“Sales is never a quick process. The only way you can have a lasting sales relationship is to be honest, have a positive attitude, and hustle.” - Fred Shurtz

Discover the Roadmap to New Business Success!

In our latest episode of Scaling UP! H2O, host Trace Blackmore sits down with Fred Shurtz, owner of Precision Chemical, to explore the intricate roadmap of acquiring new business. Fred, a seasoned expert in the water treatment industry, shares his journey, challenges, and strategies that have led to his success. Here’s a sneak peek into some of the valuable insights Fred offers in this must-listen interview.

From Engineer to Entrepreneur: Fred's Career Journey

Fred’s journey began with an engineering degree and a pivotal role at NALCO in 1988. He emphasizes the unique advantage of a sales career: controlling your destiny. “When there’s no ceiling, you can earn a lot of money if you treat people right and do the right thing,” Fred explains. He also highlights the importance of being a leader, stating, “You’ve got to be the person that people want to follow.”

Sales: It’s a Crockpot, not a Microwave

Sales, according to Fred, is a long-term process that requires honesty, a positive attitude, and hustle. “It’s never a quick process,” he notes, emphasizing that lasting sales relationships are built on these principles. The right technology also plays a crucial role in this equation.

Earning Trust to Gain New Business

Building trust is paramount. Fred listens attentively to his customers, understanding their needs through both words and body language. “If you are genuine with people and they have a need for what you have, then you’ll make sales,” he explains.

Fred stresses the importance of persistence, patience, and viewing every person at a facility as a potential door-opener. “If it’s not a win-win, it’s not worth doing,” he asserts.

Client Surveys: Building Trust from the Start

Fred emphasizes the importance of asking good questions, listening, and being attentive to clients' needs. Acting as an advocate and helper is essential in building trust with new clients.

Crafting Proposals that Resonate

Proposals should clearly demonstrate the benefits for the client. Fred believes in interactive presentations, using pen and paper to draw things out. “Hard selling doesn’t work; you need to be a soft seller,” he advises, focusing on building partnerships rather than just making sales.

Sustaining Client Relationships Over the Years

Continuous engagement and feedback are essential. Fred emphasizes fulfilling promises and regularly checking in with clients to ensure their needs are being met. “It's all about the hustle,” he says, advocating for a proactive approach to client relations.

Tune in to our latest episode to gain more insights from Fred Shurtz on building and sustaining a successful business in the water treatment industry. Don’t miss out on this wealth of knowledge!

Stay connected with us for more expert insights and strategies to scale up your water treatment business.

Timestamps

01:00 - Trace Blackmore reminds you about this day in history and being a kid in love with NASA’s space program

05:00 - Upcoming Events for Water Treatment Professionals 

07:00 - Interview with Fred Shurtz, owner of Precision Chemical

50:40 - Lightning Round Questions

01:00:00 - Drop by Drop With James McDonald 

Quotes

“Sales is never a quick process. The only way you can have a lasting sales relationship is to be honest, have a positive attitude, and hustle.” - Fred Shurtz

“When they say “no” they are saying I don’t need you yet, but you stay with them because you never know when they will need some help. You need to stay persistent, patient, and keep calling.” - Fred Shurtz

“You need to find out what's important to them. You need to ask good questions and listen. You need to be attentive to their needs.” - Fred Shurtz

“You have to be their advocate, their helper. You need to build trust.” - Fred Shurtz

Connect with Fred Shurtz

Phone: 812.455.7378

Email: [email protected]

Website: precisionchem.com

LinkedIn: linkedin.com/in/fred-shurtz-7287b032/

linkedin.com/company/precision-chemical/

Links Mentioned

The Hang July 11, 2024

AWT (Association of Water Technologies)

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

Books Mentioned

Gambler: Secrets from a Life at Risk by Billy Walters

Outlive: The Science and Art of Longevity by Peter Attia 

Drop By Drop with James 

In today’s segment, I have a “What If” for you. What if the deaerator vent is closed completely? I mean there is no little puff of steam coming out of the vent at all. What is the purpose of the deaerator vent? How will it being completely closed impact your overall steam boiler system? Which parts will be impacted first? What will the short term and long term impacts be? How will this impact your chemical levels in the feedwater and boilers? Could the closed vent have any impact upon the condensate system? How did it get closed in the first place? How far open should it actually be? How would you determine this? Do the operators and customers understand the importance of the deaerator vent? 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

We’re excited to bring you insights from a recent interview with Tim Fulton, President of Small Business Matters, Vistage Chair Emeritus, and Executive Coach. Tim is a returning podcast guest and a favorite among our listeners, bringing his wealth of knowledge to help you attract and retain top talent in today’s evolving job market.

Labor Market Insights: Navigating the New Normal Tim starts by addressing a common observation: “Most business owners would tell you the labor market has improved over the past 12 months.” This improvement is particularly notable for small and mid-sized companies. Businesses have adapted post-COVID, finding innovative ways to attract candidates from diverse backgrounds, different markets, and varying levels of education and skills.

Flexibility is Key: Adapting to Workforce Needs A critical trend highlighted by Tim is the increasing need for flexibility. Companies are shifting from rigid work schedules to more adaptable models, such as offering hybrid work options and flexible hours. Tim emphasizes that the question shouldn’t just be about remote vs. in-office work but rather, “Do I trust my employees?” This trust-based approach focuses on outcomes rather than the specific logistics of where and when the work is done.

Embracing Modern Work Policies: Unlimited PTO and Remote Work Pre-COVID, concepts like unlimited Paid Time Off (PTO) and remote work were often dismissed. However, Tim believes that with the right employees, processes, and procedures, these policies can be effective across various businesses. The modern workforce, especially younger employees, highly values remote work options, making it a crucial aspect of job listings today. As Tim puts it, “Today ⅔ of employees are knowledge workers and work from home. The train has left the station, we are not going backward to office life as we knew it.”

Crafting Compelling Job Listings Job listings must reflect the current job market's demands. Tim suggests including clear expectations regarding work location, flexibility, and growth opportunities in the description and the job results in the job heading. Additionally, platforms like Indeed, LinkedIn, your own company’s website, and local colleges/universities are excellent for reaching a diverse pool of candidates.

