Thousands of people trek to the Pumper & Cleaner Environmental Expo International each year. It’s a time many look forward to as a chance to recharge their business batteries and renew old ties with colleagues in a spirit of support rather than competition. They also get to see what’s new and exciting in tools and technologies, and learn more about what it means to be a professional in the wastewater management industry. But each attendee comes away from each show with that one particular thing that made it most worthwhile.
These PROs talk about what that is for them.
“It’s probably the new equipment and innovations in cleaning out septic tanks, whether it be agitators or extra gizmos and gadgets,” says Kent House, who rents portables and installs and pumps septic tanks about halfway between Indianapolis and Dayton, Ohio.
In addition to this tool takeaway from the show floor, House also attended some Education Day seminars, and came away with a new outlook on his marketing efforts. “The different aspects of marketing and the new avenues we could go down in those efforts” are what he says really grab his attention in Louisville.
Marina Costa manages day-to-day operations in her family’s septic pumping and portable sanitation business. Their service area covers metro Natal, a major city on the far northwestern beach of the South American continent. She talked with PRO after spending the morning attending Education Day sessions at the Expo.
“I’ve learned the importance of adding value for customers,” she says, “and of really being available to them. So much of our business is about working with people, and we all need to learn to do that better. The presentation I just came from talked about how most problems come from not communicating well. If we make an effort to talk with our customers all through the business and service process, this will keep misunderstandings from happening and not let resentments build if something does go wrong.”
Costa also came to the show looking for better manufacturer information about products she wanted to purchase. In this case, she was looking at new technology in portable restrooms. She believes there is value in being able to see and touch the products being considered, while hearing the vendor’s sales pitch. Brochures and literature are nice, she says, but sometimes due diligence requires a walk-around session with the item. Such research gives her confidence that she’s done her homework and can make an informed buying decision.
Anthony Smith has been attending the Expo for 20 years, usually to walk the exhibit floor, but sometimes to attend seminars. What keeps him coming back year after year is knowing he’s staying on top of new equipment and technology for his company. It’s all about “new things coming along that will help the business grow,” he says. “I see new ideas in the way they rent portable restrooms or set up for special events.”
Smith places great value on the information he gleans from other PROs he’s met over the years and sees again each year in Louisville. “Just today I talked to a guy who’s putting baby-changing stations in some special units and renting them out for weddings … or to anybody who used to rent handicap units, just to have the extra room. We talked about the amenities you can add to do an up-sell like that.” He says this kind of information is priceless in adding to his bottom line and another benefit that brings him back to the Expo every year.
