Bottled Water Reporter

W W W. B O T T L E D W AT E R . O R G

BWR

IN THIS ISSUE A Review of Is Your Digital IBWA's Technical Strategy Working Committee for You? Agenda

The Art of the Capitol Hill Deal

BOTTLED WATER REPORTER | SEP/OCT 2018

Leadership Development Strategies That Work

NEW HIRE

2018 IBWA Annual Business Conference and Trade Show

Also Inside:

NEW ORLEANS

November 12-15 | Details p.25

Changing Consumer Behavior With Community-Based Social Marketing A PUBLICATION OF THE INTERNATIONAL BOTTLED WATER ASSOCIATION

VOL. 58 • NO. 5

NEW HIRE

COLUMNS GOVERNMENT RELATIONS

38 | The Art of the Deal on the Hill What it takes to create customers of Congress.

COMMUNICATIONS

40 | Why Paying Attention to Website Analytics Is Vital to Your Digital Strategy How to gather data that will help you create a digital strategy that works.

TECHNICAL UPDATE

44 | Beyond FSMA A review of the full agenda for IBWA's Technical Committee.

VALUE OF IBWA MEMBERSHIP

48 | A Life Dedicated to Bottled Water C.R. Hall (Hall's Culligan Water) has almost 30 years of industry experience. He credits his IBWA membership for helping his eight Culligan dealerships continue to be successful.

TABLE OF CONTENTS 10 | Survival Tips & Tricks for New Hire Onboarding

CHAIRMAN'S COMMENTARY................................2 PRESIDENT’S MESSAGE.......................................4 WATER NOTES.....................................................6

Taking on new hires is a process—one that requires tips, tools, and strategies for you or your staff to manage the interviewing, onboarding, and development stages. When those strategies are implemented consistently and correctly, a company with 5 employees can drive the same kind of employee engagement as a company with 5,000 workers. By Darin Hartley

CPO QUIZ..........................................................46

17 | Changing Consumer Behavior With Community-Based Social Marketing

CONNECT WITH IBWA

According to environmental psychologist Doug McKenzie-Mohr, PhD, fostering sustainable behavior requires a campaign that focuses on “delivering programs that are effective in changing people’s behaviors”—not simply increasing public knowledge. By Chris Torres

25 | Meet Us in New Orleans

Plan now to attend the 2018 IBWA Annual Business Conference and Trade Show

NEW ORLEANS NOV. 12-15

Join IBWA as we head to New Orleans, November 12-15, for a one-of-a-kind conference and trade show experience that caters to professionals in the bottled water industry.

ADVERTISERS....................................................47 CALENDAR........................................................47

BOTTLED WATER REPORTER, Volume 58, Number 5.

Published six times a year by The Goetz Printing Company, 7939 Angus Court, Springfield, VA, 22153, for the International Bottled Water Association, 1700 Diagonal Road, Suite 650, Alexandria, VA 22314-2973.

Tel: 703.683.5213, Fax: 703.683.4074, www.bottledwater.org.

Subscription rate for members is $25 per year, which is included in the dues. U.S. and Canadian subscription rate to nonmembers is $50 per year. International subscription rate is $100 per year. Single copies are $7. POSTMASTER: Send address changes to Bottled Water Reporter, 1700 Diagonal Road, Suite 650, Alexandria, VA 22314-2973.

IBWA

International Bottled Water Association

CHAIRMAN’S COMMENTARY PAUSE FOR KNOWLEDGE

Our return to New Orleans for the 2018 IBWA Annual Business Conference and Trade Show marks the second time the bottled water industry has returned to this great city since Hurricane Katrina.

When Katrina hit in August of 2005, rather than wait for formal relief efforts to become more organized, IBWA members and staff made direct contact with officials and civic and municipal leagues in affected cities and parishes to provide life-saving bottled water to those in need. In 2006, our emergency relief efforts were recognized by the American Society of Association Executives (ASAE) when it presented IBWA with its “Award of Excellence.” IBWA was proud to be of assistance then—and it is only because our industry is viable throughout the year that we can swiftly come to the aid of those in need during emergency situations.

To help ensure the viability of our industry, IBWA continues to hold events like our annual business conference to educate members about the regulatory, technical, political, and professional topics they need to know about to keep providing the public with clean, safe drinking water. Our working environments are evolving—new technologies are rapidly being introduced, and the regulatory and political landscape is always changing. Attending the IBWA Annual Business Conference and Trade Show is a great way to ensure you are current on industry trends and issues.

This year in New Orleans, we’re expecting a great turnout. Our Education Committee has lined up an impressive list of subject matter experts who are sure to pass along knowledge that you can immediately implement back home to help you reach your business goals. We have worked with NAMA to put together an educational program that offers 24 sessions—covering everything from FSMA and IBWA’s audit program to microplastics, content marketing, and even how water is the foundation for a perfect cup of coffee. Our certified plant operators (CPOs) will be happy to learn that 17.25 CEUs are available to help them keep their certifications current.

But, I’ll let you in on a secret: the real learning at these gatherings occurs in the face-toface, impromptu meetings with your peers. For me, networking is where it is at during IBWA’s conferences. The IBWA Annual Business Conference offers you a time to discuss with your colleagues what is happening at your company and learn if they are experiencing the same successes and challenges. And there is no substitute for the opportunity to interact directly with IBWA members and others working in the bottled water industry. We hope to see you in New Orleans, November 12-15!

OFFICERS Chairman Lynn Wachtmann, Maumee Valley Bottlers, Inc..

Vice Chair Vacant Treasurer Brian Hess, Niagara Bottling LLC Immediate Past Chairwoman Shayron Barnes-Selby, DS Services of America, Inc.

BOARD OF DIRECTORS Shayron Barnes-Selby, DS Services of America, Inc. Joe Bell, Aqua Filter Fresh, Inc. Philippe Caradec, Danone Waters of America Tara Carraro, Nestlé Waters North America Andy Eaton, Eurofins Eaton Analytical Brian Hess, Niagara Bottling LLC Doug Hidding, Blackhawk Molding Co. Scott Hoover, Roaring Spring Bottling Dan Kelly, Polymer Solutions International Kari Mondt, Allied Purchasing Greg Nemec, Premium Waters, Inc. Dennis Rivard, Crystal Mountain Products, Inc. Bryan Shinn, WG America Company Robert Smith, Grand Springs Distribution Louis Vittorio, Jr., EarthRes Group, Inc. Lynn Wachtmann, Maumee Valley Bottlers, Inc. William Patrick Young, Absopure Water Co., Inc.

IBWA EXECUTIVE COMMITTEE Chairman Lynn Wachtmann, Maumee Valley Bottlers, Inc. Shayron Barnes-Selby, DS Services of America, Inc. Joe Bell, Aqua Filter Fresh, Inc. Philippe Caradec, Danone Waters of America Tara Carraro, Nestlé Waters North America C.R. Hall, Hall’s Culligan Brian Hess, Niagara Bottling LLC Henry R. Hidell, III, Hidell International Scott Hoover, Roaring Spring Bottling Dan Kelly, Polymer Solutions International Bryan Shinn, WG America Company William Patrick Young, Absopure Water Co., Inc.

COMMITTEE CHAIRS Communications Committee Julia Buchanan, Niagara Bottling, LLC Audrey Krupiak, WG America Company Education Committee Glen Davis, Absopure Water Co., Inc. Douglas R. Hupe, Aqua Filter Fresh Environmental Sustainability Committee Leslie Alstad, DS Services of America, Inc. Jeff Davis, Blackhawk Molding Co. Government Relations Committee Viola Johnson Jacobs, DS Services of America, Inc. Derieth Sutton, Niagara Bottling LLC. Membership Committee Marge Eggie, Polymer Solutions International Kelley Goshay, DS Services of America, Inc. State and Regional Associations Committee Joe Cimino, ChoiceH2O

Lynn Wachtmann IBWA Chairman

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Supplier and Convention Committee Joe Bell, Aqua Filter Fresh, Inc. Dan Kelly, Polymer Solutions International Technical Committee Andy Eaton, Eurofins Eaton Analytical Kevin Mathews, Nestlé Waters North America

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IBWA

International Bottled Water Association

PRESIDENT’S MESSAGE BUSINESS AND BEIGNETS

BOTTLED WATER REPORTER is published for: International Bottled Water Association 1700 Diagonal Road, Suite 650 Alexandria, VA 22314-2973.

Tel: 703.683.5213 Fax: 703.683.4074 www.bottledwater.org

IBWA STAFF

On November 12-15, I hope you’ll join us in New Orleans for the 2018 IBWA Annual Business Conference and Trade Show.

When we gather in New Orleans for our annual business conference and trade show, we’ll review the recent successes and challenges the industry has experienced—and discover ways to ensure the viability of this great industry well into the future.

One way to ensure the viability of our industry is to continue hiring the best people to fill our jobs. In “Survival Tips & Tricks for New Hire Onboarding” (p.10), Darin Hartley, a leadership development expert, explains that the hiring process is more than scheduling a few interviews and selecting the best candidate. In fact, to set up your new hire for success, you’ll need an onboarding strategy that starts on Day 1 and continues through the first 100 days of employment. Hartley presents strategies that can work for any company—whether you have 5 or 500 employees.

Bolstering a positive image of the industry is another way to help ensure its viability.

That’s why, in “Changing Consumer Behavior With Community-Based Social Marketing” (p.17), we delve into the interesting topic of how to promote sustainable behaviors.

As an industry, we have no real control over whether consumers will recycle their empty containers. However, we can encourage sustainable behaviors that ultimately benefit the industry by illustrating the recyclability of our packaging.

In our columns, you’ll learn about “The Art of the Deal on the Hill” (Government Relations, p.38), how to use Google Analytics to assess and refine your digital strategy (Communications, p.40), and the issues IBWA’s Technical Committee continues to tackle in 2018—everything from FSMA’s Preventive Controls Rule, to changes coming to IBWA’s audit program, to regulations on the use of ozone as a disinfectant and more (Technical Update, p.44).

While this issue of Bottled Water Reporter covers a lot of important topics, I invite you to turn to page 25 to learn more about the 2018 IBWA Annual Business Conference and Trade Show. Now more than ever, it's very important to step away from our facilities and offices to focus on the industry issues that affect us all. So, let’s take full advantage of this opportunity to network, learn, and strategize on how to help bottled water keep its title as the favorite packaged beverage of Americans.

President Joe Doss jdoss@bottledwater.org Vice President of Education, Science, and Technical Relations Robert R. Hirst bhirst@bottledwater.org Vice President of Communications Jill Culora jculora@bottledwater.org Vice President of Government Relations Cory Martin cmartin@bottledwater.org Director of Conventions, Trade Shows, and Meetings Michele Campbell mcampbell@bottledwater.org Director of Government Relations J.P. Toner jtoner@bottledwater.org Director of Science and Research Al Lear alear@bottledwater.org Director of Communications Sabrina E. Hicks shicks@bottledwater.org Manager of Member Services Cheryl Bass cbass@bottledwater.org Communications Coordinator Chris Torres ctorres@bottledwater.org Education and Technical Programs Coordinator Linda Alfakir lalfakir@bottledwater.org Executive Assistant Patrice Ward ibwainfo@bottledwater.org Bottled Water Reporter Layout and Design Rose McLeod rozmack@gmail.com Tel: 315.447.4385 Editor Sabrina E. Hicks shicks@bottledwater.org

Joe Doss IBWA President

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Advertising Sales Stephanie Schaefer stephanie@bottledwater.org

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WATER NOTES

GOVERNMENT RELATIONS

Tariffs on Chinese Goods Impact the Bottled Water Industry Various products imported from China and purchased by the bottled water industry have been marked with 25 percent tariffs. The U.S. government placed tariffs on those goods, which are listed in the Notice of Determination released by the U.S. Trade Representative (USTR), on July 6.

The products subjected to the tariffs include water coolers, point-of-use coolers, and equipment used to clean, dry, label, close, seal, and cap bottled water.

IBWA has been actively engaged on this issue, including

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submitting comments to the USTR in opposition to the tariffs and meeting with members of Congress to discuss oversight and legislative strategies to avoid the imposition of tariffs. IBWA continues to work with leaders on the House Ways and Means Committee and Senate Finance Committee to see if there is a viable path forward for legislation that would address the issue.

On July 11, 2018, the USTR released a notice in the Federal Register outlining the process to request an exclusion from tariffs on

Chinese goods. If a companyâ&#x20AC;&#x2122;s request is approved, it will allow them to import certain products without paying the 25 percent tariff. Requests for product exclusion must be filed on the USTR docket

by October 9, 2018. If granted, the exclusions will apply retroactively to July 6.

IBWA will be submitting petitions for the exclusion of bottled water products and machinery now facing 25 percent tariffs.