Effective Interview Strategies: Finding the Right Fit During interviews, it’s essential to assess if the candidate can perform the job, fit within your company culture, and work well with you. Tim advises using behavior assessments and post-hire evaluations to ensure you’re making the right choice. Group interviews can be beneficial when you have multiple strong candidates, and using a scorecard can help in making objective decisions.

Ensuring the Right Hire: Comprehensive Evaluation To confirm you’ve made the right hiring decision, involve various stakeholders in the hiring process, conduct thorough reference checks, and use behavioral assessments to gauge the candidate’s fit within your team.

Conclusion: Prepare to Transform Your Hiring Process Tune in to the latest episode of Scaling UP! H2O to dive deeper into these insights and more from Tim Fulton. This episode is packed with practical advice and actionable strategies that can transform your hiring process and help you secure top performers for your team.

Timestamps

01:00 - Trace Blackmore asks you to submit your show ideas

04:00 - Upcoming Events for Water Treatment Professionals 

08:15 - Interview with Tim Fulton

59:00 - Closing thoughts with Trace

1:06:25 - Drop by Drop With James McDonald 

Quotes

“Most business owners would tell you the labor market has improved over the past 12 months.” - Tim Fulton

“When interviewing someone ask yourself: “Can they do the job, can they do it here, can they do the job with me?” - Tim Fulton

“As a manager, you need to ask yourself: Do I want to manage someone's time or their work? Do I want to manage compliance or performance?” - Tim Fulton

“Today, ⅔ of employees are knowledge workers and work from home. The train has left the station, we are not going backward.”  - Tim Fulton

Connect with Tim Fulton

Email: [email protected]

LinkedIn: linkedin.com/in/timcfulton/

Twitter: twitter.com/tf_sbm

FaceBook: facebook.com/SmallBusinessMattersOnline/

Website: smallbusinessmattersonline.com

Tim’s Resources:

Tim Fulton’s Small Business Matters Podcast

Small Business Matters Newsletter

SBM Mastermind Group

SBM Boot Camp

Vistage Group

Vistage Chair Executive Coach in Atlanta, GA, Tim Fulton

Vistage Speaker Top Performer Award for 2023, Tim Fulton

Links Mentioned

The Hang July 11, 2024 at 6pm EST

Ep 22 with Tim Fulton

Ep 114 The One Where We Talk Masterminds

Ep 280 The One About Retaining Top Talent

Ep 353 Steam Boilers Essential Checks with Barry Higgins Part 1

Ep 354 Steam Boilers Essential Checks with Barry Higgins Part 2

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

Books Mentioned

Foolproof Hiring: Powerful, Proven Keys to Hiring HIGH Performers by Brad Smart and Chris Mursau

Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek

Good to Great: Why Some Companies Make the Leap...And Others Don't by Jim Collins

This Is Marketing: You Can't Be Seen Until You Learn to See by Seth Godin

The 7 Habits of Highly Effective People by Stephen Covey

Drop By Drop with James 

In today’s segment, I have a challenge for you. The challenge is to ask your customer what you can do better? I mean to walk up to your customer, look them in the eye, tell them not to hold back, and ask them what you could be doing better for them. If they give you positive feedback, great!  If they unload all their pent up frustration upon you. Thank them for taking the time and caring enough to share their thoughts with you. Then take the time to give careful consideration to the feedback you received, even if it offends you at first. Try to have empathy with the customer to understand where they are coming from. Then use this moment to grow and become better. Communication is a two-way street, so be sure to let them know how you have reflected upon and implemented any relevant advice. 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

Looking to maximize efficiency while minimizing shipping costs? Keen on shrinking your company's and clients' carbon footprint? Concerned about the complexities of transporting hazardous liquid materials? Picture this: You're tasked with moving a three-hundred-gallon tote of corrosives to the twelfth floor of an office building. Or perhaps you've encountered the challenge of maneuvering a two-hundred-pound tote across pristine mahogany floors, all while hoping against leaks on the way to the cooling tower. If these scenarios resonate with you, our latest episode is a must-listen!

Join us as Blaine Nagao, CWT, Senior Director of Smart Release Technology at Dober, answers a multitude of questions about how solid technology works and how it differs from liquid technology. Blaine debunks old misconceptions about solid technologies. Learn how to match the right equipment with the products you’re using and gain insight into controlling as many variables as possible upfront by adopting solid technology.

Discover how solid technology can eliminate the need for hefty shipping fees, significantly reduce your carbon footprint, and save money for both your company and your clients.

Tune in for an educational, insightful, and positive discussion that could revolutionize your bottom line.

Understanding the Formula for Cost Savings with Solid Chemistry Technology

Blaine explains that the cost savings from using solid chemistry technology come from several key areas:

• • Reduced Shipping Costs
  • Decreased Storage Space Requirements
  • Lower Risk of Spills and Accidents

Let's break these down:

1. 1. Reduced Shipping Costs Solid chemistry products are more concentrated than their liquid counterparts. This means you can ship smaller quantities, which reduces the overall shipping cost. For example:  - Liquid product: 100 gallons (heavy, requires special handling) -  Solid product: Equivalent treatment power in a smaller, lighter package

1. 1. Decreased Storage Space Requirements Solid products take up less space than liquid ones, meaning you can store more product in the same amount of space. This can lead to lower storage costs, especially in facilities where space is at a premium.

1. 1. Lower Risk of Spills and Accidents Handling liquids, especially hazardous ones, carries a significant risk of spills and accidents, which can be costly. Solids minimize this risk, leading to fewer incidents and lower associated costs.

