page 28 2 6 A MERIC AN L IQUID WA S T E A P R IL 2021

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SPOTLIGHT

INDEX

“GPS allows us to keep control of what our drivers are doing on the job at all times, including locations, driving speed, time frames at various locations, historical operating data..."

in the toilets, and there's no reason to bother the site superintendent unless there’s a problem.”

of successful portable restroom rental businesses we speak with, American Companies leadership pulls out all stops on marketing and sales channels, to continuously drive the company’s sales success over the top in the competitive KC market. Further, the branding philosophy Gale succinctly shared, in a nutshell, has universal applications, "Our growth depends upon our reputation. Our reputation rides on the perception of our company, our containers, trucks, uniforms, and everything that presents us to our

He continues, “GPS allows us to keep control of what our drivers are doing on the job at all times, including locations, driving speed, time frames at various locations, historical operating data. It’s a very convenient and accurate way of supporting quality assurance.” But, as in the past, Gales stresses that above all, “We rely on our stellar team to handle our businesses with confidence and care; and to continue to take us into the ever-changing future in our industries.”

current and prospective clients. It has to be first class.

BUDDING CONGLOMERATE KANSAS CITY

Perception is everything. What you have left at the end

In addition to the four companies that constitute the

of the day is your reputation, which relies on those

American Companies services enterprise, Gale Holsman

critical perceptions of your business and your team."

has other going concerns, outside these industries. He

(NAS, August 2018)

owns Holsman Classic Cars, race cars, offshore boat

PROCESS AND QUALITY CONTROL AT AMERICAN, KC

racing, and a ranch that houses 57 horses.

The company’s management does proactive outreach

Powersports dealership as well as Shawnee Mission

to customers to ask about their experience with the

Cycle Plaza, with a total of over 120 employees. (Gale

service and comments about the quality of the rental

says he works for Gail when it comes to those thriving

products and services provided at their sites. As Gale

businesses.)

notes, “That‘s what keeps our service level up in our

His fiancé, Gail (yes, it's Gail and Gale) owns a

He is active in the oversight of all the business

sweeping company. We always want to check-in. On

components of his thriving Midwest U.S. empire. Yet,

the toilet side, it's different, especially in construction.

one gets the sense that he would always welcome more

It's not quite as delicate. We've got check off sheets

to do and is utterly impossible to exhaust. continued on page 30

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SPOTLIGHT

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In our observation, another pillar of Holsman’s structure for sustained success in the portable restroom rental business and related service industries is building strong relationships, with all members of the company team, customers, vendors, and peer business owners. Time spent talking with Gale Holsman about his business and his leadership philosophy makes it clear enough that his manner of dealing with everyone around him is much responsible for the extraordinary cohesiveness of his team. It also appears to have fostered the attitudes and performances that have yielded the spectacular achievement of 35-year life spans of many of his customer accounts. That same leadership style has even appeared to make a significant difference in his company’s ability to weather an economic storm like 2020 and remain standing fiscally strong in its aftermath. This is the kind of track record that is only possible in organizations with leadership that makes itself about helping others, and by doing so, makes itself an indomitable presence in its industry and the broader regional business sector. Unsurprisingly, Gale Holsman is a highly respected ADVICE FOR PORTABLE RESTROOM RENTAL

motivator and portable restroom industry expert.

BUSINESS NEWCOMERS FROM INDUSTRY EXPERT

He is frequently requested to address many types

GALE HOLSMAN, AMERICAN COMPANIES INC., KANSAS CITY, MO As in 2018, today Gale Holsman reminds portable restroom rental service providers to be aware of their operating costs and remember that “profit is not a nasty word.” He emphasizes, “Remember to sell customer service and benefits, not price.” And, finally, “Don't be afraid to charge for your services. If you don't get paid sufficiently, you can't provide good employees and services. If you can't afford to

of leadership groups throughout the United States. He proves to be just unstoppably driven and to have powerful effects on everyone and everything around him and the system he has built, all in the most positive possible ways.

For information about the American Companies organization or its portable restroom rental services subsidiary, see americancompanieskc.com.

do business, then your customers can't stay with you.” (2018)

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Abbott Rubber CO. Inc..................................................2 800-852-1855 / pumperhose.com

GSBB Services, LLC...................................................... 32 843-535-5712 / www.gsbb.biz

PolyJohn Enterprises.................................................. 35 800-292-1305 / polyjohn.com

American Jetter............................................................ 32 866-944-3569 / americanjetter.com

Imperial Industries Inc............................................... 25 800-558-2945 / imperialind.com

Power Line Industries / Hot Jet USA..................... 32 800-213-3272 / hotjetusa.com

Aqua-Zyme Disposal Systems Inc........................... 2 979-245-5656 / aqua-zyme.com

In The Round Dewatering........................................ 18 317-539-7511 / ITRDewatering.com

Armal Inc........................................................................ 15 866-873-7796 / www.armal.biz

J.C. Gury Company Inc..................................................6 800-903-3385 / jcgury.com

Bright Dyes.................................................................... 32 800-394-0678 / brightdyes.com

Key Commercial Corp................................................ 18 877-333-4539 / keycommercial.com

Cam Spray...................................................................... 19 800-648-5011 / camspray.com

Masport Vacuum Pump Systems........................... 26 800-228-4510 / mastportpump.com

Com Vac.............................................................................5 800-243-7986 / comvacsystems.com

Mid-State Tank Co., Inc.................................................4 800-722-8384 /midstatetank.com

Comforts of Home...................................................... 34 877-382-2935 / cohsi.com

Navitas Credit Corp..................................................... 24 800-422-1844 /navitascredit.com

Coxreels........................................................................... 14 800-269-7335 / coxreels.com

Norweco Inc.....................................................................7 800-667-9326 /norweco.com

Dragon Products.......................................................... 23 877-783-5538 / dragonproductsltd.com

NozzTeq.......................................................................... 31 866-620-5915 / nozzteq.com

F.M. Manufacturing..................................................... 11 877-889-2246 / fmmfg.com

Paul Swoyer Septics LLC............................................BC 830-935-4936

Fruitland Manufacturing ......................................... 13 800-663-9003 / fruitlandmanufacturing.com

Peterson Products..........................................................6 800-669-1434 / pipeplug.com

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RCS II Inc.....................................................................6, 19 518-812-0000 / septicdrainer.com Robuschi ........................................................................ 27 gardnerdenverproducts.com • Roth Global Plastics.......................................................4 866-943-7256 / roth-america.com Stamp Works................................................................. 32 800-758-2743 / sales@stampworks.net Transway Systems Inc................................................ 33 800-263-4508 / transwaysystems.com VacCon............................................................................ 29 904-493-4969 / vac- con.com Vacuum Sales Inc............................................................3 800-547-7790 / vacuumsalesinc.com Westmoor Ltd............................................................... 32 800-367-0972 / westmoorltd.com

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Conserving Water One Portable at a Time Every day, portable restrooms save 125 million gallons of fresh water* 45 billion gallons of fresh water are saved annually through the use of portable restrooms* The average amount of water saved using hand-wash stations versus conventional sinks per week is 6.8 million gallons* *Source: PSAI

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