The Trump Administration has announced tariffs

on several products this year: washing machines and solar cells in January, steel and aluminum imports in March, and an additional 1,300 goods from China in April. The tariffs are based on claims of unfair trade practices with China and national security risks.

For more information on the exclusion process, contact IBWA Vice President of Government Relations Cory Martin: cmartin@bottledwater.org.

WATER NOTES

ENVIRONMENTAL SUSTAINABILITY

IBWA-Sponsored Tour of Water, Wastewater, and Potable Reuse Treatment Facilities to Be Held in October

IBWA Environmental Sustainability Tour participants at the DRC Group facility in 2016.

A one-day tour of water, wastewater, and potable reuse treatment facilities in the Orange County, California area will be held October 2, 2018. The tour and educational program is being organized by IBWA and IBWA member Phyllis Rokus.

The tour will be held from 7:30 a.m. to 5:30 p.m., and it will be followed by a networking reception and dinner. The following three locations will be visited during the tour: • Orange County Sanitation District Wastewater Treatment Facilities: The Orange County Sanitation District (OCSD) focuses on teaching the importance of wastewater treatment in protecting the public health and the environment.

The OCSD segment of the tour will include a video overview, discussion about the wastewater treatment process, and a bus tour of the facility.

• Orange County Water District Ground Water Replenishment System: As the world’s largest water purification system for indirect potable reuse, the Ground Water Replenishment System (GWRS) takes highly treated wastewater—that would have previously been discharged into the Pacific Ocean—and purifies it by using a three-step advanced treatment process that involves microfiltration, reverse osmosis, and ultraviolet light with hydrogen peroxide. The GWRS process produces high-quality water that meets or exceeds all state and federal drinking water standards.

• Carlsbad Poseidon Desalination Plant: According to its website (www.carlsbaddesal.com), the Carlsbad Desalination Plant is capable of delivering more than 50 million gallons of fresh, desalinated drinking water per day— which is enough to serve approximately 400,000 people in San Diego County. Its commercial operations began in late 2015, providing the region with a reliable and locally controlled water source.

For questions and information about how to register for the tour, contact IBWA Director of Science and Research Al Lear: alear@bottledwater.org. The deadline to register is September 14, 2018.

COMPLIANCE

FSMA’s PC Rule Now in Effect for Small Businesses Almost all bottled water companies must now be in compliance with a rule under the U.S. Food and Drug Administration’s (FDA) Food Safety Modernization Act (FSMA) that requires food producers to have a written plan for the prevention or mitigation of potential hazards in five key areas.

FSMA focuses on preventing food safety issues rather than reacting to them. The Preventive Controls for Human Food regulation (PC Rule) requires a written plan for hazard prevention in process, allergens, sanitation, supply chain controls, and a recall plan.

“Very small businesses,” which are defined by FDA as food processors with less than $1 million in revenues, were to be in compliance with the PC Rule by August 30, 2018. Producers qualified as “small businesses” had to be in compliance in September 2017, and larger food manufacturers have been required to comply since September 2016.

According to IBWA Vice President of Education, Science, and Technical Relations Bob Hirst, IBWA bottlers that already had a Hazard Analysis Critical Control Point (HACCP) program in place at their facilities would have just needed to expand their HACCP and environmental controls to include the Hazard and Analysis Risk-Based Preventative Control (HARPC) requirements of FSMA. Starting with an HACCP already in place saved those bottlers time, money, and additional resources, according to Hirst.

For more information about FSMA or the PC Rule, contact IBWA Vice President of Education, Science, and Technical Relations Bob Hirst: bhirst@bottledwater.org.

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REGULATION UPDATES

IBWA Continues to Seek “Healthy” Label for Bottled Water From FDA The use of the term “healthy” on food labels was first regulated in the early 1990s, when the focus was on the reduction of fat in the diet. Now, the U.S. Food and Drug Administration (FDA) is in the process of revising that regulation to ensure current use of “healthy” is in line with its strategic plan regarding nutrition. As dietary guidance consensus and the public health community clearly recognize the important role water plays in a healthy diet, IBWA continues to encourage FDA to allow bottled water producers to use “healthy” on their labels.

On July 17, 2018, IBWA sent a letter to FDA Commissioner Scott Gottlieb, MD, in support of the agency’s interest in permitting food and beverage

companies to make truthful and non-misleading statements about the healthful attributes of their products. In that letter, IBWA noted our support of FDA’s efforts to update the regulatory definition of “healthy” claims for food and beverage labels. The letter also referenced an August 7, 2017 request from the association that FDA exercise enforcement discretion to permit bottled water products to bear a “healthy” claim on their labels and mentioned that on October 5, 2017 IBWA met with FDA to review IBWA’s rationale behind our enforcement discretion request.

More recently, during the July 26, 2018 public meeting for the FDA Nutrition Innovation Strategy, IBWA

provided oral comments noting that— consistent with FDA’s nutrition policy agenda—bottled water plays an important part in helping consumers achieve a healthy diet. For that reason, and consistent with guidance found in the Dietary Guidelines for Americans, IBWA requested that FDA allow “healthy” claims on bottled water products.

For more information about IBWA's ongoing efforts to allow the term "healthy" to appear on bottled water labels, please contact IBWA Director of Science and Research Al Lear: alear@ bottledwater.org.

EDUCATION

Learn About Bottled Water’s Rise in Popularity on the “H2O In The Know” Podcast In a recently released episode of IBWA’s bottled water podcast, “H2O In The Know,” Jane Lazgin, former communications director for Nestlé Waters North America, discussed her career in the bottled water industry and the factors that led to bottled water’s rise in popularity.

Lazgin, whose career spanned almost 40 years in the bottled water industry, said that bottled water was mostly found in restaurants and night clubs in her early days. But gradually, a lifestyle shift took shape, and people began seeking healthier alternatives to carbonated soft drinks and other beverages. “ Trends seem to show people are paying much more attention to their fitness routines, to their spiritual health, their meditation and mindfulness, and not everybody does this every day,” Lazgin said. “I think health is here to stay. People want to live long and healthy, and they want to see their children live healthy lives, so I think the choice of water is always going to be very important.”

According to the Beverage Marketing Corporation, in 2017 bottled water was the No.1 packaged beverage (by volume) in the United States for the second year in a row, with a sales total of $18.5 billion. Bottled water volume grew to 13.7 billion gallons in 2017, which was a 7 percent increase over 2016.

Lazgin’s episode, along with other episodes of IBWA’s “H2O In The Know” podcast, can be found on Apple iTunes (apple.co/2LS0Afv) and SoundCloud (bit.ly/2tcg0DE).

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SOCIAL M EDIA MESSAGING BOARD If you are looki ng

[Tweet on Oct. 4] You know what goes great with TACOS? Bottled Water! Happy #NationalTacoDay

for new opport unities to conn consumers and ect with educate them about bottled w share any of th at er issues, feel e following on yo free to ur social media sites during Sep and October— tember or be inspired an d write your ow n!

Dehydration is no treat!!! And childhood obesity is scary! Hand out #BottledWater instead of candy this Halloween!

National Campaigns Disasters don’t plan ahead, but you can! Now is the time to build or restock your disaster preparedness kit.

Make sure you have at least 1 gallon of #BottledWater per person per day for up to three days. Visit www. ready.gov/september for a full list of recommended emergency supplies. #NatlPrep #PrepareNow

nal

September is Natio Preparedness

September: National Childhood Obesity Awareness Month, National Preparedness Month, Healthy Aging Month, Self-Improvement Month, Labor Day (Sept.

3), Protect Your Groundwater Day (Sept. 4), Read a Book Day (Sept. 6), National Grandparents Day (Sept. 9), National Day of Service and Remembrance (Sept. 11), National HIV/AIDS and Aging Awareness Day (Sept. 18), Get Ready Day (Sept. 18), Women's Health & Fitness Day (Sept. 26), World Heart Day (Sept. 29), International Podcast Day (Sept. 30) October: Breast Cancer Awareness Month, National Chiropractic Month, 15th Annual Global Bottled Water Congress (Oct. 22-24 in Evian, France), International Coffee Day (Oct. 1), National Child Health Day (Oct. 2), National Taco Day (Oct. 4), World Smile Day (Oct. 5), Get to Know Your Customers Day (Oct. 18), Make a Difference Day (Oct. 27), Halloween–Treat kids to bottled water instead of candy! (Oct. 31)

Download: www.fema.gov/media-library/ assets/images/118249

[Post on Sept. 30] Have you listened to IBWA's "H2O In The Know" podcast yet?

If not, today's a great day to start! #InternationalPodcastDay soundcloud. com/user-746400801

[Post on Oct. 2] National Child Health Day offers a great opportunity to promote the benefits of water to children's physical, oral, and cognitive health.

The USDA’s Child and Adult Care Food Program (CACFP) requires that providers offer drinking water in addition to making it available. To promote the importance of drinking water to the kids in your care, try these simple activities–one for every day of the week. How many can you do?

Off your mental game? You could be mildly dehydrated. www.pinterest.com/ pin/414964553161890946

www.bottledwater.org/ fastfacts

[Post on Sept. 9] Do you know the hydration needs of your grandparents? The critical importance of water does not diminish as we age, and many factors can make it difficult for older adults to stay properly hydrated. Learn a few hydration tips for older adults by reading “Healthy Hydration for Older Adults.” https://issuu.com/ibwa/docs/bwr_ jan-feb_121717final #NationalGrandParentsDay #HealthyHydration #DrinkMoreWater

Ever wonder what can be recycled?

Wonder no more with this handy guide from The Recycling Partnership. www.pinterest.com/ pin/414964553161738593 Working to be the best “you” you can be this September during #SelfImprovementMonth? Don't let dehydration stand in your way! Did you know that even mild dehydration can affect your mood, energy level, and ability to think clearly?

Learn what you should know about drinking water—but probably don’t—here! #AvoidDehydration #DrinkMoreWater #DontBeThirsty www.nbcnews.com/better/diet-fitness/ down-low-h20-n760721

[Tweet in Sept.] Disasters don't plan ahead but you can. FEMA recommends 1 gallon of #BottledWater per person per day for up to 3 days. #NatlPrep #PrepareNow

COVER STORY

NEW HIRE

SURVIVAL

TIPS & TRICKS for New Hire Onboarding

By Darin Hartley

LEADERSHIP DEVELOPMENT STRATEGIES THAT WORK FOR COMPANIES WITH 500—OR 5—EMPLOYEES There’s an old adage that says, “Employees don’t leave their jobs; they leave their managers.” In this frenetic time we exist in, of hyper-employment and literally “more job openings than available qualified people,” there is no better time for companies of all sizes to practice the best leadership development techniques possible.

But taking on new hires is a process, one that requires tips, tools, and strategies for you or your staff to manage the interviewing, onboarding, and development stages. When those strategies are implemented consistently and correctly, a company with 5 employees can drive the same kind of employee engagement as a company with 5,000 workers.

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PRE-HIRE COMMUNICATION TECHNIQUES THAT WORK • If your company uses a Client Relationship Management (CRM) system and you have access to it, create contacts and action items for each of your candidates in the pipeline. Most CRMs will allow you to blind copy emails to them, so you can see every communication to the candidate. It will also track tasks and reminders.

• If you are a large enough organization, your HR team may use or have access to the following Talent CRMs: - Beamery (beamery.com) - Monster Talent CRM (hiring.monster.com/ litereg/talent-crm.aspx ) - Smashfly (www.smashfly.com) - Lever (www.lever.co) - Talemetry (www.talemetry.com) - iCIMS (www4.icims.com) - Clinch Talent (www.clinchtalent.com) Enter “Talent CRM” on your favorite search engine to find more.

Note: Hubspot (www.hubspot.com) and Zoho (www.zoho.com) have free CRMs you can use (however, they aren’t talent focused), but you can use them to track your communications and activities associated with each candidate.

• If you don’t want to use a CRM, you can also create a spreadsheet with all of your candidates’ names, contact information, communication tracking, notes, etc., to stay in front of your candidate.

The key with all CRM systems is that they will help shift the recruiting and hiring process from an “employer-focused” activity to a “candidatefocused” activity.

Your "presence" leads to "presents." The more you are top-of-mind with the right candidate, the better chance you have of landing him or her.

Positively Affecting Candidates During the Interview Process Believe it or not, the way you and your HR staff/ recruiters (if you have them) interface, communicate, and follow up (or not) with prospective new hires can have a very positive or negative effect. What negative effects can non-consistent communication have on a new candidate? In highly-competitive job roles, there is a high probability that he or she will be talking to other prospective employers also. If you have done the initial screening and identified the top candidates you’d like to potentially hire, it’s critical to stay in touch with them during the process. Because if you don’t, your competitor hiring managers might be.