Blaine's Formula Blaine suggests considering the total cost of ownership rather than just the upfront cost. The formula he uses involves calculating the savings in the following areas:

Total Savings = Savings in Shipping + Savings in Storage + Savings in Risk Management

Let's put some hypothetical numbers into this formula to illustrate:

• • • Savings in Shipping: $500 per shipment
    • Savings in Storage: $100 per month
    • Savings in Risk Management: $150 per month

Assuming these savings over a year:

Annual Savings = ($500 \times 12) + ($100 \times 12) + ($150 \times 12) Annual Savings = $6,000 + $1,200 + $1,800 Annual Savings = $9,000

By switching to solid chemistry technology, the company could potentially save $9,000 annually. This example illustrates how the cumulative savings in different areas add up to significant cost reductions.

Summary

Solid chemistry technology offers significant cost savings by reducing shipping costs, storage space requirements, and risks associated with spills and accidents. By focusing on the total cost of ownership, as Blaine suggests, companies can see the broader financial benefits of transitioning to solid chemistry solutions.

Timestamps

01:00 - Trace Blackmore asks you to share your future podcast show ideas with us by filling out the Submit a Show Idea form

03:15 - Come to The Hang on July 11th, a free online opportunity to connect with other water professionals

10:10 - Upcoming Events for Water Treatment Professionals 

12:30 - Get to know Blaine Nagao, CWT

20:00 - Interview on Solid Technology

1:00:00 - Drop by Drop With James McDonald 

Quotes

“Solid chemistry is good chemistry.” - Blaine Nagao 

“Ask too many questions because the devil is in the details to find the right solution for your client.” - Blaine Nagao

“With water, you always need to think about Murphy’s Law - anything that can go wrong, will go wrong.” - Blaine Nagao 

“Pick the equipment that works, not the one that looks pretty. You should pick equipment that you can trust.” - Blaine Nagao 

Connect with Blaine Nagao, CWT

Phone: 817.913.8030

Email: [email protected]

Website: www.dober.com

LinkedIn: linkedin.com/in/blaine-nagao-cwt-953822110/

linkedin.com/company/dober/

Read or Download Blaine Nagao’s Press Release HERE

Links Mentioned

The Hang July 11, 2024

Ep 13.5 Convention Tips, How to get over social anxiety at networking events 

106 The One with the Agnostic Equipment Guy

Dober Smart Release Technology

AquaPhoenix

Hard Eight BBQ

The Scaling UP! H2O Podcast Website 

The Rising Tide Mastermind

Submit a Show Idea

Drop By Drop with James 

In today’s segment, I have a “What If” for you. What if nitrite drops in a closed loop but conductivity remains the same and the makeup water meter shows zero makeup was used? What could cause this curious pattern? Is nitrite reacting or being consumed in some way? Could the makeup water meter miss low-flow makeup? Could unwanted microbiological activity be the culprit? Have you thought of all the ways nitrite could change in a system and how other parameters may or may not change as well? 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

Get ready to dive headfirst into the dynamic world of Produced Water as we kick off our inaugural episode dedicated to this captivating topic on the Scaling UP! H2O podcast. Join us on this thrilling expedition as we journey alongside our esteemed guest, Ivan Morales—a seasoned expert in water treatment and a beacon of innovation. With a passion for practical solutions and a knack for making complex concepts relatable, Ivan is here to guide us through the ins and outs of Produced Water management, making it accessible to all.

In this groundbreaking episode, Ivan Morales, known for his contributions to Nalco Water, the International Water Conference (IWC), and the Produced Water Society, takes center stage to share his knowledge about Produced Water with a global audience of water professionals. Drawing from years of hands-on experience and a natural intuition for problem-solving, Ivan breaks down the barriers to understanding, offering practical insights and real-world examples. From navigating EPA regulations to tackling challenges in coal mining and fracking, we're in for an engaging and enlightening ride through the fascinating landscape of water treatment.

What You'll Discover:

Navigating EPA Regulations and Produced Water:

Dive into the intricate realm of EPA guidelines governing the measurement and treatment of Produced Water. By understanding these regulations, we empower ourselves to ensure compliance and uphold environmental stewardship.

Confronting Challenges in Coal Mines:

Explore the unique hurdles faced by water professionals in coal mines, where the recycling and treatment of water are pivotal for maintaining safety standards and safeguarding downstream communities. Ivan underscores the imperative of returning water to the environment in an improved state.

Embracing Innovation and Technological Advancements:

Embark on a journey of discovery as we uncover cutting-edge technologies and collaborative initiatives revolutionizing Produced Water treatment. Ivan sheds light on the promising prospects of element extraction, such as lithium, and the ongoing innovations propelling our industry toward greater efficiency and sustainability.

Episode Highlights:

Empowerment through EPA Compliance:

Gain actionable insights into navigating EPA regulations, fostering compliance, and contributing to environmental preservation through responsible water management practices.

Community-Centric Water Stewardship:

Learn how our efforts in coal mines directly impact downstream communities, and discover strategies for enhancing water quality to create a ripple effect of positive change.

Innovative Solutions Driving Sustainability:

Embark on a journey of innovation as we explore the transformative potential of emerging technologies and collaborative endeavors, propelling us toward a future of sustainable water management practices.

Ivan delves into crucial topics such as managing PFAS contaminants, harnessing the potential of recycled water for sustainable practices, and the imperative of accurate measurement in water discharge. His insights into the challenges of treating water from fracking operations and the avenues for technological innovation are both enlightening and empowering.

Join us as we embark on this enlightening exploration of Produced Water management, where knowledge is our compass, innovation is our vehicle, and positive change is our destination.

Tune in to the latest episode of Scaling UP! H2O now, and let's journey together toward a future of sustainable water stewardship!

Timestamps

01:00 - Trace Blackmore thanks you for participating in the Global 6K For Water this year. Thank you for helping to solve the global water crisis. 

