While our companies benefit tremendously from online and computer technology, we cannot overlook face-to-face interaction as another key component of a PRO’s success.
Question: Our company invests a considerable amount of time, effort and expense in technological tools to promote our business. We work hard to maintain our website, produce a quarterly email newsletter and use search engine optimization to increase visibility in online searches by potential customers. What are some suggestions to increase our personal interactions with the general public?
Answer: Face-to-face interaction remains a vital element of success in our industry, particularly in the areas of customer sales and company education. Let’s explore each area in more detail.
Customer sales
Our industry was built on personal interaction and education. Because our products are often unfamiliar to the general public, many misconceptions exist. Many customers don’t realize the wide array of products we now offer beyond the traditional portable restrooms of decades past. From sanitizer stations and hand-washing sinks to the growing variety of restroom trailers, educating customers and decision makers in person about these expanded options can significantly boost sales.
Active involvement in local organizations
Being an active member of local organizations — rather than “in name only” — can greatly enhance your visibility and credibility.
Local chamber of commerce - The mission of most chambers is to promote and support local business opportunities. Active membership allows you to meet other business leaders face-to-face and establishes your company as a trusted local resource.
Chamber members often prefer to work with fellow members, and you’ll likely be the only PRO represented. This makes you the go-to provider for portable restrooms at local events and construction projects. Membership also provides access to workshops, training, trade shows and member discounts on goods and services. Chamber directories typically list members, giving your company additional exposure within the community.
Local association of home builders – The National Association of Home Builders represents professionals across all aspects of home construction and offers education, advocacy and national programs. Joining your local chapter — or an independent local builders’ association — connects you directly with builders, suppliers and developers in your area.
Since portable sanitation is often underrepresented in these groups, your participation not only raises awareness of your business but also helps educate others about industry standards, regulations and best practices.
Attend specialty event and rental shows
Many organizations host shows designed to showcase products and services for special events. Event planners are key contacts at these events and meeting them in person can lead to lasting business relationships. While attending these shows is valuable, consider exhibiting at them to showcase your products and services more effectively. Examples include:
Bridal shows – Educate wedding planners about restroom trailer options, a major step toward dispelling the old notion that only basic portable units are available for outdoor weddings.
Rental equipment shows – Events hosted by the American Rental Association and its local chapters attract construction and event rental professionals — prime contacts for future partnerships. Attending these shows and eventually displaying your products there can open new business opportunities.
Onsite visits to customers
Personal visits to customer sites are invaluable. Meeting superintendents and obtaining direct feedback about your products and services strengthens business relationships. While onsite, inspect your units and provide feedback to your route service technician. We recommend creating a standardized company inspection form for these visits. Though online surveys can reach more customers, in-person visits often are more impactful.
Company education
While online resources — such as chat groups, videos and tutorials — are convenient, nothing replaces the benefits of in-person industry training and networking. Attending trade shows and conferences offers hands-on learning and meaningful peer connections that can directly enhance your business operations.
Portable Sanitation Association International Conference and Trade Show
Held annually since 1971, this event showcases the latest products and provides direct interaction with manufacturers and suppliers. Attendees gain valuable hands-on experience and share insights with peers from around the world.
PSAI EDGE (Education, Development, Growth, Excellence) Summit
Formerly known as the PSAI Nuts & Bolts Conference, this annual educational event — held since 1977 — offers panel discussions, roundtables and training sessions. Alternating between national and international locations, it fosters engagement among PROs. The upcoming EDGE Summit will be held in Playa del Carmen, Mexico, from March 3-5, 2026.
Water & Wastewater Equipment, Treatment & Transport (WWETT) Show
Formerly known as the Pumper & Cleaner Environmental Expo (1981-2014), this large-scale event in Indianapolis covers over 20 industries. With more than 500 exhibitors and 13,000 attendees from 55 countries, it’s ideal for PROs looking to diversify or expand into related markets. The next WWETT Show will be held Feb. 16-19, 2026.
Final thoughts
To thrive in today’s marketplace, PROs must strike a balance between online and onsite engagement — leveraging technology without losing the human touch that defines great service. Ultimately, success comes from maintaining that balance while keeping the central goal in sight: to provide every customer with the best products and the highest level of service possible.