While it’s a given that the hiring process isn’t necessarily a direct correlation of how you’d work with the new hire on a daily basis, it can represent the culture of communication in your company. If you don’t keep in contact with your prospective candidates, they might start thinking, “If this company is this mysterious during the hiring process, what’s it going to be like when I am working on a critical project for them?”

What Should You Communicate?

Overcommunicating or communicating frivolous messages to candidates isn’t a winning strategy. However, candidates love hearing about the following:

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•

hiring status updates and timelines

•

positive news about the company

•

questions that demonstrate you are seeking candidate understanding

•

positive feedback and/or constructive feedback that help the candidate

•

stories that demonstrate your company’s culture

STRATEGIC ONBOARDING

Strategic onboarding helps minimize regrettable attrition, increases employee productivity, accelerates employee efficacy, and drives employee engagement.

What Should a New Hire’s First 100 Days Look Like?

You only get one chance at a first impression, and the first 100 days of a new hire’s employment are critical to his or her potential for success and tenure in the organization.

Some large organizations hire hundreds of employees a month. In small- to medium-sized organizations, each manager might only hire one or two people a year. Even so, these new hires want to feel like they made the right decision and that they are supported completely from their very first day at the office.

When instructing new hires on their job responsibilities, remember that adult learners like to know why they need to know what they need to know and also need to see a clear pathway to their end goals. This is a critical part of your leadership development responsibilities.

Onboarding New Staff To be clear, onboarding is so much more than the administrivia associated with building access, benefits, and endless slide presentations from your various company departments. While those are critical elements, true onboarding starts on Day 1 and continues through the first 100 days of a new hire’s employment and beyond. Your new employee should have the following: •

the minimal equipment, office supplies, and access to the network required

•

a prescribed onboarding plan detailed week-by-week

•

if possible, a peer mentor

•

an understanding of the company, including ­

– what it does

­

– how it generates revenue

­

– how business is conducted

­

– major divisions/departments and what they do

­

– prescribed training

­

– campus tours (there is nothing as illuminating a seeing where and how an organization/business runs)

­

– key organizational meet and greets

In Successful Onboarding, one of my favorite books on onboarding, authors Mark Stein and Lilith Christiansen share their research on the “Onboarding Margin™” companies realize when they are strategic about this critical developmental practice in organizations. Stein and Christiansen disclose that they “learned early on that onboarding actually includes every experience that the new hire has in the course of the first year, not just the few managed by centralized HR functions.” Strategic onboarding helps minimize regrettable attrition, increases employee productivity, accelerates employee efficacy, and drives employee engagement.

Sample Onboarding Software Onboarding software is a crowded space, and there are a variety of software applications available depending on your requirements, number of staff, desired outcomes, etc. Use this software to help ensure a consistent implementation of onboarding from HR: benefits, organizational structure, basic training, and initial goal setting, etc. The software is typically cloud-based, and companies can pay for licensing commensurate with their size and needs. Versions of onboarding software are available free of charge, but they usually have restricted features. A partial list is provided below: •

iCIMS Onboard (www4.icims.com)

•

ClearCompany (www.clearcompany.com)

•

BambooHR (www.bamboohr.com)

•

WorkBright (www.workbright.com) SEP/OCT 2018

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Like any good sports coach, your role is to work with the innate strengths of each employee to ultimately create a winning team.

•

Sapling (www.saplinghr.com)

•

Namely (www.namely.com)

•

monday.com (www.monday.com)

•

ExactHire (www.exacthire.com)

•

Whatfix (www.whatfix.com)

•

vPlayook, which is focused on sales pros (www.vplaybook.com)

Employee Engagement Benefits Numerous articles, books, websites, courses, webinars, consultancies, and even conferences focused on employee engagement are available. But it never hurts to emphasize the overarching benefits to your company of great employee engagement. Highly-engaged employees have the following characteristics: •

•

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They are loyal. They stay with the company longer, so there is less attrition, which has a positive effect on costs associated with recruiting, hiring, and onboarding. They typically align with the company culture better.

They work hard and enjoy it. They are in what psychologist Mihaly Csikszentmihalyi calls “flow.” According to Stein and Christiansen, engaged employees can be as much as 40 percent more productive than their non-engaged coworkers.

•

They come to work more often.

•

They are market mavens for your company. They believe in the company. They speak positively of the company not only to fellow employees but also to anyone who will listen. This is a phenomenal way to capture the hearts and minds of potential new hire candidates for the company.

You can bet there is a correlation between high employee engagement and making the “Best Places to Work” lists.

If your company is too small to do an annual Employee Engagement Survey, there are some software applications you can use to keep an ongoing “temperature check” of the organization. Rather than compiling a massive end-of-year survey, these applications can be used to query a company's staff (whether a handful or thousands) about employee engagement and other related topics in an organization.

Such checks are great for all departments within your company and can enable the right people in an organization to take actions on recent/current trends. Check out these lightweight, but excellent, tools: •

TINYpulse (www.tinypulse.com)

•

Culture Amp (www.cultureamp.com)

•

eepulse (www.eepulse.com)

•

Weekdone (www.weekdone.com)

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15 five (www.15five.com)

•

Achievers (www.achievers.com)

Performance Management and Coaching You’ve identified the candidate(s), hired the best one(s), created a strategic onboarding plan for the first 100 days, and now it’s time to provide ongoing performance management and coaching to your developing employee.

As part of the continued development process of your employee, consider taking the following actions.

Conduct a 100-day review with the employee. Review the following:

•

•

They are more customer-focused.

­

– key activities and accomplishments

•

They drive the positive brand of a company making it easier to recruit and identify candidates for job openings.

­

– understanding of business initiatives

­

– organizational awareness

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STRATEGIC ONBOARDING

­

– feedback provided by peers and leadership

­

– outstanding questions the employee may have

­

– expectations for the next 100 days and beyond Based on the results of the 100-day review you will more than likely have some additional recommendations for ongoing training and development, which might include the following:

•

­

­

–

Company-specific training to gain additional requisite skills related to the employee’s role (e.g., state-specific or federally required regulatory training, specialized certifications for middle-skill workers, or manufacturing on-the-job training on new equipment, etc.).

–

An in-depth review of the company’s performance management model, cadence and timelines associated with it, documents and forms, and expectations of the employee. If you want to create a disgruntled employee at the first annual performance review, spring all of this information on him or her then.

­

– Company-specific training on company supervisory practices and/or its guiding principles and competencies.

­

–

Training related to organizational practices and/ or culture. For example, many companies have a strong focus on “strengths” management, others have a strong belief in holacracy, etc., so it is important that your employee understands and can operationalize these models.

­

–

Ongoing and regular one-on-one meetings. This seems like a “no brainer”; however, you might be surprised by the number of managers and leaders who don’t do this. Even very senior new hires need a regular check-in with their managers to review key activities from the week; review the next week and beyond; and get clarification, as required, on activities, goals, etc. Require the employee to summarize notes for the one-on-one meetings and provide the manager a copy. That task helps both the manager and the employee when it comes to quarterly or other performance discussions and/or reviews.

LEARNING STRATEGIES TO FIT ANY SIZE ORGANIZATION Whether you have 500 or 5 employees, you want to provide learning opportunities that will help them develop into happy and productive employees. Listed below are some low-cost, creative ideas that you can start implementing immediately.

• Book Salons or Book Clubs. Choose a book that resonates with some aspect of your team’s roles in the company and assign it to the team to read over a specified period (four to eight weeks). Have a meeting to discuss the book and what each person learned from it. Note: Some books include pre-fabbed questions in the back of them to facilitate book club meetings.

• Lunch and Learns. Schedule a lunch-andlearn meeting once a month, and rotate the topic and speaker. The topics should be related to what the company or team is working on and help drive organizational improvement.

• Self-paced Online Learning. There is almost a limitless supply of online learning companies that can provide training on almost any topic under the sun. Check out the following: • Lynda.com (acquired by LinkedIn) (www.lynda.com) • Coursera (www.courseara.org) • Pluralsight (www.pluralsight.com) • Khan Academy (www.khanacademy.org) • Udemy (www.udemy.com) • Udacity (www.udacity.com) • edX (www.edx.org) • Degreed and Pathgather (recently merged) (www.degreed.com) • Conference Debriefs. If you can only afford to send one person to a relevant professional conference, assign that staff person with the task of creating a conference trip report. Ask him/her to share the key takeaways with the rest of the staff in a one-hour learning session.

Regular discussions and check-ins with your employee(s) will help them develop faster and be more productive. These check-ins are perfect for ongoing and regular coaching sessions, which employees (especially newer employees) need to succeed. Remember that no two of your staff members will be exactly alike in their

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levels of development, drive, ambitions, and aptitude, so part of your role, like any good sports coach, is to work with the innate strengths of each employee to ultimately create a winning team.

Ongoing Learning and Development If your company is large with thousands of employees, you may have the benefit of a robust talent management team with lots of resources for HR, staffing, training, etc. You also may have your own “corporate university,” which might include a combination of classroom and online training.

Such resources provide a great opportunity to guide your employee, in an à la carte fashion, through the training offered by your learning and development organization.

What if you are a small company, perhaps with less than 50 employees? You probably won’t have a robust internal training offering like your larger counterpart companies.

Does that mean you can’t provide learning and development guidance and solutions for your staff? Not at all.

You just have to get a little creative. The sidebar on page

15 presents some training and development ideas for smaller companies.

The employee lifecycle has many phrases: candidate identification, hiring, strategic onboarding, employee engagement, performance management and coaching, and ongoing learning and development. Whether you are a small or large company, you can deploy the strategies and tactics presented in this article to help you provide ongoing performance improvement, productivity, and customer satisfaction. Don’t let the size of your organization determine its potential excellence.

Darin Hartley has been working in the training industry for 25 years and has undergraduate and graduate degrees in Corporate Training and Training Management. He is currently the director of educational development at BICSI.

ProStack ® &

P.O. Box 310 • Newtown Square, PA 19073 • (610) 325-7500 • www.prostack.com

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Changing Consumer Behavior With Community-Based Social Marketing

By Chris Torres

Bottled water professionals know that we have a good environmental story to tell. Among the highlights are the facts that we’ve lightweighted our bottles to reduce the amount of plastic we use, and we have the lowest water and energy use ratios of any packaged beverage.

But we still seek ways to reduce our environmental impact. While we can manage lightweighting efforts and water and energy use, there’s an aspect of bottled water’s environmental story that we can't control: the consumer’s willingness to recycle the empty container. Traditional ways of marketing and advertising to change consumer behaviors—through print or online advertisements and content—may work to a degree, but an environmental psychologist believes a different marketing approach can be much more successful: community-based social marketing.

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5 Steps

The of Community-Based Social Marketing 1. Carefully select a behavior to be promoted.

2. Identify the barriers and benefits associated with that behavior.

3. Create a strategy that uses behaviorchange tools that address those barriers and benefits.

4. Test the strategy in a small segment of a community.

5. Evaluate the impact of the plan once it’s implemented on a broad scale.

Communitybased social marketing is a practical approach to behavioral change.

Doug McKenzie-Mohr, PhD, author of Fostering Sustainable Behavior, explains that most campaigns geared toward fostering sustainable behavior are information-based, evolving from one of two perspectives. The first, called the attitude-behavior approach, assumes that behavioral changes can occur by increasing public knowledge about an issue and fostering an attitude that supports a desired activity. The second is the economic self-interest approach, which assumes that people systematically evaluate choices that are in their best interests financially. He suggests that, in each instance, money spent on information campaigns tend to produce results that are underwhelming.

“To date, too little attention has been paid to ensuring that the programs we implement have a high likelihood of actually changing behavior,”

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McKenzie-Mohr writes in his book. “ The cornerstone of sustainability is delivering programs that are effective in changing people’s behavior.

If we are to make the transition to a sustainable future gracefully, we must concern ourselves with what leads individuals to engage in behavior that collectively is sustainable, and design our programs accordingly.”

McKenzie-Mohr’s community-based social marketing is a practical approach to behavioral change that includes the following steps:

Step 1: Selecting the Behavior The first step in fostering a sustainable behavior is to select the distinct behavior you want to promote. If your goal is, for example, to increase the recycling rate for plastic containers, a specific behavior you may want to achieve is to get consumers to recycle more bottled water bottles.

To narrow your focus and concentrate on a particular group of environmentally friendly consumers, McKenzie-Mohr suggests asking yourself what sector would make the most sense to target (for example, millennials—whom studies have shown tend to recycle less than their baby boomer and Generation X counterparts). From there, the next step is to establish an end-state behavior, which produces the desired environmental outcome.

If you happen to come up with more than one behavior, the next step is to compare them and determine which is most worth promoting. Review each behavior to determine the following: •

How impactful is it?