6:30 - Upcoming Events for Water Treatment Professionals 

8:30 - Interview with Ivan Morales about Produced Water 

48:00 - Drop by Drop With James McDonald 

49:30 - Please leave a review of this podcast on your favorite podcast player

Quotes

"Produced Water can range anywhere from 1,000 to 380,000 ppm TDS, presenting a vast range of challenges and opportunities to navigate." - Ivan Morales

"Whenever we attempt to return water to the ground, the EPA provides the essential framework for doing so responsibly." - Ivan Morales

"In the coal mining industry, it's crucial to ensure that all the water we extract is returned in better condition because downstream communities rely on it." - Ivan Morales

"Go to the source to understand what is out there. Many people are working together to create a better world, and there is a lot of good news in the Produced Water industry!" - Ivan Morales

Connect with Ivan Morales

Website: www.ecolab.com/nalco-water/

LinkedIn: linkedin.com/in/ivan-morales-mba-06793b5/

linkedin.com/company/nalco/

linkedin.com/company/produced-water-society-inc/ 

linkedin.com/showcase/intlwaterconf/ 

Affiliations:

International Water Conference (IWC), Executive Board Member

Produced Water Society, Board of Directors

Read or Download Ivan Morales’ Press Release HERE

Links Mentioned

Team World Vision’s Global 6K For Water

International Water Conference (IWC)

Groundwater Protection Council - Produced Water Report

New Mexico Produced Water Research Consortium

Texas Produced Water Consortium

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

Books Mentioned

Produced Water Volume 1 by John Walsh

Produced Water Volume 2 by John Walsh

Hidden Potential by Adam Grant

Atomic Habits by James Clear

It's Your Ship: Management Techniques from the Best Damn Ship in the Navy by Captain Abrashoff

Drop By Drop with James 

In today’s segment, I have a challenge for you. I challenge you to test the free chlorine in a cooling tower system IMMEDIATELY after sampling, let the sample sit OPEN for an HOUR, and then test again.  Was there a difference between your two readings? If so, how do you explain this?  If not, how do you explain it? Why is the timing of both the sampling and the testing important when analyzing for free chlorine? Would this apply to testing for TOTAL chlorine, too? How about when testing for bromine, chlorine dioxide, etc.? Why does any of this matter? 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

AI won't take your job but knowing how to use it will give you an edge over others who don't.  - Beth Ziesenis

Hello Scaling UP! H2O community!

We have a treat for you in this episode! Our favorite nerdy friend, Beth Ziesenis (a.k.a. Your Nerdy Best Friend), is back on the podcast to sprinkle her magic tech dust on all things AI! 🎉

You might have spent hours Googling tech tips or demoing tools to find the perfect solution for your needs—but now you can skip the headache and just ask Beth! She's here to break down complex AI concepts into bite-sized tips that can help you personally and professionally.

AI in Action:

In this episode, Beth shares:

• • Her favorite AI tools for work and personal use.
  • How to harness AI for meeting summaries and transcriptions 
  • Insights into AI integration in office software 
  • The magic of AI for data analysis in water treatment and scientific research.

Tips for Building AI Guardrails:

Beth knows AI can seem daunting, so she provides guidance on creating a strong AI policy for your workplace. She touches on essential training, data usage guidelines, and the importance of checks and balances to ensure AI serves you effectively and ethically.

Beth's Takeaway:

AI isn't here to take your job; it's here to give you an edge over those who don't adapt. Whether you're an AI skeptic or an enthusiastic early adopter, understanding how AI can enhance your work will give you a leg up!

Ready to Scale UP your AI knowledge? Tune in to this lively episode and let Beth guide you through the exciting world of AI with humor and insight.

Don't miss out—your AI journey starts here!

Cheers,

The Scaling UP! H2O Team

Timestamps

01:00 - Trace Blackmore extends his gratitude to you, our listeners, for helping us reach the top 2.5% of all podcasts worldwide

06:30 - Upcoming Events for Water Treatment Professionals 

10:00 - Interview with Your Nerdy Best Friend, Beth Ziesenis

1:00:00 - Drop by Drop with James McDonald 

Quotes

“On November 30, 2022, a company called Open AI released ChatGPT. It was the fastest growing platform and sometimes it lies and breaks down because y'all broke it.” - Beth Ziesenis

Connect with Beth Ziesenis  

Phone: 619.231.9225

Email: [email protected]

Website: yournerdybestfriend.com

LinkedIn: linkedin.com/in/nerdybff

linkedin.com/company/nerdybff

Your Nerdy Best Friend Blog

Read or Download Beth Ziesenis’ Press Release HERE

Links Mentioned

318 Boilers: Handling the Heat and Pressure Like Pros

041 The One with Your Nerdy Best Friend

AI Cheatsheet: Guidelines for AI Use at Work

A to Z AI Tools for Associations and Their Members

The Tackle Your Tech To-Do List Card Deck

Hattie B’s Nashville Hot Chicken

James McDonald’s Star Trek episodes, VSF Blessings - A Star Trek Fan Production

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

AWT (Association of Water Technologies)

Books Mentioned

Futureproof: 9 Rules for Surviving in the Age of AI by Kevin Roose

Future Proof: Reinventing Work in the Age of Acceleration by Diana Wu David

Drop By Drop with James 

In today’s segment, we are thinking, “What if?” What if you sneak into your customer account, quietly do your service, and sneak out without seeing anyone? What if? You were quick, efficient, got the job done, and got out so you can rush off to your next account. What could be wrong with that? Hmmm. Think about that for just a moment. First, what about safety? If no one knew you were there, what if something happened in the facility. Would they know to look for you? What if you got hurt? Second, does the customer see value in NOT seeing you? I hope not. How does the customer know you actually performed the service instead of just making the report up out of thin air? There are so many positives that come from making your face seen and showing the value of you being there. Visit with the operators and buying influencers. Show that you care and are invested in the success of their water treatment program. 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

We have the technology to treat any type of water, so instead of focusing on 'water scarcity,' let's talk about 'water abundance'. - Walid Khoury

In the latest episode of the Scaling UP! H2O podcast, we explore how to shift the narrative from "Water Scarcity" to "Water Abundance" with returning guest Walid Khoury, President and CEO of Desalytics. Walid’s global perspective on water technology and treatment options provides invaluable insights for water professionals, industry owners, policymakers, and anyone interested in addressing global water challenges.

