While helping to grow the fledgling Moon Portable Restrooms in Louisville, Ky., co-owner B.J. Davis always kept the clever marketing motto of its parent company, the Moon Companies, top of mind: “Ask for the moon, and get it.’’
In a few short years and working through a slumping economy, Davis has helped the portable sanitation service provider grow from one truck and 23 restrooms to four vacuum trucks that keep more than 600 units sparkling fresh and in the field.
“What sets the Moon Companies apart is that we do what we say we’re going to do,” Davis says. “Our customers know we take their business seriously, and that they can depend on us. Our workers are well-groomed, we drive clean trucks, we deliver clean restrooms, and we keep them clean as long as they’re on-site.”
Low man on the totem pole
Davis, 34, started with Moon Companies about five years ago after losing his job as a corporate accountant. His father-in-law, David Pottinger, the main owner of Moon Companies, took him on as a laborer with no promises other than $10 an hour if he worked hard. At the time, Pottinger and his partner, Bob Jones, were about 15 years into growing their leasing-and-rental business for storage containers and trailers, which also includes mini-storage, office trailers, over-the-road vans and semi-trailers.
Davis started working in the Moon Companies’ storage yard, where he swept and cleaned containers, and got them ready for the next delivery. “I was painting trailers, greasing hinges, picking up trash and straightening up the yard,” Davis recalls. “I drove a forklift, moved the containers in and out, and kept them ready for over-the-road semi-drivers. I worked out there eight months.’’
Then, Pottinger moved Davis into sales, asking him to hit the road to rent out containers. Even though he had no sales background, Davis learned fast and performed well enough his first five months to encourage Pottinger to offer an even bigger challenge: launching a portable restroom business. Pottinger said Moon Companies would put up some money for trucks and restrooms, and Davis would have three years to make Moon Portable Restrooms a viable business. If he succeeded, he would become an equal owner in a three-way partnership.
Now, more than four years later, Davis is a vested partner in Moon Portable Restrooms, having built the inventory, which includes several luxury restroom trailers. The company serves the Louisville area and concentrates on special events. It expanded into Lexington full time in 2008, in part because it secured a contract to service the University of Kentucky’s football games at Commonwealth Stadium starting in 2007.
In the Yard
Davis says the company’s growth and diversity is something Pottinger envisioned long ago. “They first opened a trailer-leasing business, and then they got a few storage trailers and started renting them out,’’ he explains. “Then they moved into containers, offices and storage combos. They’re always looking for ways to grow.’’
Moon Companies strives to provide customers a full range of services whenever possible, according to Davis. “We can load a storage/office combo on a trailer, strap down a (restroom) behind it, and deliver everything at the same time,” he says. “When customers get everything on one bill, we give a 10 percent bundled discount. They like that kind of service. We solve their needs with one call and one bill.”
The company uses four trucks to haul and service restroom inventory. The newest is a 2008 Ford F-550, built out by Progress Tank with a 1,000-gallon waste/400-gallon freshwater aluminum tank and Masport pump. The fleet also includes a 2007 GMC Duramax 5500, built by Lane’s Vacuum Tank Inc., with a 1,000-gallon waste/400-gallon freshwater aluminum tank and a Masport pump, a 1987 Ford F-350, outfitted by Satellite Industries with a 420-gallon waste/100-gallon freshwater steel tank, and a 1989 Isuzu NPR, built by Lane’s Vacuum Tank Inc., with a 500-gallon waste/150-gallon freshwater steel tank and a Conde pump from Westmoor Ltd.
The bulk of the units are tan PolyJohn PJN3 units. Each is equipped with a corner shelf, coat hooks, a large vanity mirror and locking kit. Moon’s inventory also includes 20 PolyJohn Comfort Inn handicap-accessible units; about 40 PolyJohn Bravo! hand-washing stations; three Wells Cargo Comfort Elite III restroom trailers, each with a 100-gallon freshwater tank/450-gallon waste holding tank; and one Wells Cargo Platinum Edition luxuryrestroom trailer, complete with flat-screen TVs and crown molding inside. For easier transport of restrooms, they use a Mongo Mover from Deal Associates Inc.
Going Green, Staying Clean
Besides supplementing Moon Companies’ broad service line, the portable restroom service strives to capitalize on opportunities within its niche. For instance, Davis aggressively pushes the company’s environmentally friendly capabilities.
Many large corporations, hospitals and chain retailers require construction companies to follow “green” practices while building their facilities, Davis explains. That means not only using environmentally friendly chemicals inside portable restroom holding tanks, but also using green products for cleaning them. And even though Kentucky doesn’t require it, Moon workers place containment trays under each restroom at green sites to ensure spills and wash-down water and detergents don’t reach the ground or storm-runoff systems.
The company uses Earth Friendly Chemicals for deodorizers. “I make sure contractors know they need to use us if they want to comply with green requirements,” Davis says. “I’ve gotten several deals from big corporations because we’re out in front with our green services. Eventually, everything is going to be built green, and we wanted to promote and provide that kind of service.”
Besides, going green meshes with Moon Portable Restrooms’ promise of clean restrooms, clean trucks and clean-cut workers. When Moon’s drivers return to the yard each evening, their day isn’t over until their truck is cleaned inside and out.
“They dump and refill their tanks, and then wash their truck every single day,” Davis says. “Our whole image is ‘clean.’ ”
The VIP Treatment
One reason for maintaining a spotless reputation is Moon’s emphasis on servicing special events, including weddings, concerts, VIP cocktail parties, football games, Kentucky Derby socials and private-school fundraisers.
“I’m competitive about getting that business. I make those sales calls constantly, promoting us and making sure we can handle anything and everything they need.” Davis says.
For events requiring formal attire, Moon can deliver up to three VIP restroom trailers like the Wells Cargo Comfort Elite IIIs. The company also has a Wells Cargo Comfort Elite Platinum Edition trailer, which features marble countertops and a flat-screen TV. Moon never sends out the Platinum unit without an attendant.
“We build the attendant’s service into the cost,” Davis says. “His presence isn’t negotiable. He’s always nearby to make sure nothing goes wrong. If a fuse blows, a light bulb goes out, the toilet backs up, or it just needs a quick cleanup, he handles it. You don’t want that customer waiting 45 minutes for someone to arrive on a Saturday night.”
Davis contends none of the top service initiatives would be possible without good employees who believe in the company’s mission.
“We all depend on each other,” he says. “They know our motto, and everyone is committed to it. We don’t employ slackers, and we do our best to take care of them.”
Davis said Moon starts each employee at “a higher-than-average rate for what they do.” The company also provides health insurance, a dollar-an-hour raise after a 60-day probation period, and a second raise a year later. At that time, employees also receive a week’s vacation, five days of sick leave, and a retirement plan in which the company contributes dollar-for-dollar matches up to 6 percent of their wages.
Hard work paying off
“We want our workers to be able to take care of their families,” Davis says. “We ask a lot of them. While most people are having fun on the Fourth of July, Memorial Day and Labor Day, we’re working. I’ve had guys who can’t do it. They say they’ve never worked so hard in their life. But, like I say, we’re doing our best to grow this business.”