•

How likely is it that the target audience will engage in the behavior?

•

How far has the behavior already penetrated the target audience?

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After analyzing the preferred behaviors for impact, probability, and penetration, you’re now ready to select your behavior(s), McKenzie-Mohr says. The behavior should have the highest impact, probability, and penetration possible.

“Too frequently, environmental programs are delivered simply because someone felt it would be worthwhile to promote a specific behavior,” explains McKenzie-Mohr in “Step 1: Selecting Behaviors” of his book. “If we are to make greater progress in fostering sustainability, we need to be more rigorous in how we select behaviors. By focusing on those behaviors that have the best combination of impact, probability and penetration, we can be more assured that our programs will have the desired outcome.”

Step 2: Identifying Barriers and Benefits It’s important to know what motivates people to engage in sustainable

behavior. For a behavior such as recycling, people may participate for a number of reasons. They may believe they’re committing to a positive cause; perhaps they are knowledgeable about the negative environmental effects of recyclable products that are not recycled; or they may simply know the product they’re recycling may already be made from recycled material and don’t want to end the cycle, among other reasons.

The influences on the public’s behavior may be many, but you must sort through all theories and discover what barriers may exist that stop individuals from engaging in the activity and decipher what could motivate them to participate. According to McKenzieMohr, once you’ve made these determinations you are in a position to create an effective strategy to promote your preferred behavior.

While it may be tempting to skip the barrier and benefit identification step, doing so drastically reduces the chances of your marketing program being successful.

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CALCULATING THE ROI OF YOUR PILOT PROGRAM In Fostering Sustainable Behavior, McKenzieMohr lists the following guidelines for calculating your return on investment: A. Dollars spent. Include all costs associated with developing and launching the pilot.

B. Behaviors influenced. The number of people who engaged in the targeted behavior.

C. Cost per behavior influenced. Divide the amount of dollars spent (A) by behaviors influenced (B).

D. Benefit per behavior. Costs avoided, which can be difficult to estimate at times.

To calculate ROI, follow these three steps: 1. Gross Economic Benefit: B x D 2. Net Benefit: Gross Economic Benefit – A 3. ROI: (Net Benefit/A) x 100

3. Organize focus groups to examine the attitudes and behaviors of your target audience in relation to the activities you want them to engage and disengage.

4. Build on the information you received from your focus groups by conducting a survey with random people within your target audience.

This could potentially help you learn more about possible barriers, as well as more information about what could motivate people to engage in the activity.

While it may be tempting to skip the step of barrier and benefit identification, possibly due to limited time or financial reasons, McKenzie-Mohr states that doing so would drastically reduce the chances of your marketing program being successful. When discussing this step in Fostering Sustainable Behavior, he writes, “Identifying barriers is an essential first step in designing a successful program. While significant pressures exist to skip this step, the simple truth is that it is impossible to design an effective strategy without identifying barriers and benefits.”

Once the barriers and benefits for a selected behavior have been identified, the next step is to begin developing strategies to address them.

Step 3: Developing Strategies McKenzie-Mohr suggests the following four steps to uncover barriers and benefits: 1. Review any relevant articles and reports.

2. After the review, view people demonstrating the behavior you want to promote (recycling), as well as the behavior you want them to end (littering or throwing recyclable material in trash receptacles). However, you cannot interfere or influence the behavior of your audience.

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When developing your strategies to promote a preferred behavior, build them on the information you have gathered about the barriers and benefits— not around your preconceived theories.

Your strategies should simultaneously address the behavior you want to encourage and the one you want to discourage.

You also want to reduce the barriers for your encouraged behavior and increase the benefits of engaging in it.

If the goal is to have people recycle more of their empty bottled water containers

When designing your communitybased social marketing strategy, McKenzie-Mohr suggests you follow these three steps:

When developing strategies, they should simultaneously address the behavior you want to encourage and the one you want to discourage. incentives to motivate your target audience to act.

1. Select your tools based on the barriers and benefits. Your tools should be tailored to the barriers and benefits you have identified. McKenzie-Mohr discusses a lack of motivation as an example, and suggests the use of commitment, social norms, or

2019Convention_HalfPage_PRINT.pdf

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and other recyclable materials at a park or another public place, you may want to find ways to enhance their surrounding environment that would encourage them to do so. At the same time, you may want to construct new barriers that discourage any opposing behaviors.

2. Scrutinize your design with your focus groups. Hold focus groups to solicit feedback on your strategy before testing it. If the feedback is mostly positive, you are ready to pilot your strategy. If it’s negative, you should make adjustments.

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3. Test your strategy. Test the effectiveness of your strategy in a pilot with a small number of people. If it’s a success, it’s a great sign that you may not need many refinements before the strategy is broadly implemented.

In Fostering Sustainable Behavior, McKenzie-Mohr provides an example of a well-constructed community-

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Test the effectiveness of your strategy in a pilot with a small number of people.

If the strategy is a success, you may not need many refinements before it is broadly implemented.

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based social marketing strategy that encourages the purchase of recycled content products. He suggests placing prompts on store shelves directly below recycled content products.

That image would serve as a visual cue indicating the importance of purchasing the products.

“Remember that for a prompt to be effective, it should contain all of the information that is necessary for someone to act appropriately,” he writes.

“Occasionally, it is possible to overcome two barriers to a sustainable behavior with one tool. In this example, prompts make it significantly easier for shoppers to select products that have recycled content, while also increasing the likelihood that shoppers will remember

to consider these characteristics when they are shopping.”

He also suggests asking shoppers to wear an “I buy recycled” sticker, which would help establish a descriptive social norm and increase the chances of a commitment to act. In addition to the sticker, which would likely be worn for just a short time before being discarded, shoppers could be asked as they enter the store to sign a display committing to buying products with recycled content. The goal of having shoppers sign the display is to obtain a more permanent commitment from them—in addition to the short-term commitment of wearing the sticker— to increase the likelihood that people would purchase recycled content

Once your strategy is set, it’s time to put your pilot in action.

Step 4: Piloting The purpose of the pilot is to find and address any issues before conducting a broad implementation in your community. Expect issues to pop up and address them accordingly before your community-wide launch.

In Fostering Sustainable Behavior, McKenzie-Mohr identifies the following six principles as guidelines for testing your pilot.

1. Do not mix barrier and benefit research with piloting. While using the subjects from your barrier and benefit research may seem like a good idea, it would make the pilot unsuccessful because you wouldn’t know if the behavioral changes resulted from their participation in the barrier and benefits stage, the strategy you created, or both.

2. A minimum of two groups should be used to conduct your pilot. Make sure any changes you observe in your pilot are due to your intervention and not anything else within your community. To be certain, McKenzieMohr recommends also including a control group in which the strategy is not used. When you compare the intervention and control groups, you will be more confident that your intervention was the cause for any changes you see. The inclusion of multiple groups can help you determine how your strategy will take shape when you implement it across your community.

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products. Even cashiers can become involved, by thanking shoppers at the point of sale for making purchases of recycled content products.

For more information on Doug McKenzie-Mohr, PhD, or to read Fostering Sustainable Behavior, visit www.cbsm.com.

McKenzie-Mohr recommends including a control group in which the strategy is not used. When you compare the intervention and control groups, you will be more confident that your intervention was the cause for any changes you see.

3. Use random assignment.

Participants in your pilot should be randomly assigned to groups, and the groups should be as identical as possible once selected.

4. Measurements of behavior change should be a priority. The primary concern when measuring your pilot should always be whether you have changed the behavior you attempted to change. Do not rely on others’ self-reports of their behavior.

Obtain statistics or make direct observations in the community.

5. Calculate your return on investment.

You should be curious to know if you changed a behavior cost-effectively.

Learn how to calculate ROI in the sidebar on page 20.

6. Revise your pilot until it is effective. Pilots can be conducted quickly, and it can be easy to assume what went wrong and then

move on to broad-scale implementation. Make sure you take time to run another pilot to confirm you’re able to change the behavior before implementing your strategy across the community.

Step 6: Broad-scale Implementation Once your pilot demonstrates that behavior change can happen in a costeffective manner, it is ready for broadscale implementation. Before you begin, collect baseline information about the present level of engagement of your promoted behavior. McKenzie-Mohr advises that you use actual observations of the behavior or reliable records to establish the baseline.

When your marketing plan is launched, collect data periodically to survey its long-term impact. McKenzie-Mohr points out that it can be common for repetitive behavioral changes, such as SEP/OCT 2018

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Attention to detail is what makes community-based social marketing a success.

recycling, to trail off. Monitoring the plan periodically will allow you to find these changes sooner and implement plans to counter them.

For selecting participants, McKenzieMohr revisited the recycling products example mentioned in Step 3, saying that a random selection of retailers would be chosen to participate. Baseline data would come from the stores’ electronic inventories, which would be compared to data showing recycled content product purchases after the launch of the campaign.

with Washington State to promote the purchase of recycled content products or helping the University of California at Santa Cruz conserve energy and water, McKenzie-Mohr’s community-based social marketing strategy has proven to be successful.

It requires extensive research, strategic planning, piloting, implementation, as well as evaluation. The attention to detail is what makes community-based social marketing a success, according to McKenzie-Mohr.

Success Is in the Details The tools used for establishing a community-based social marketing plan require a lot of thought and work. But whether working

Chris Torres is IBWA’s communications coordinator. Contact him at ctorres@ bottledwater.org.

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8/8/18 10:46 AM

Meet us in

New Orleans for business with a side of beignets

2018 IBWA Annual Business Conference and Trade Show | November 12-15 NEW ORLEANS

Start planning now to come to the Big Easy for the 2018 IBWA Annual Business Conference and Trade Show Mardi Gras may be over for 2018, but the bottled water industry still has reason to celebrate in New Orleans when the city hosts the 2018 IBWA Annual Business Conference and Trade Show, November 12-15. For the second year in a row, bottled water is the No.1 packaged beverage in America (by volume), according to research conducted by the Beverage Marketing Corporation.

The weight of that crown might be heavy, but we know you are up for the challenges that come with being the No.1 drink in the United States.

To help you meet consumer demand for bottled water—and ensure your business is part of this phenomenal success—IBWA has put together a one-of-a-kind conference and trade show experience that offers insights, education, and innovations that you’ll be able to immediately implement back home. No matter your topic of interest—FSMA, marketing trends, impact of 2018 elections on the industry, hiring best practices—this IBWA event has something for you.

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What You Need to Know Dates: November 12-15, 2018 How to Register for the Conference: 4 Options • Online: bit.ly/2018IBWARegistration • Email: conventioninfo@bottledwater.org (call 703.647.4610 to provide credit card number) • Fax: 703.683.4074 • Mail: IBWA Annual Business Conference, 1700 Diagonal Road, Suite 650, Alexandria, VA 22314 Location: Hyatt Regency New Orleans

601 Loyola Avenue

New Orleans, LA 70113 Hotel Room Rate: $249 single or double + taxes ($291.22 total per night) Reservation cutoff date is Monday, October 22, 2018 How to Make a Hotel Reservation: 2 Options • Reserve online by entering this address into your web browser: http://bit.ly/Hotel2018IBWA. • Call the corporate Hyatt reservation line at 888.591.1234 and indicate you want to make a reservation at the Hyatt Regency within the International Bottled Water Association room block.

Do not make reservations on the Hyatt website.

Not-to-Miss EVENTS

WELCOME RECEPTION Hosted by IBWA and NAMA

Monday, November 12, 5:30 pm – 7:00 pm Start the week off right by meeting up with colleagues and friends at the IBWA / NAMA Welcome Reception.

This event kicks off the collaborative co-location between IBWA and NAMA with a world-class networking opportunity. Attending is a great way to set a tone of productivity for the rest of the week. Network with your bottled water and coffee peers, catch up with old friends, and enjoy an evening of hors d’oeuvres and an open cash bar.

The price of admittance to the Welcome Reception is included in your conference registration fee. If you would like to bring a guest to this event, you can order an additional ticket for $40.

Hotel Policies: Check in: 3:00 pm / Check out: 12 pm Hotel Parking: Valet is $40 per day plus taxes. Self-parking is $25 max. (no in/out privileges).

Local Airports/Ground Transportation/Local Transit: The major airlines provide accessible and economical flights to the Louis Armstrong New Orleans International Airport.

Travel time from the airport to the Hyatt Regency New Orleans is about 20-25 minutes.

Additional information about shuttle services, taxis ($36 one-way flat rate/2 people, $16 additional person), limos, and car rental agencies located at the Louis Armstrong New Orleans International Airport can be researched at www.flymsy.com.