Here are five strategies Walid provides to guide your thinking from the challenges of water scarcity toward the possibilities of water abundance:

1. 1. Embrace Long-Term Thinking and Planning: When addressing water issues or exploring new opportunities, consider both the mid- and long-term impacts. This approach is especially crucial in developing markets where sustainable growth and solutions are essential.
   2. Collaborate with Private Industry, Politicians, and Individuals to Achieve SDG 6: While one person cannot change the world, thousands working toward a shared goal can. Walid discusses the vital role these groups play in achieving the United Nations Sustainable Development Goal 6 (SDG 6), which aims to ensure safe and affordable drinking water, sanitation, and hygiene for all.
   3. Integrate Innovative Technologies: Embrace the innovative aspects of the water industry by implementing modern technologies and techniques. For instance, Hong Kong began using saltwater in toilets in the 1950s due to a scarcity of freshwater. Today, around 80% of toilets in Hong Kong use saltwater for flushing, which conserves fresh drinking water. Industrial water treaters can harness these advancements to enhance their practices and assist clients in achieving a "water positive" status, surpassing the goal of being "water-neutral."
   4. Advocate and Communicate Effectively: Promote water positivity by using language that raises awareness of the options available. Building connections and collaborating with local partners can help address local water challenges more effectively.
   5. Expand Your Global Understanding: Walid encourages industrial water treaters to expand their knowledge and experience beyond familiar markets by attending international water conferences and exploring global opportunities.

By tuning in to this one-hour episode, you will gain actionable insights and practical knowledge on how to contribute to water abundance, reshape water management strategies, and make a positive impact on both local and global scales. Walid’s involvement in the Water Positive Think Tank and his dedication to SDG 6 offers a roadmap for those looking to advance their careers and make a meaningful difference in the water industry.

Listen to "364 Water Abundance: A Global Perspective on Water Technology and Treatment Options" and discover how you can be part of the change toward a more sustainable and water-efficient future. Don't miss this opportunity to hear from one of the industry's most innovative and influential voices!

Timestamps

01:00 - Trace Blackmore invites you to participate in the Global 6K for Water

05:00 - Upcoming Events for Water Treatment Professionals 

7:30 - Get to know Walid Khoury of Desalytics

22:00 - Interview with Walid Khoury on Water Abundance

57:40 - Drop by Drop with James McDonald 

Quotes with interview timestamps:

“My biggest frustration in our industry is that we use the word ‘water scarcity’, but in today's age we have the technology to treat any type of water, so instead of water scarcity we should be talking about ‘water abundance’.” - Walid Khoury

"We need to shift the narrative: We have an abundance of water. The question is, how can we effectively use and consume it locally rather than sourcing it from afar?" - Walid Khoury

"We have access to a wealth of technologies; the key is in applying them effectively. This makes it an exceptional time to be in the water industry." - Walid Khoury

Connect with Walid Khoury:

Phone: +971 56 5362147 

Email: [email protected]

LinkedIn: linkedin.com/in/walidkhoury

linkedin.com/company/desalytics

Think Tank: https://www.linkedin.com/company/water_positive/

Vlog: walidkhoury.com  

Links Mentioned

Scaling UP! H2O’s Free Legionella Resources Page

Upcoming Events for Water Professionals 

May 18, 2024 The Global 6K for water

Episode 230 with Walid Khoury

2024 WEFTEC conference

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Tools Mentioned

NALCO Water Handbook

ChatGPT

Complexity.AI

Drop By Drop with James 

Do you know what I like to do sometimes? Do you? I like to read the summary of methods and the interferences for water testing. I do! You should hang out at parties with me, I’m a real riot.  Anyway, there is a LOT to be learned by just reading these two sections of a test procedure. For example, did you know the FerroVer method for Total Iron “converts all soluble iron and most insoluble forms of iron in the sample to soluble ferrous iron?” Then the soluble ferrous iron reacts with 1-10 phenanthroline indicator to form an orange color in proportion to the concentration of iron in the sample? The summary said it converts “most insoluble forms of iron,” so right away, I could imagine exceptions to this caveat. Reading the interferences for the Total Iron test, I see that insoluble iron oxides in the sample may require a digestion to make them soluble. I also notice that molybdate at 50 mg/L has no effect on results, but what about over 50 mg/L? That’s where the FerroMo Method for Total Iron comes in. I learned all of that by just reading those two little sections of the test procedure. What else is out there waiting to be learned?

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

“Dogs and prospects can smell fear.” - Casey Brown

Are you struggling with pricing your products and services confidently? Do you fear presenting proposals to clients and dealing with objections? Are you unsure how to have effective conversations around price increases?

If these questions sound familiar, you’re going to love today’s episode featuring Casey Brown, founder of Boost Pricing. Boost Pricing has the singular goal of helping organizations get paid well for their excellence, and in this informative conversation, Casey shares invaluable insights on how to elevate your pricing game and communicate your value effectively to your customers.

Sales is challenging, and as someone who’s been in the industry, you know how tough it can be. There’s pressure to be personable, negotiate well, and ask the right questions, yet proposals still get rejected. So, how do you get paid well for your company's superior products and services?

In this episode, Casey provides practical tips, strategies, and tactics to boost your pricing confidence and navigate price negotiations successfully. Learn how to deal with customers who focus solely on price and how to differentiate your value proposition effectively.

Casey emphasizes the importance of handling client objections well, sharing “The best answer to an objection isn't an answer at all, it's a question. I think questions are a salesperson's superpower and they are largely underused in the price portion and the negotiation process.” She goes on to say “The root of confidence is value. You need to truly understand how your products and service are of value to your customer.” 

By tuning in, you'll gain insights on:

• • • Approaching conversations about pricing with confidence and clarity.
    • Understanding when and how to offer tiered packages to customers.
    • Communicating the value of your offerings to clients to justify your prices.
    • Navigating tricky situations like price match requests and objections.

Casey’s wisdom on pricing and negotiation will empower you to become more confident in your sales approach. Don’t miss out on this educational discussion!

Timestamps

01:00 - Trace Blackmore invites you to participate in the Global 6K

07:00 - Interview with Casey Brown founder of Pricing Boost

1:01:30 - Lightning round questions

1:10:00 - Drop by Drop With James McDonald 

Key Quotes from Casey Brown

“I think sales is the hardest job in a company. Selling is an incredibly hard profession.” - Casey Brown

“Dogs and prospects can smell fear.” - Casey Brown

“The root of confidence is value. You need to truly understand how your products and services are of value to your customer.” - Casey Brown

“‘No’ is the most powerful word in a sales person's vocabulary, and often the most underused.” -  Casey Brown

“A price match request is an objective statement of preference from the customer for your company.” - Casey Brown

Connect with Casey Brown

Phone: 614.679.7999

Email: [email protected]

Website: boostpricing.com

LinkedIn: linkedin.com/in/caseybrownboost/

linkedin.com/company/boostpricing/

Read or Download Casey Brown’s Press Release HERE

Links Mentioned

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

AWT (Association of Water Technologies)

Books Mentioned

Outlive: The Science and Art of Longevity by Peter Attia MD

Make The Noise Go Away: The Power Of An Effective Second-In-Command by Larry G. Linne

10x Is Easier Than 2x by Dan Sullivan 

Drop By Drop with James 

In today’s segment, we’re thinking about a line I read in an article called “AWT Recommendations and Guidelines for Corrosion Coupons in Cooling Systems” found under Resources in the Members-Only section of the Association of Water Technologies website.  This section of the article was discussing the proper order of installation for corrosion coupons.  The line said, “In reality, if an appropriate water treatment program is in place, the actual coupon order will make little or no difference to the results.” 

That line made my brain stop for a minute.  The actual order will make little or no difference to results if an appropriate water treatment program is in place?  Hold up!  I’ve had the galvanic series drilled into my head for corrosion coupons!  The most active or least noble metal or alloy must be placed first…the farthest upstream.  What kind of crazy talk is this? 

Of course, in a perfect world, we wouldn’t do a lot of things.  The article goes on to explain further, though.  It says, “There is an argument for limiting the number of factors to be considered when analyzing results, and if the coupons are installed according to the galvanic series, any high loss rates will not be blamed on or associated with galvanic differences (regardless of whether these could our could not impact results).” 

So to keep things logical and free of noise that may only confuse the issue, we should continue to install corrosion coupons according to the galvanic series, regardless of how good our water treatment program is.  Where else do we apply this logic in our day-to-day industrial water lives?  Where else do we try to eliminate variables so we can see the true problems?  Do we mix and match our sample bottles or do we reserve select ones for higher-purity samples and others for higher-conductivity samples?  Do we test for conductivities from low to high, vice versa, or a random mix?  That’s some food for thought, right there.  Eliminating variables.

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.

“Achieving a well with reliable water quality and supply requires a significant amount of effort and work” - Mike Taraszki

In this engaging episode of Scaling UP! H2O, hydrogeologist Mike Taraszki delves into California's Process Memo 97-005, a key resource for direct potable water use from extremely impaired sources. If you’re eager to learn about the criteria and steps outlined in Process Memo 97-005 and how to keep your water permits current, this episode provides all the details you need.

Mike examines the nationwide impact of 97-005 on potable water and shares his expertise in hydrogeologic principles for environmental investigation and remediation projects. He also highlights trends in potable groundwater, including managing PFAS, water recycling, desalination, and the removal of contaminants and microplastics.

Offering practical guidance on the evolving landscape of water treatment technologies, Mike emphasizes the importance of consistent monitoring and adapting treatment trends to address emerging contaminants. His insights equip listeners with a comprehensive understanding of today’s water challenges.

"Putting a well in the ground and getting as much water as you want anywhere is just not reasonable, whether it's from a water supply or quality standpoint," Mike notes. He stresses, "We keep discovering new contaminants, and our water supply options are becoming more limited and constrained."

Join Trace and Mike for a captivating discussion that will deepen your understanding of the complexities and potential of groundwater management. Don’t miss this chance to expand your knowledge and stay ahead in the dynamic world of water treatment in under an hour!

Timestamps

01:00 - Trace Blackmore invites you to solve the Global Water Crisis by joining the Global 6K for Water this year. Learn more at ScalingUpH2O.com/6K

04:10 - Upcoming Events for Water Treatment Professionals 

10:00 - Interview with Mike Taraszki, passionate hydrogeologist about Process Memo 97-005

45:00 - You never know the ripple effect when you share about your water career with others

52:00- Drop by Drop With James McDonald 

Connect with Mike Taraszki

Phone: 510.368.4549

Email: [email protected]

Website: www.wsp.com

LinkedIn: linkedin.com/in/michaeltaraszki/

linkedin.com/company/wsp/

Proces Memo 97-005 Policy Resources

Process Memo 97-005-R2020

Process Memo 97-005-R2020 User Guide

Applicability of Process Memorandum 97-005 Examples of Checklists

Links Mentioned

Global 6K For Water

347 Ripple Effect: How Utah's Water Strategies Impact Us All

356 Unlocking the Future: Collaborative Water Management

National Groundwater Association

California’s Groundwater Resources Association

(CLU-IN) Contaminated Site Clean-Up Information

(ITRC) Interstate Technology and Regulatory Council

Audible

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

Drop By Drop with James 

In today’s segment, I have a “what if” for you. What if the cooling tower’s blowdown stopped flowing? There is no more blowdown going down the drain. Period. First, what could cause this to happen? What could cause a valve to fail closed? What could block the blowdown line? What setting could have been changed in the controller? Second, what would be the impact upon the cooling tower system next? Would the impact be quick or slow? What would the water start to look like? What data in the cooling water system would start to change and in what direction? How could you have detected this problem early and been alerted that action was required?   

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

“I have never regretted having too much data when collecting a sample.” - Trace Blackmore

In this insightful episode of Scaling UP! H2O, join your host Trace Blackmore as he helps water professionals scale up their water testing knowledge, addressing listener questions and providing invaluable expertise for water treatment professionals.

Water testing stands as a cornerstone of effective water treatment, and Trace serves as your guide through this vital terrain. With a wealth of expertise, he addresses listener questions, offering invaluable insights to elevate the practices of water treatment professionals.