The Regional Transit Authority (RTA) (www.norta.com) provides an extensive network of buses and streetcars that wind through every neighborhood of the Crescent City. The Single fares are $1.25, but the Jazzy Pass is just $3.00 per day for unlimited trips. Go to www.norta.com for complete information. The Loyola Streetcar Line stops in front of the Hyatt Regency.

How Many IBWA/NAMA Education Sessions: 24 How Many IBWA CEUs Available: 17.25 / 9 technical CEUs and 8.25 business CEUs When to Take the CPO Exam: Thursday, November 15, 8:00 am -11:00 am Date/Time of IBWA/NAMA Trade Show and Lunch: Tuesday, November 13, 12:15 pm – 5:15 pm, featuring 160+ exhibitors Weather: Temperatures in New Orleans during November are quite pleasant, with an average high of 75 degrees Fahrenheit and a low of 55. Average rainfall for November is 4 inches, so you may want to pack an umbrella – just in case.

Attire: Be comfortable in business casual attire, and bring good walking shoes. The air conditioning is running year-round and may at times be cool in public areas of the hotel and in the meeting rooms. To ensure you are comfortable at all times, bring a sweater, jacket, or wrap.

For More Conference/Trade Show Information: Contact IBWA Director of Conventions, Trade Shows, and Meetings Michele Campbell: conventioninfo@ bottledwater.org or 703.647.4606.

For IBWA Membership Information: Contact Manager of Member Services Cheryl Bass: cbass@bottledwater.org or 703.647.4615.

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IBWA KEYNOTE PRESENTATION: LEGENDS ON STAGE

Wednesday, November 14, during the General Session, 8:00 am – 10:30 am Former IBWA Chairman Charlie Norris and NBA legend Byron Scott will give the keynote presentation during IBWA’s general session.

Norris is a former CEO and president of McKesson Water and Deer Park Spring Water, and he currently has an investment portfolio of five companies where he plays an active board role, including Freshpet, where he is chairman of the board. Scott is a former NBA player and coach who won three championships as a member of the “Showtime” Los Angeles Lakers and coached the New Jersey Nets to two NBA Finals. He is now an analyst for ESPN. The two wrote a business management book on leadership: Slam-Dunk Success: Leading From Every Position on Life’s Court. Norris and Scott will be available to sign copies of their book.

Celebrating Our Achievements

AND STRATEGIZING FOR THE FUTURE Attend IBWA’s General Session and Annual Business Meeting to learn about the association’s many successes in 2018—and review the challenges we might face in the future Wednesday, November 14 8:00 am – 10:30 am During IBWA’s General Session, IBWA President and CEO Joe Doss will give his state of the association speech to update members about the many successes the association has achieved this year—and review any challenges that are before us in the months ahead. Members will also vote on the slate of nominees for IBWA’s officers and board of directors, and Lynn Wachtmann (Maumee Valley Bottlers, Inc.) will discuss what he has learned during his first year as IBWA chairman—and he will brief members on his plan for IBWA in 2019.

Joe Doss

Lynn Wachtmann

During the General Session, we will also hold our Awards Program to celebrate the commitment of individuals and companies to the bottled water industry. We know that without the dedication of IBWA member companies and their staffs, the bottled water industry would not enjoy its past or current success. Plan to join us as we pause to recognize the contributions and achievements of bottled water professionals.

Get on the Floor

Visit the Trade Show Floor for inspiration and innovations

Pall Corporation

Tuesday, November 13, 12:15 pm -5:15 pm

Plastipak Packaging, Inc.

The latest statistics available from Beverage Marketing Corporation show that bottled water continues to be America's favorite packaged beverage—and it predicts that trend will continue. To keep up with consumer demand, bottlers need access to suppliers who are experts in all-things-bottled water and can provide the products and services that will help them achieve their business goals. You’ll find those vendors on the IBWA/NAMA trade show floor on November 13. Lunch provided.

Polymer Solutions International, Inc. Sigma Home Products Co., Ltd. Silgan Closures Steelhead, Inc. Tailor Made Products TC Transcontinental Packaging The Sqwincher Corporation

2018 IBWA Trade Show Exhibitors* Allied Purchasing

Consolidated Container Company

Eurofins Eaton Analytical, Inc.

Aqua-Chem, Inc.

Corvaglia Closures USA, Inc.

GoodPac Plastics

Arctica Industries, Inc.

Crystal Mountain Products

International Bottled Water Association

Beckman Coulter Life Sciences

MECO

Blackhawk Molding Co., Inc.

Dongguan Shao Hong Electronics Technology Co. Ltd.

Chemetall US, Inc.

Downtown Wholesalers, Inc.

National Testing Laboratories, Ltd.

CHEMetrics, Inc.

EarthRes Group, Inc.

Oasis International

Cherry Ridge Consulting, LLC

Edge Analytical Laboratories

Pacific Ozone

Membrane Solutions, LLC

Tomlinson Industries Waterite America, Inc. Waterways *List of IBWA exhibitors is current as of August 10, 2018.

For an up-to-date, complete list of IBWA and NAMA exhibitors, visit www.bottledwater.org/ convention/exhibit and click on “List of Exhibitors.”

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DWRF Casino Night Fundraiser at Pat O’Brien’s on the River Monday, November 12, 7:30 pm – 10:00 pm (Ticketed Event: $165) (Transportation shuttles begin departures from the Hyatt Regency at 7:10 pm)

Plan to join in on the fun that will occur at the 2018 Drinking Water Research Foundation (DWRF) Casino Night Fundraiser at Pat O’Brien’s on the River! This venue has stellar views of the Mississippi River and access to outdoor balconies. Inside, you’ll be able to take a seat at one of the casino tables set up specifically for attendees. It’s a great opportunity to learn the ins-and-outs of the various games or show off your gambling skills. Everyone is welcome to attend this fun night of great food and even better company!

A raffle will be held at the end of the night. The amount of raffle tickets you receive will be based on how many chips you win throughout the night. Three raffle tickets will be chosen, and the winners will be awarded terrific prizes.

Ticket price includes roundtrip shuttle to and from the Hyatt Regency, a buffet featuring regional and New Orleans’ 28

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specialties, open hosted bar, and $1000 in gambling chips. Ticketed event: $165 per person; $80 is tax deductible. On the registration form (see p.31), please note under

“DWRF Fundraising Event” how many tickets you want to reserve.

(Please register no later than Monday, November 5, 2018, so food guarantees can be made to the restaurant and the correct number of buses can be ordered.)

Your participation in DWRF’s Casino Night helps fund the vital research that impacts the bottled water industry now and in the future. Limited sponsorship opportunities are also available.

For more information, contact IBWA Program Coordinator of Education, Science, and Technical Relations Linda Alfakir: 703.647.4612 or lalfakir@ bottledwater.org.

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SCHEDULE-AT-A-GLANCE IBWA Annual Business Conference and Trade Show† November 12-15, 2018

NEW ORLEANS

17.25 CEUs are available for CPO Certification: 9 Technical CEUs; 8.25 Business CEUs

Wednesday, November 14

Monday, November 12 10:00 am – 7:00 pm

7:00 am – 5:00 pm

IBWA Registration

***************

*************** 10:30 am – 11:30 am

IBWA Education Committee Meeting*

11:30 am – 1:00 pm

IBWA Committee Chairs Lunch (closed)

1:15 pm – 2:15 pm

IBWA Supplier and Convention Committee Meeting*

1:15 pm – 2:30 pm

Preparing for the New (2019) IBWA CEU 1.25 Tier 1 Audit Program

2:30 pm – 3:30 pm

IBWA Technical and Regulatory Update

2:30 pm – 4:00 pm

IBWA Membership Committee Meeting*

2:45 pm – 4:00 pm

IBWA Environmental Sustainability Committee*

3:30 pm – 4:30 pm

Microparticulate Removal Processes for Water Production

5:30 pm – 7:00 pm 7:30 pm – 10:00 pm

CEU

1.0

CEU

1.0

IBWA / NAMA Welcome Reception DWRF Casino Night at Pat O’Brien’s on the River (Ticketed Event)

Tuesday, November 13 7:00 am – 5:00 pm

IBWA Registration

7:00 am – 9:00 am

Continental Breakfast

*************** 7:00 am – 9:00 am

IBWA Executive Committee (closed)

8:00 am – 9:15 am

Productivity Through Engagement

8:45 am – 10:45 am

IBWA Technical Committee Meeting*

9:30 am – 10:45 am

Building a Strategic People Plan 1.25

9:30 am – 10:45 am

Content Marketing: How to Be 1.25 Michael Phelps While Others Tread Water

11:00 am – 12:00 pm

2019 and Beyond: What to Expect 1.0 from Congress and the Trump Administration After the November Elections

11:00 am – 12:15 pm

Educational and Generational 1.25 Shifts in Hiring Production Staff

11:00 am – 12:15 pm

IBWA Communications Committee Meeting*

12:15 pm – 5:15 pm

IBWA / NAMA Trade Show and Lunch

2:00 pm – 3:15 pm

DWRF Trustees Meeting

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IBWA Registration

CEU

1.25

CEU

CEU

8:00 am – 10:30 am

IBWA General Session and Annual Business Meeting with Awards Ceremony and Keynote Presentation by Byron Scott and Charlie Norris

10:45 am – 12:00 pm

Bottled Water Sales Figures and Trends 1.25

1:15 pm – 2:30 pm

IBWA 2018 Water Use Study Results

1:15 pm – 2:30 pm

Advancements in Returnable CEU 1.25 Bottle Sanitization

1:30 pm – 2:45 pm

IBWA Government Relations Committee Meeting*

2:45 pm – 3:45 pm

Implementing a Water Stewardship CEU 1.0 Program: Beyond Water Conservation

2:50 pm – 4:00 pm

IBWA State Affairs Task Force / IBWA State and Regional Associations Committee*

4:00 pm – 5:15 pm

CEU

CPO Study Session

CEU

1.25

CEU

1.25

Thursday, November 15 8:00 am – 10:00 am

IBWA Board of Directors Meeting*

8:00 am – 11:00 am

IBWA CPO Exam (Ticketed Event)

8:00 am – 12:00 pm

Bottled Water Plant Tour (Ticketed Event)

CEU

1.0

At this year’s conference, 17.25 CEUS are available: 9 technical CEUs and 8.25 business CEUs .

CEU

CEU

*IBWA membership required for attendance at these meetings. †Schedule current as of August 13, 2018. Descriptions and updates will be posted at www.bottledwater.org/convention.

CEU

CEU

WWW.BOTTLEDWATER.ORG

Your Voice Matters As a member of IBWA, you can make a real contribution by participating in the IBWA committee meetings. Starting Monday, November 12, and concluding with the Board of Directors meeting on Thursday, November 15, IBWA committees will meet to discuss the business of the association. All members are invited to participate in these meetings to learn more about the issues that are important to the bottled water industry. These IBWA member-only meetings offer another opportunity to learn about how upcoming regulations and proposed legislation may affect your businesses. Come, participate, and help us sculpt the future of IBWA and the bottled water industry.

2018 ANNUAL BUSINESS CONFERENCE NOVEMBER 12-15 | HYATT REGENCY | NEW ORLEANS, LA WWW.BOTTLEDWATER.ORG

!

NEW ORLEANS

ATTENDEE REGISTRATION FORM ONLINE REGISTRATION: http://bit.ly/2018IBWARegistration (enter this address into your internet browser) MAIL FORM TO: IBWA Conference, 1700 Diagonal Road, Suite 650, Alexandria, VA 22314 FAX FORM TO: 703.683.4074 SCAN/EMAIL FORM TO: conventioninfo@bottledwater.org QUESTIONS? CALL: 703.647.4610 (Patrice Ward) INFORMATION AND CURRENT SCHEDULE OF EVENTS: www.bottledwater.org/convention

ATTENDEE

1ST TIME ATTENDEE?

NAME:____________________________________ BUSINESS EMAIL:______________________________________________ q Yes q No COMPANY NAME:____________________________ WEBSITE: ______________________________________________________________ ADDRESS:_______________________________________________________________________________________________________ CITY:______________________________________ STATE:________ ZIP:______________________________________________________ PHONE:_____________________ CELL:_______________________ FAX:______________________________________________________ (for onsite use only)

HOTEL: http://bit.ly/Hotel2018IBWA October 22, 2018 is the cut-off date for the group rate, but rooms may sell out prior to that date.

DATE I WILL ARRIVE:_______________

DATE I WILL DEPART:_______________

HOTEL I WILL STAY AT:___________________________

REGISTRATION FEES INCLUDE: Monday Reception, 1 lunch, 2 continental breakfasts, 24+ education sessions (17.25 CEUs), 2 general sessions, trade show

IBWA MEMBER BOTTLER/DISTRIBUTOR

q New IBWA Member (10/1/17-9/30/18)

q Existing Member

Select One: q Bottler q Distributor q Academic/Government q Other:_______________________________________________________ Until 10/15/18: $310 per person After 10/15/18: $410 per person

NON-MEMBER BOTTLER/DISTRIBUTOR Select One: q Bottler q Distributor q Academic/Government q Other:_______________________________________________________ Until 10/15/18: $550 per person After 10/15/18: $650 per person

NON-EXHIBITING SUPPLIER

q New IBWA Member (10/1/17-9/30/18) q Existing Member q Member: Until 10/15/18: $1200 per person After 10/15/18: $1400 per person q Non-Member: Until 10/15/18: $1800 per person After 10/15/18: $2000 per person

qNon-Member

Payment

Registration

* DWRF Fundraising Event

* Guest of Attendee: Monday Reception

Attendee

$_________

#___ @ $165 each= $______

#___ Guest(s) @$40 each= $_____

* Plant Tour - $35pp $____________

q Yes, please register me for the CPO Exam @ $80/person. (IBWA members only.)

Payment Method $_______ Total Due q Check (payable to IBWA, mail with this form) q Credit Card (provide account # here or call IBWA ) ___ AMEX ___ VISA ___ Master Card ___ Discover Name on Credit Card: ______________________________________________________________ Authorized Signature: _________________________________ Account Number: ____________________________ Security Code: ______ Exp. Date: _______ Confirmations and Cancellation Policy • Confirmations will be emailed or faxed to registrants within 48 hours of receipt. If you do not receive one, please call IBWA. • Cancellations must be received in writing no later than October 15, 2018 and are subject to a $50.00 administrative fee. After that date, no refunds will be issued.

• Substitutions can be made, but must be in writing.

NEW ORLEANS

EDUCATION SESSIONS*

MONDAY, NOVEMBER 12 1:15 PM – 2:30 PM Preparing for the New (2019) IBWA Tier 1 Audit Program

CEU

1.25

Presenter: Bob Hirst, IBWA, and Members of the IBWA Audit Program Evaluation Team (APET) The new FSMAbased Tier 1 audits, which are tentatively scheduled to begin in 2019, will require bottlers to adhere to new regulations.

This session will provide you with the information you need to know so your plant can remain compliant.

2:30 PM – 3:30 PM IBWA Technical and Regulatory Update

CEU

1.0

Presenter: Bob Hirst, IBWA

Are you sure you have been able to keep up with all the latest news about FSMA and other regulatory matters from FDA, the states, and IBWA? Here is your chance to find out.

Join Bob Hirst for a complete technical/ regulatory update and the opportunity to get your questions answered.

3:30 PM – 4:30 PM

Microparticulate Removal Processes for Water Production Presenter: Majid Entezarian, 3M Purification

CEU

1.0

Natural water sources could contain fine inorganic particles ranging from nanometers to several microns in diameters. In addition, bacteria could be present in the water.

Microfiltration has been successfully 32

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employed not only to retain bacteria but also remove the fine silt before bottling. Use of 0.2 micron filters retain solid particles larger than 0.2 micron.

This session will discuss types of micro-particulates that can be found in water (such as microplastics) and look at the removal processes to control and eliminate particulate in water production.

TUESDAY, NOVEMBER 13 8:00 AM – 9:15 AM Productivity Through Engagement

CEU

1.25

Presenter: George Heikkinen, DS Services of America, Inc. What are the factors that contribute to employee engagement, which in turn result in higher productivity, better results, and a culture of higher employee retention? Does your company foster a workplace that leads employees to feel connected, purposeful, inspired, and engaged? The connection that comes from being engaged fulfills our need to be a part of something larger than us as individuals. This workshop will provide concepts and tools you can use to increase employee engagement in your company.

9:30 AM – 10:45 AM Building a Strategic People Plan

CEU

1.25

Presenter: Laurie Graves, Graves Consulting, LLC Most likely, your company has a strategic plan in place to guide you through work objectives and help you meet revenue goals. Are the people in place to execute that plan?

Do you have a Strategic People Plan that integrates your goals and objectives

CPOs: DO YOU HAVE ENOUGH CEUs? The IBWA Code of Practice requires members to have at least one Certified Plant Operator (CPO) in each member facility. All IBWA education sessions at the 2018 IBWA Annual Business Conference are eligible for CEUs. To keep certification current, CPOs may either retake the CPO exam every three years or accrue the required 21 CEUs (up to 6 CEUs can be from non-technical/business topics)— within each three-year period (which averages out to only 7 CEUs per year).

At this year’s conference, 17.25 CEUS are available: 9 technical CEUs CEU and 8.25 business CEUs

CEU

.

with an assessment of the required talent and skills needed to create a line of responsibility and accountability that leads to success? How do you assess this? What are the elements you need to create such a plan? What is a People First culture, and how does it factor into the Strategic People Plan and have a positive impact on your bottom line?

9:30 AM – 10:45 AM 1.25 Content Marketing: How to Be Michael Phelps While Others Tread Water CEU

Presenter: Damion Michaels, evamor evamor executes a very successful “avant garde” social and digital marketing strategy. Competing against brands with budgets multiple times larger, evamor consistently

* CURRENT AS OF AUGUST 15, 2018.

11:00 AM – 12:00 PM 1.0 2019 and Beyond: What to Expect From Congress and the Trump Administration After the November Elections

CEU

Presenters: Eric Dell, NAMA; Jason Eberstein, NAMA; Cory Martin, IBWA; and JP Toner, IBWA

11:00 AM – 12:15 PM 1.25 Educational and Generational Shifts in Hiring Production Staff

CEU

Presenter: Neil Mairs, Solutions Recruiting

Unemployment is near a 60-year low, which is great for the economy and revenue but poses a significant hiring challenge for all positions. This is particularly true for skilled labor roles and is made more acute by generational shifts towards four-year post-secondary education and the removal of vocational training from most U.S. high schools.

Combine this with an aging skilled labor force and America faces a major talent gap that will stifle growth and limit many companies. This session will explore the causes of the issue and will share process solutions with demonstrated success that will reveal how you can solve this problem and reach your full growth potential.

WEDNESDAY, NOVEMBER 14 10:45 AM – 12:00 PM

IBWA 2018 Water Use Study Results Presenters: Al Lear, IBWA; Laura Nelson, Antea Group

CEU

1.25

The third installment of the IBWA Water and Energy Use Ratio Study builds upon the previous findings of the 2013 and 2014 studies. North American members were asked to provide information on their facilities’ water and energy use in production processes to a third-party consultant, Antea Group, who developed a benchmarking analysis report representing U.S. bottled water consumption. This session will define the key performance indicators of the study, discuss the energy/water nexus, and present some of the key findings of the IBWA benchmark (including industry best practices for efficiency).

1:15 PM – 2:30 PM CEU

Bottled Water Sales 1.25 Figures and Trends Presenter: Gary Hemphill, Beverage Marketing Corporation

What do the November elections mean for your business? What can you expect in the next couple of years at both the state and federal level regarding policies that impact the bottled water industry? Get the answers to these and any other questions you might have about how the current political environment may affect your business by attending this session. Presenters will also review the results of the November elections and speak on what to expect as we prepare for the 2020 presidential elections.

1:15 PM – 2:30 PM

Bottled water is the most popular beverage in America after surpassing carbonated soft drinks in 2016.

Growth is coming across all segments led by the single-serve PET segment.

But will the growth juggernaut continue? Attend this fast-paced session to hear the latest industry data, learn about the current category trends, and get a glimpse into the industry’s future. This session will also feature updates on the performance of other competitive beverage categories—for example, carbonated soft drinks, energy drinks, and more.

CEU

Advancements in 1.25 Returnable Bottle Sanitization Presenter: David Redick, Steelhead Inc. Manufacturers of integral returnable bottle washer/rinser/ sanitizer units have over the past decade advanced technology to make the units more effective while increasing their production speed. The problem: FDA has a very prescriptive requirement for bottle sanitization in 21 CFR 129, which is currently 0.1 mg/l of ozone for 5 minutes. Yet, a Steelhead study clearly demonstrates that alternative CTs (concentration of ozone and time of exposure) employing higher levels of ozone for shorter periods of time to facilitate an increase in speed of the units, do maintain a level of sanitization equivalent to the FDA regulation. Steelhead plans to present the study to FDA staff as part of a request for a variance of the SEP/OCT 2018

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EDUCATION SESSIONS

places in the top three premium water brands in social media engagement.

How? evamor creates lifestyle content that appeals to specific consumer behavioral profiles. This content marketing approach is infinitely better than creating content using product shots, celebrities in front of branded “step and repeats,” and other types of advertising that simply draft off what’s trending.

Damion will walk you through an idea turned into a creative brief, an agency’s plan of execution for that brief, and the metrics to determine if a campaign is successful.

33

NEW ORLEANS

EDUCATION SESSIONS*

existing regulation that would allow the alternative CTs in lieu of the prescriptive currently required CT.

WEDNESDAY, NOVEMBER 14 (CONT.)

prepare for the CPO exam—but you will have to be fast on your feet!

Do you have the answers to run a bottling plant? Take the challenge and find out!

2:45 PM – 3:45 PM

THURSDAY, NOVEMBER 15

CEU

Implementing a Water 1.0 Stewardship Program: Beyond Water Conservation Presenter: Jillian Olsen, Cherry Ridge Consulting, LLC This session will provide an in-depth look at how to develop a water stewardship program for your facility. The components of the IBWA Water Stewardship Best Practices Guide will be reviewed, and the presenter will highlight initiatives you may already be doing that fit into a well-planned water stewardship program. The requirements for selfverification to the Alliance for Water Stewardship (AWS) standard, as well as certification to the AWS standard will also be discussed.

4:00 PM – 5:15 PM

CEU

1.25 CPO Study Session Presenters: Glen Davis, Absopure Water Company; Bob Hirst, IBWA

NAMA’S CTW SESSIONS All IBWA registrants can attend any of the sessions coordinated by the National Automatic Merchandising Association (NAMA) for its CoffeeTea&Water (CTW) Show. For a complete list of those sessions, visit www:bottledwater.org/convention/NAMA.

Tour of rtd CEU Beverages Plant 1.0 Covington, Louisiana (Ticketed event: $35 per person) rtd Beverages, an IBWA member and recipient of the IBWA Excellence in Manufacturing certificate for the past five consecutive years, will host conference attendees for a tour of its bottling facility in Covington, Louisiana (approximately 1 hour from the Hyatt).

Enjoy this opportunity to tour a best-

Allied Purchasing Partner With Allied to Lower Your Costs

This session is always a favorite among those attendees who signed up to take IBWA’s Certified Plant Operator (CPO) certification exam.

Attendees should put their thinking caps on and be prepared to have some game show fun! If studying usually makes you sleepy, you won’t have to worry about that here, as industry experts will help attendees

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in-class manufacturing facility where rtd bottles a number of waters and other beverages, including evamore alkaline water. Bus transportation will be provided.

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Contact Kari Mondt 800-247-5956 and ask how you can become a member of Allied Purchasing www.alliedpurchasing.com

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PLAN YOUR IBWA CONFERENCE EXPERIENCE

EDUCATION PROGRAM AND Monday | November 12 IBWA Committee Meetings | IBWA Education Sessions | IBWA and NAMA Joint Events

NEW ORLEANS

Tuesday | N NAMA Meetings 7:00am-6:00pm NAMA Registration

7:00am

IBWA Committee Meetin IBWA Education Session IBWA and NAMA Joint Eve 7:00am-5:00pm IBWA Registration

7:30am 7:00am-9:00am Executive Committee (Closed)

8:00am 8:30am 9:00am 9:30am 10:00am 10:30am

8:45am-10:45am Technical Committee 10:00am-7:00pm IBWA Registration 10:30am-11:30am Education Committee

11:00am

11:00am-12:15pm Communications Committee

11:30am 12:00pm

11:30am-1:00pm Committee Chairs Lunch (Closed)

9:30am-10:45am Internet Content Marketing

11:00am-12:00pm IBWA / NAMA 2019 and Beyond: What to Expect From Congress

12:30pm 1:00pm 1:30pm

1:15pm-2:30pm Preparing for the New (2019) Tier 1 Audit Program

1:15pm-2:15pm Supplier and Convention Committee

2:00pm 2:30pm 3:00pm

2:30pm-4:00pm Membership Committee

3:30pm

2:45pm-4:00pm Environmental Sustainability Committee

4:00pm

2:30pm-3:30pm IBWA Technical and Regulatory Update

1:00pm-3:15pm NAMA Ed Sessions (4)

2:00pm-3:15pm DWRF Trustees Meeting

3:30pm-4:30pm Microparticulate Removal Processes for Water Production 4:00pm-5:30pm NAMA General Session

4:30pm 5:00pm 5:30pm Evening

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5:30pm-7:00pm IBWA / NAMA Welcome Reception

7:30pm-10:00pm DWRF Fundraiser: Casino Night at Pat O’Brien’s on the River

IBWA Board of Directors and Committee Meetings are open to IBWA members only.