Trace's guidance spans essential topics, from analyzing water samples to deciphering past data and ensuring the precision of collected samples. His pragmatic approach unveils indispensable tips for securing quality samples, choosing suitable tests for labs, and mastering sample preparation techniques.

Listeners will find clarity on concepts such as grab and composite samples, quantitative versus qualitative analysis, and the pivotal role of lab procedures in securing accurate results. Trace's exploration extends to the comparison between tests conducted with test kits versus labs, alongside illuminating insights into specialized tests like Legionella testing and titration manipulation.

Through engaging dialogue and expert advice, Trace underscores the significance of meticulous data collection and adherence to lab protocols. This episode serves as a catalyst for water professionals, empowering them to refine their testing methodologies and optimize water treatment strategies.

Join Trace Blackmore on this enlightening expedition into the realm of water testing, where every lesson learned enhances practical expertise, and every insight gained fuels professional growth. Tune in to Scaling UP! H2O, and let's scale up our knowledge together.

Timestamps

01:00 - Upcoming Events for Water Treatment Professionals 

08:00 - Trace Blackmore answers listener questions about Testing on this informative Pinks and Blues episode 

40:00 - Drop by Drop With James McDonald 

Quotes

“It's not just collecting samples, it’s about collecting data around those samples. I always take a picture of what I’m taking the scale off of and what is around it. I reference the photos so that when I get the report back, I can do more analysis.” - Trace Blackmore

“I have never regretted having too much data when collecting a sample.” - Trace Blackmore

“Collect all the data that you can, when you can.” - Trace Blackmore

“Learn what your lab needs from you before sending them your samples, and follow your lab’s procedures. The procedures are there to help you.” - Trace Blackmore

Connect with Scaling UP! H2O

Email Producer: [email protected]

Submit a show idea: Submit a Show Idea

LinkedIn: linkedin.com/in/traceblackmore/

YouTube: @ScalingUpH2O

Links Mentioned

Global 6K for Water

244 The One About Water Treaters For Clean Water (with Steve Spear)

294 The One About Getting Involved so the Profession Can Grow (with John A. Mullen)

348 Credentials and Codes: Plumbing Strategies Against Legionella (with Christoph Lohr)

Blackmore Enterprises, Inc. Testing Services

Scaling UP! H2O’s Legionella Resources Page 

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

Submit a Show Idea

AWT (Association of Water Technologies)

Drop By Drop with James 

In today’s segment, I have another challenge for you.  Today’s challenge is…draw a process flow diagram for your water systems.  Having a good process flow diagram will help both you and your customer.  The exercise may correct some assumptions you have or open your eyes to challenges you never knew existed.   

Be sure to include chemical feed points, water meters, blowdown lines, valves, waste streams, pretreatment equipment, pretreatment equipment waste streams, boilers, cooling towers, chillers, closed loops, dead legs, pressure and temperature gauge locations, pH probes, controllers, heat exchangers, makeup lines, outfalls, and whatever else you may run across.  Feel free to make notes about frequency of equipment rotation, flow rates, temperatures, pressures, etc. 

Lastly, hand-drawn diagrams can be just fine because ANY process flow diagram has got to be better than NO process flow diagram, right?  No need to get fancy if that will just slow you down and prevent you from making process flow diagrams in the first place. 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

Ready to uncover how to win RFPs, boost profits, and make a tangible positive impact – all while championing sustainability in your industry? Discover how to demystify sustainability and align your company's practices with environmental, social, and economic goals in the latest episode of Scaling UP! H2O. Host Trace Blackmore sits down with Andy Reimink, CEO of HOH Water Technology, Inc., to explore practical strategies for water professionals to embrace sustainability.

Learn how small changes in energy efficiency, understanding sustainability scopes, and having sustainability data on hand can give your company a competitive edge in RFPs. Discover the economic benefits of environmental stewardship, including tax advantages and improved ROI.

With insights from Andy's presentation at the AWT convention, uncover actionable tips for retaining younger employees by showcasing your company's positive impact on the world. Whether you're a seasoned professional or new to the industry, this episode offers valuable tools to enhance your company's sustainability outlook and drive long-term success.

Join the conversation and discover how sustainability isn't just a buzzword—it's a pathway to a more resilient and prosperous future for your company and the planet. Tune in now to start making a difference!

Timestamps

01:00 - Earth Day 2024 and Upcoming Events for Water Treatment Professionals 

9:00 - Interview with Andy Reimink, Chief Executive Officer at HOH Water Technology

01:03:45 - Drop by Drop With James McDonald 

Quotes

“Our clients, whether we know it or not, care about our sustainability because it affects their bottomline or reputation.” - Andy Reimink

“Publicly traded companies have RFPs (Request for Proposal), but it’s going to become commonplace for smaller water treatment companies. I expect it to grow in intensity.” - Andy Reimink

“Data centers have a lot of pressure to be as sustainable as possible.” - Andy Reimink

Connect with Andy Reimink

Phone: 616.901.9769

Email: [email protected]

Website: hohwatertechnology.com

LinkedIn: linkedin.com/in/andy-reimink-a7711711/

linkedin.com/company/h-o-h-water-technology-inc-/

Links Mentioned

EarthDay.org 

What are Scopes 1, 2 and 3 of Carbon Emissions? 

LEED Exam Preparation and Continuing Education

Sense Energy Monitoring System

TED TALK: (how to wash and dry your hands) How to use one paper towel | Joe Smith

122 The One with Reid Hutchison

123 The Other One with Reid Hutchison

127 The One With Tom Hutchison

236 The One Where We Talk About Waters Treaters Changing The World

287 The One About How To Create Aligned Employee Engagement

358 Safety First: Practical Tips, Big Results in Water Treatment

The Rising Tide Mastermind

Scaling UP! H2O Academy video courses

AWT (Association of Water Technologies)

Books Mentioned

Never Split The Difference by Chris Voss

Greenlights by Matthew McConaughey

The Dream Manager: Achieve Results Beyond Your Dreams by Helping Your Employees Fulfill Theirs by Matthew Kelly

The Psychology of Money: Timeless lessons on wealth, greed, and happiness by Morgan Housel

Drop By Drop with James 

In today’s episode, we’re asking ourself, “What If?” What if the acid feed stops working on a cooling tower? What happens if suddenly there is no acid being fed to a cooling tower on an acid-control program? Does something happen immediately? Does something happen gradually? Where within the system could this something happen? How long could this lack of acid feed occur before anyone would find out? How could you determine remotely that the acid feed had stopped working? What alarms could be setup? Once the problem has been determined, should the acid feed be turned back on immediately? Could turning the acid feed back on immediately cause any problems within the system? What should be communicated to the end user about this occurrence? What could be done to prevent it from happening again? Should blowdown be adjusted during the response to the lack of acid feed? How might the other water treatment chemicals be impacted due to the lack of acid? 