COMMITTEE MEETINGS MATRIX

November 13

ngs | ns | ents

IBWA Committee Meetings IBWA Education Sessions

NAMA Meetings

7:00am-9:00am Cont. Breakfast

8:00am-9:15am Productivity Through Engagement

7:00am-5:30pm NAMA Registration

11:00am-12:15pm Generational Shifts in Hiring Production Staff

NAMA Ed Session Discussion

IBWA Meetings

7:00am-12:00pm NAMA Registration

8:00am-10:00am IBWA Board of Directors Meeting

8:00am-10:30am General Session, Awards Ceremony, Keynote: Byron Scott and Charlie Norris

8:30am-9:30am NAMA Ed Sessions (2)

8:00am-11:00am IBWA CPO Exam

9:45am-10:45am NAMA Education Sessions (2) 10:45am-12:00pm Bottled Water Sales Figures and Trends

11:00am-12:00pm NAMA Education Sessions (2)

1:30pm-2:45pm Government Relations Committee

12:15pm-5:15pm IBWA / NAMA Trade Show and Lunch

NAMA Meetings

7:00am-5:00pm IBWA Registration

9:00am-11:00am 9:30am-10:45am Building a Strategic People Plan

Thursday | November 15

Wednesday | November 14

2:50pm-4:00pm State Affairs Task Force / Regional Associations Committee

1:15pm-2:30pm 2018 Water Use Study Results

11:00am-12:15pm NAMA Education Session

8:00am-12:00pm Bottled Water Plant Tour

1:15pm-2:30pm Advancements in Returnable Bottle Sanitization

2:45pm-3:45pm Implementing a Water Stewardship Program COLOR KEY IBWA / NAMA EVENTS 4:00pm-5:15pm CPO Study Session

IBWA ED. SESSIONS (BUSINESS) IBWA ED. SESSIONS (TECH/REG) IBWA Committee Meetings (IBWA Members Only)

NAMA Meetings

Go to www.bottledwater.org/convention for most current information.

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The Art of the Deal on the Hill What it takes to create customers of Congress

By Cory Martin, IBWA Vice President of Government Relations

We are all in sales. Whether we sell a product at retail or wholesale, offer services or ideas—we all have to convince a potential customer to “purchase” a product. Obviously, having highly skilled powers of persuasion come in handy during life’s “sales calls.”

The same persuasiveness needed to make a sale to a customer is also needed to get members of Congress and their staff to become “customers” of your business and the industry. In this case, the product is not a bottle of water; it’s a policy that you must convince legislators is needed by the industry while not harming myriad other interests also 38

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competing for limited time and attention. With that in mind, let’s go through what it takes to seal the deal on the Hill.

Gathering Intel Just as you would prepare for a sales meeting, you must gather as much information as possible on your prospective client—in this case, a member of Congress—and look for clues that may help you make the sale.

When conducting research, answer the following questions: does he or she have a position on the policy you will be advocating? Are there other interests in

the state or district that would help or hinder your argument? If it would help, is it possible to bring those interests on board to gain the support of the legislator? If it would hinder, what data or stories can you share to hopefully sway the congressperson’s opinion?

Is there a way to connect your policy need to a priority of the member of Congress? If so, this may help speed up the process and allow the legislator to proverbially “kill two birds with one stone.” Questions such as these need to be answered before heading to your sales meeting on the Hill.

GOVERNMENT RELATIONS Building Your Case With Facts—and a Story We all know about the numerous health benefits of drinking water, but, when speaking with a member of Congress, the best way to gain support for your position is to have on hand a litany of scientific data to share. While bottled water is easy to carry and consume, and readily available for an economical price, those important facts may not be enough to seal the deal. An industry must be able to tell a story and make an emotional connection with congressional offices.

The best way to build that emotional connection is to specifically identify how supporting your policy position will impact voters in the legislator’s state or district. If a constituent connection is made and Congress understands how a policy will benefit constituent businesses and consumers, the odds that legislators will champion your policy priority dramatically improve.

Successfully Presenting Your Facts and Story Just as consumers are bombarded daily with marketing promotions, members of Congress are inundated with sales pitches and asked to support or oppose numerous policies. If you’ve gathered intel and built your case, you should be ready to make your pitch to the member of Congress and his/her staff. But, be prepared for any scenario, as things frequently change on the Hill. This includes meeting with staff when you were expecting to meet with your congressperson, having less time to make your pitch, meeting in locations that aren’t great for making a presentation (like a hallway), or other factors out of your control.

Regardless, you will want to do your best to make the policy ask relevant to the office with whom you are meeting.

Time is short, and, unless the staffer or member of Congress asks for “in the weeds” statistics, you will want to make

IF A CONSTITUENT CONNECTION IS MADE AND CONGRESS UNDERSTANDS HOW A POLICY WILL BENEFIT CONSTITUENT BUSINESSES AND CONSUMERS, THE ODDS THAT THEY WILL SUPPORT OR CHAMPION YOUR POLICY PRIORITY DRAMATICALLY IMPROVE. sure you hit on all of the relevant points before you get to the ask. You can always follow up with detailed reports later, which gives you an opportunity to continue connecting with the legislator after the meeting has ended.

The Ask All the preparation in the world is fruitless if you don’t get to make your ask.

While your usual ask for customers is to purchase your product and become life-long devotees of your product, the ask for your congressperson is to become a supporter of your business and industry.

The ask should not be complicated; it should be within the realm of actions that a member of Congress can take and have some impact. If you need your legislator to cosponsor a bill or sign on to a letter, you will want to not only share specifics of the bill or issue but also identify who else is cosponsoring or signing on. It’s critical to point out cosponsors because this helps the member of Congress and staff understand that there is a constituent impact. If the ask is to contact an agency within the Executive Branch, you should include talking points that the member of Congress can use when making the call.

Whatever action is part of the ask, make sure that it is clear, direct, and something that your legislator can accomplish.

Keeping Your Congressional Customer Happy If your member of Congress is willing to take action on your behalf, your work has just begun. As with customers of the bottled water industry, it’s not enough to simply make one sale and hope for the best in the future. Constant care is needed to strengthen all relationships—even congressional ones. That may include hosting your member of Congress at your facility to introduce him or her to company leaders and associates, or supporting the legislator in an upcoming election. Congressional relationships can never be taken for granted and always need to be an area of focus.

It takes time, energy, focus, planning, and a lot of determination to successfully build viable congressional relationships. But once built, you can create a critical customer for life, one who can learn from you but also benefit you, your business, customers, and community for years to come through their support of bottled water policies that benefit the industry.

IBWA stands ready and willing to help you build relationships with your congressional customers.

SEP/OCT 2018

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Why Paying Attention to Website Analytics Is Vital to Your Digital Strategy

By Jill Culora, IBWA Vice President of Communications

an·a·lyt·ics – the systematic compu-

tational analysis of data or statistics.

You’re not alone if the word “analytics” sounds scary. Let’s face it: deciphering complex data is not for everyone. But when it comes to developing a digital strategy, measuring and assessing analytics is vital to the success of your digital strategy. Here is something that you might not already know: Google Analytics is a very user-friendly platform that provides valuable website analytical information at no cost. All you need to do is learn how to access it and use it.

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Google Analytics Google Analytics is a free tool that allows you to retrieve and track information about your website visitors. The data provided is diverse and includes the number of visitors and page views, visitor geographical locations, as well as age and gender.

It will tell you how long people stayed on your site, what pages and downloads they made, and how they discovered your website—a direct link, referral, or search engine.

Google Analytics will even tell you

what keywords visitors used in an internet search to find your website and what devices they used—desktop or mobile. All of this information helps you better understand who is consuming your website information, what they are looking at most (or least), and how much time they spend on your website—which gives you an indication of how interested they were in your business.

COMMUNICATIONS

Acquisition Using the acquisition tab on the Google Analytics dashboard, you can set custom date ranges to view the traffic sources of people coming to your website. The example above shows the number of visitors who arrived on your website from a a social media link, a referral (link in an email), direct (they entered your URL in the navigation bar or search engine/organic search).

It also shows what time of the day these people were on your website. The calendar in the top right shows how easy it is to select date ranges.

Location The location tab provides a map overlay of visitors and lists them by countries and cities, and again is customizable by date. You can look at data for a single day, week, month, year, or historically, comparing visitors from one year or month to another. This feature (example shown at right) is particularly handy for assessing the success of a regionally targeted campaign. The location tab also provides insight into your websiteâ&#x20AC;&#x2122;s audience.

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COMMUNICATIONS

Behavior Understanding visitor behavior helps you refine content on your website. The behavior tab provides an overview of visitors’ actions on your website, including pages visited, landing pages and pages they viewed next, where they exited your website, and how much time they spent on different pages. Using this information, you can determine your most visited pages and make determinations about whether your marketing goals are being met. The example above (left) shows a depiction of how this information is presented. The titles of your top 10 pages will be listed and the number of visitors to each page identified. In addition, you can elect to view a flowchart (shown above, right) illustrating what pages a visitor views after they've left the landing and other pages.

By knowing the top pages viewed, you can keep a close eye on the content of those pages, making sure it is up-to-date and accurate.

Analyzing this data monthly will reveal shifts in visitor behavior, which can be important in measuring campaign success or failure. Using badges with links on popular landing pages can help visitors discover the pages (and messaging) that you want them to view most.

Your Website’s “Rush Hours” A dashboard under Google Analytics’ home page contains a number of interesting widgets, including users by time of day.

This graphic (right) easily identifies when “rush hour” occurs on your website.

Sessions By Device How important is it for your website to be mobile friendly?

To have responsive design? Well, Google Analytics’ “sessions by device” feature reveals the types of devices people are using to view your website.

Next Steps

Watch Live as Visitors View Your Website Using the real-time tab, you can watch live as people arrive and depart from your website. You will see which pages they visit and how long they stay on each page. If you are starting a targeted campaign that drives traffic to specific pages on your website, this feature is handy because you can watch as the campaign is launched.

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The Google Analytics features mentioned above are only the basics of what this powerful dashboard has to offer. But these basics are enough to get you started analyzing your website traffic, so you can assess and refine your digital marketing strategy. If you don’t already have access to Google Analytics for your website, take this article to your IT staff and ask them to add a Google Analytics tracking ID code to your website or mobile app, so you can collect the data you need for your account. You’ll also need to set up and share with your IT people a gmail.com email address for accessing the dashboard. Google Analytics also offers more in-depth training and information here: www.google.com/analytics/analytics/#?modal_active=none.

If you have questions about Google Analytics' privacy policy, visit https://policies.google.com/privacy.

Beyond FSMA

A review of the full agenda for IBWA's Technical Committee

By Bob Hirst, IBWA Vice President of Education, Science, and Technical Relations

The IBWA Technical Committee has been working through a full agenda in 2018. The agenda’s most expected issues involve the Food Safety Modernization Act’s (FSMA) Preventive Controls Rule (PC Rule). The U.S. Food and Drug Administration (FDA) set a three-year implementation period for FSMA, and this year marks the third year, with very small companies being required to comply with the PC Rule by this September. To help prepare members for compliance, IBWA is scheduling a few additional Preventive Control Qualified Individual (PCQI) Workshops, which will be held in Grand Rapids, Michigan and Arlington, Texas. IBWA publications, including the Bottled Water Code of Practice, Plant Technical Reference 44

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Manual, and Audit Handbook are being updated to accommodate the new PC Rule requirements for food safety plans and good manufacturing practices.

However, as described below, the Technical Committee has been hard at work on issues in addition to FSMA.

IBWA Audit Program Perhaps the most challenging task for the Technical Committee has been updating the IBWA annual audit program. The discussions about the format of future Tier 1 audits have been robust. A consensus has been difficult to achieve after more than a year of discussions. At its June 2018 meeting, the IBWA Technical Committee spent a considerable amount of the time

attempting to arrive at a consensus.

The conversation began with a review of the audit program’s mission, past and present. The committee was asked if the program should continue as its primary mission to assist members with preparing and performing well on regulatory inspections by FDA and state agencies, as it has in the past.

Committee members concurred that the mission is unchanged.

Next was a decision on the depth of the audit. Staff had prepared a 40-page document containing proposals for format of the audit program and its corresponding audit checklists: • Option #1 included a split audit program, identified as “Tier 1A” and “Tier 1B,” where Tier 1A would be a

TECHNICAL UPDATE full comprehensive audit for compliance with the PC Rule, including a review of the food safety plan, enhanced GMPs, records, the facility’s food defense plan, and IBWA membership requirements.

Tier 1B would be an abbreviated audit, with a focus on updating the current Tier 1 audit, omitting a full review of the food safety plan, most records, and the food defense plan; it would focus on the PC Rule’s enhanced GMPs. • Option #2 would require ALL bottler members to be fully audited annually in line with Tier 1A described above.

As I write this article, we are close to achieving a consensus, but the committee is considering a counterproposal put forth by a member before a final vote.

After the decision is made, a request for proposals distributed for audit companies to carry out the new audits, and contracts for the audits are signed, IBWA will launch an education campaign to familiarize members with the new audits. Watch for articles in future editions of IBWA’s Bottled Water Reporter and News Splash e-newsletter, and announcements for live and online seminars.

Regulations on Use of Ozone as a Disinfectant For decades, bottled water companies have used ozone as part of the multibarrier approach to treatment to assure safe bottled water products. However, there have been regulatory “speed bumps” that were prescriptive and did not allow for advancement of equipment technology for bottle washing and sanitizing.

The FDA bottled water CGMP regulation at 21 C.F.R. §129 requires that when ozone is employed as a sanitizer, that it meet specific conditions [i.e., be employed at 0.1 parts per million (ppm) for an exposure time of 5 minutes]. If one understands the concept of “CT” (concentration vs time), it is easy to also understand that there are alternatives to either factor to achieve equivalent CTs.

For example, the FDA prescriptive CT in the current regulation calls for a CT of 0.5 (0.1 x 5). One can also achieve the same CT if ozone is applied at 0.5 ppm for 1 minute or 1 ppm for 30 seconds.

However, for FDA to accept those alternatives, they must be subjected to a process that demonstrates equivalency. One IBWA member who manufactures returnable bottled washer and sanitizer units developed and completed a validation

Other Non-FSMA Issues IBWA has established a Microplastics Working Group to spearhead the bottled water industry’s efforts to find valid test methods for microplastics in water, so we can generate reliable data to determine the status of bottled water products in this new area of focus.

Beginning in 2017, the IBWA Technical Committee began to encourage member bottlers to test

IBWA’S TECHNICAL COMMITTEE HELPS MEMBERS COMPLY WITH FSMA AND MORE. study using variable ozone concentrations and exposure times to demonstrate that alternative CTs are equally effective in sanitizing returnable bottle surfaces.

IBWA staff will work with the company to present the study results to FDA’s Center for Food Safety and Applied Nutrition (CFSAN) to request an approval of these alternative CTs as equivalent disinfection criteria. Once approved for equivalency, IBWA members will be able to share the approval with FDA and state inspectors.

Another study underway is validating ozone CTs and log reductions of a list of microorganisms and pathogens when used as a final disinfectant in water. The study is looking at the extended presence of ozone in the container after the container is sealed at the bottled water plant, resulting in higher CTs and log reductions than previously demonstrated. The results of this study will provide great support to companies who are regulated in states where the Environmental Protection Agency (EPA) Safe Drinking Water Act mandates minimum log reduction values as a barrier against pathogen contamination and should increase FDA’s confidence in the effectiveness of ozone as a disinfectant in bottled water.

their products for perfluorooctanoic acid (PFOA) and perfluorooctane sulfonate (PFOS). These substances are not an issue for the bottled water industry. However, PFOA and PFOS have gotten a lot of media attention since they have been found in tap water. It is therefore important for us to have testing data that show that consumers don’t need to be concerned about PFOA and PFOS in bottled water. The committee has also discussed expanding the list of suggested chemicals to address other per- and polyfluoroalkyl substances (PFAs) of concern for which state and federal regulatory agencies may require testing in the future. FDA has also received a request from the EPA for data to assure that bottled water is a safe alternative to public drinking water that is contaminated with PFAs. This is important as it sets a precedent for EPA to recommend bottled water as an alternative to public drinking water.

There are many other issues being monitored and discussed by IBWA's Technical Committee. For more information, members can read the committee’s meeting minutes, which are available on the IBWA Members Only website.

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CPO QUIZ

IBWA

certified plant operators (CPOs) are encouraged to complete the following quiz for ½ IBWA continuing education unit (CEU). The questions are derived from material presented in this issue of the Bottled Water Reporter, the IBWA Plant Technical Reference Manual, and the IBWA Bottled Water Code of Practice. Submit this quiz to Linda Alfakir (lalfakir@bottledwater.org / Fax: (703) 683-4074), IBWA Education and Technical Program Coordinator, 1700 Diagonal Road, Suite 650, Alexandria, VA 22134. Look for additional quizzes in future issues and earn additional IBWA CEUs! Name______________________________________________________

Company_ _________________________________________________

Address____________________________________________________

City_______________________________________________________

State/Province_ _____________________________________________

ZIP/Postal Code_ ___________________________________________

Check your selection for each question

1|

A concentration of 0.1 mg/l of ozone and a contact time of 5 minutes would result in a CT of _____.

OO OO OO OO

5 0.5 0.1 0.05

2|

Shockâ&#x20AC;? in CARVER + Shock refers to impact on _____ aspects of an attack on a food product.

OO OO OO OO

Physical Public health Economic All of the above

3|

Which routine test may help indicate the presence of an intentionally added agent intended to cause illness or death in consumers?

OO OO OO OO

Total coliform/HPC Water Temperature Specific gravity

4|

UV light treatment is _____ against chemical agents intentionally added to water.

OO Effective OO Ineffective

5|

_____ is an example of a perfluoroalkyl chemical.

OO OO OO OO

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THM MTBE DBCP PFOS

WWW.BOTTLEDWATER.ORG

6|

IBWA is monitoring an ongoing study that is researching the effectiveness of an _____ residual in a sealed bottle of water.

OO OO OO OO

Chlorine Ozone UV light Chlorine dioxide

7|

Which two (2) of the following treatments are considered at least somewhat effective against chemical agents?

OO OO OO OO

Granular activated carbon (GAC) 0.2 um filtration Mineral addition Reverse osmosis

8|

Requirements for sanitization of reusable containers is addressed in _____:

OO OO OO OO

21 CFR 165.110(a) 21 CFR 129 21 CFRR 165.110(b) 21 CFR 140

9|

A bottled water defense/security plan is a requirement of the IBWA Code of Practice:

OO True OO False

10|

Which of the following are recommended measures incorporated in a food defense plan regarding personnel?

OO OO OO OO

Employee screening Employee identification Restricted areas in the plant All of the above

ADVERTISERS Allied Purchasing . . . . . . . . www.alliedpurchasing.com. . . . . . . . . . . . . . . . . 34 Analytical Technology. . . . . www.analyticaltechnology.com. . .Inside Back Cover Aquafine. . . . . . . . . . . . . . . www.aquafineuv.com. . . . . . . . . . . . . . . . . . . . . 29

CALENDAR 2018

OCTOBER 25-27

NEBWA Fall Convention Holiday Inn—East Mountain

Wilkes-Barre, PA

NOVEMBER 8-9

MABWA Fall Education Seminar Plant Tour and

Hotel Details TBD

Blackhawk Molding Co.. . . www.blackhawkmolding.com.. . . Inside Front Cover

NOVEMBER 12-15

IBWA Annual Business Conference and Trade Show Hyatt Regency New Orleans, Louisiana

Downtown Wholesalers . . . www.dtwusa.com. . . . . . . . . . . . . . . . . . . . . . . . 35

MECO . . . . . . . . . . . . . . . . www.MECO.com. . . . . . . . . . . . . . . . . . . . . . . . 24

CALENDAR 2019

Plastipak. . . . . . . . . . . . . . . www.plastipak.com . . . . . . . . . . . . . . . . . . . . . . 43 Polymer Solutions Int'l. . . . . www.prostack.com . . . . . . . . . . . . . . . . . . . . . . . . . 16 Sigma . . . . . . . . . . . . . . . . . www.sigmahomeproducts.com. . . . . . . . . . . . . . . . 28 Steelhead Inc. . . . . . . . . . . www.steelheadinc.com. . . . . . Outside Back Cover Tomlinson. . . . . . . . . . . . . . www.tomlinsonind.com . . . . . . . . . . . . . . . . . . . 22 Waterite America. . . . . . . . . www.waterite.com. . . . . . . . . . . . . . . . . . . . . . . . 5 Webber Automation. . . . . . www.webberautomation.com. . . . . . . . . . . . . . . 43 WQA . . . . . . . . . . . . . . . . . www.wqa.org/convention. . . . . . . . . . . . . . . . . . 21

JUNE 3-6

IBWA June Board of Directors and Committee Meetings Hilton Old Town Alexandria, VA

NOVEMBER 18-21

2019 IBWA Annual Business Conference and Trade Show Marriott Anaheim, CA

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Place an ad in IBWA's Bottled Water Reporter magazine.

IBWA’s award-winning, bimonthly magazine, Bottled Water Reporter, is the only trade magazine in the United States that exclusively targets the bottled water industry. IBWA has proudly been offering digital editions of its magazine online since 2009.

Issues are mailed directly to IBWA members and nonmember subscribers six times a year. Bonus distributions occur during the IBWA Annual Business Conference and Trade Show and the IBWA June Board of Directors and Committee Meetings. Review past issues at www.bottledwater.org/newsroom/bottled-water-reporter.

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VALUE OF IBWA MEMBERSHIP C.R. HALL, OWNER HALL’S CULLIGAN WATER WICHITA | KS

ALL ABOUT C.R. C.R. enjoys playing golf and spending time with his two boys when not working.

He attended the University of Iowa, where he studied economics and accounting.

His father John purchased the family’s first Culligan dealership in Adel, Iowa, when C.R. was a child.

On Christmas Day 2018, C.R. Hall will celebrate his 30th anniversary working in the bottled water industry and leading his family’s business. Growing up, C.R. helped his father John with different jobs at Hall's Culligan Water, but he didn’t start working full-time until 1988, when he was recruited to leave the University of Iowa just one class short of graduating. Now, with eight bottling plants across the country, there will always be work for this Culligan Man to do.

“People are surprised,” he says, “by how many employees it takes, how many trucks it takes, and how much it really takes out there in this business. It’s not just the smallpack, convenient, single-serve [bottled water] products, but all of the other products.

Depending on what you need it for—whether you need it to wash something, drink something, or to make a beverage, or paint something—our job at Culligan is to take the water you have and make it better.”

Now, with decades of experience, C.R. has witnessed a lot of growth in both his business and the entire bottled water industry. He says that working without partners and making his own decisions has been key to his company’s success. Also helpful—his IBWA membership.

"The value of IBWA is especially high for me because I am not in all [eight] plants regularly, and IBWA protocols, procedures, and inspections give us that standard scorecard and checklist to work from in all of those facilities every day," he says. “IBWA has been a good standard-bearer for us, helping to guide our manufacturing process.”

Being an IBWA member has also helped C.R. keep up with the latest news, regulations, and legislation related to the bottled water industry. He notes that, as an advocate for the industry, the association has been extremely helpful, taking positions on behalf of the industry.

C.R. says that the resources provided by IBWA are beneficial for bottlers because they help prepare plants for visits from the U.S. Food and Drug Administration (FDA) inspectors. “I think that there are lots [of benefits] that outweigh the cost of compliance that are really valuable in getting your plant ready in case the day comes that you get an FDA plant inspection,” he says. “And it’s comforting to know you are doing things properly to minimize any chances of things going wrong [during an inspection]. While not inexpensive or easy, it is very much worth the investment.”

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Reliable instruments for the ozone industRy Interference-Free Measurement of Dissolved Ozone Online Monitoring & Control for Ozonation Systems ATI’s Dissolved Ozone Monitor provides an economical and reliable measurement system for monitoring and controlling ozone treatment systems. With a variety of outputs including 4-20 mA analog, PID control, three adjustable relays, and digital communications (Profibus-DP, Modbus-RTU, and Ethernet-IP). The Q46H/64 is adaptable to any ozone application.

Model Q46H/64

Modular Gas Detector

Model A14/A11 • Expandable and Available for Multi-Channel Applications • Optional Self-Checking Sensors

• No Interference from Residual Chlorine • Direct Measurement of Ozone without Reagents • Multiple Sensor Mounting Styles • Low Operating Cost with Minimal Maintenance Required • Optional pH Sensor for Dual Parameter Monitoring

Digital Gas Detector

Model F12 • Available for AC, DC, or Battery • Uses “Smart Sensors” • Optional Self-Checking Sensors

800-959-0299 www.analyticaltechnology.com

Portable Gas Detector

Model C16 • Data Logger Standard • Uses “Smart Sensors” for up to 33 Different Gases

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Water Treatment: RO, Mineral Injection, Ozone

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