A cooling tower’s water treatment program is an expertly-balanced chemistry. If one part is negatively impacted, it may very well impact the other parts of the chemistry as well. There’s a lot to think about when just one part goes wrong. Knowing the root cause will help prevent you from chasing your tail when trying to get the program back under control. 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

Visualization helps water professionals better understand equipment, processes, and problem-solving techniques

Often, as water professionals, we breeze past the intricate inner workings of the equipment we handle, missing out on valuable insights that could enhance our understanding and effectiveness.

But what if we took a moment to visualize what's happening inside that cooling tower? Through the simple act of visualization, we can unlock a whole new perspective on the systems we work with, gaining profound insights into their operation.

Step into the fascinating world of industrial water treatment with host Trace Blackmore and special lab partner, James McDonald as they embark on a remarkable journey through the heart of a cooling tower. Shrinking down into water molecules, they vividly visualize the processes at play, offering a captivating glimpse into the complex world of water treatment.

James McDonald, Director of Technology & Marketing at Chem-Aqua, founder of Industrial Water Week, and weekly contributor to the Scaling UP! H2O podcast, shares his profound insights into the importance of creativity and visualization in engineering. By harnessing these tools, water professionals can deepen their understanding, sharpen their problem-solving skills, and foster better communication within the industry.

Join us for this enlightening discussion and discover how visualization techniques can revolutionize your approach to industrial water treatment. Let's unlock the full potential of our creativity and imagination, together shaping a brighter future for water professionals everywhere.

Timestamps

01:00 - Trace Blackmore shares fun facts about the IRS during this tax return season

05:30 - Upcoming Events for Water Treatment Professionals 

13:30 - Interview with James McDonald, CWT, about the importance of visualizing systems

33:09 - Shrinking down and going inside a cooling tower

01:06:00 - Drop by Drop With James McDonald 

01:08:00 - The power of visualization 

Quotes

“I like doing visual exercises because it teaches me the gaps in my knowledge so I can learn about those ideas.” - James McDonald

"It serves as an excellent learning tool, offering a dynamic approach to problem-solving by providing a visual representation of the situation." - James McDonald

Connect with Scaling UP! H2O

Email Producer: [email protected]

Submit a show idea: Submit a Show Idea

LinkedIn: in/traceblackmore/

YouTube: @ScalingUpH2O

Connect with James McDonald

Website: www.chemaqua.com 

Industrial Water Week: www.industrialwaterscience.com

Read James’ Industrial Water Week Jokes and Comics at www.industrialwaterscience.com/fun

LinkedIn: www.linkedin.com/in/james-mcdonald-pe

www.linkedin.com/company/chem-aqua 

Read or Download James McDonald’s Press Release HERE

Links Mentioned

How Cooling Towers Operate

Water Softener Regeneration Process

Understanding Cycles of Concentration

Global 6K for water 

Episode 21 The One with James McDonald

Episode 49 The One with James McDonald, Again

Episode 113 Pinks and Blues (with James McDonald)

Episode 290 The One About Making Time For What Matters Most (with James McDonald)

Episode 291 The One About Nitrite (with James McDonald)

Episode 31 The One with Mark Lewis

Episode 34 The Other One With Mark Lewis, CWT

Episode 112 The One Where Trace Is Interviewed By Mark Lewis

Industrial Water Week Resources

Water Cake Recipe 

Episode 161 Trace shared a story about the koi fish in the cooling tower

Sharknado Series

Die Hard Series

Criminal Minds

The Rising Tide Mastermind

AWT (Association of Water Technologies)

Drop By Drop with James 

Today we’re thinking about safety.  Working around steam, hot water, high pressures, moving parts, confined spaces, hazardous chemicals, pathogenic organisms, extreme environments, deep water, and even people, there are hundreds of ways we could get hurt or worse every single day.  Of course, there are guidelines, regulations, laws, safety programs, engineering controls, training, and so forth to help keep us safe, but the ultimate thing in charge of our safety day to day is ourselves.  If we don’t follow the rules, learn from the trainings, are unaware of our surroundings, and/or circumvent engineering controls, we are much more likely to get hurt.  So be both smart and aware when you are performing your industrial water treatment duties.  You’re probably NOT the only one relying upon you returning home safely.

A personal example of when I encountered an unsafe condition is from when I was brand new in industrial water treatment and was being trained on boiler inspections.  My manager and I were just about to enter the mud drum of a watertube boiler when steam started coming out of the manhole. My manager and the plant manager both looked at each other and were a little white in the face. An operator had blowndown one of the nearby boilers, and steam had backed up into the one we were literally just about to enter.  If we had climbed in just a little sooner, we could have suffered steam burns and worse.  Neither lockout/tagout nor proper communication had been conducted. Lessons were learned quickly very early in my career.

I’ve heard stories of people dying in confined spaces due to the space being filled with nitrogen or argon.  Proper confined space entry procedures had neither been established nor conducted.  I’ve heard stories about water hammer blowing elbows, valves, etc. apart and injuring people.  I once had a colleague who had live steam blown inside his work boot.  Never have I ever seen blisters that big in my life.  I’m sure too many of you may have scary stories to tell as well.

So please, today and every day, think about the safety of yourself and those around you.  Your safety matters to you, your family, your coworkers, and your colleagues.  Your safety matters to both Trace and me as well. 

2024 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.