Scaling UP! H2O

In Episode 188, Shawn McGrade talked about why you should consider a career in Water Treatment, and because so many of YOU wrote in to our producer asking for him to come back on the show, I am bringing him back for a second interview. Shawn works in Sales at Kurita America and is continuously proving himself to be a Versatile Salesperson through personal and professional developments. When not working as a Water Treater, Shawn spends his time catching giant fish and volunteering as a firefighter and EMT in Minnesota.

Today, Shawn and I will discuss the changes in his career since I last had him on the show, why attending conferences, technical trainings, and any additional offerings through your employer is important,, and some personal and professional development tools you should know about and take advantage of.

Bottom line: If you are considering a career in water treatment and don't know what opportunities it has to offer, Shawn McGradehas some valuable knowledge to share with you.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

What is a "Career" and upcoming events [03:56]

Bringing back one of our most-listened to podcast guests, Shawn McGrade [10:21]

What has changed since Shawn was last in the podcast? [12:40]

Why you should lean into our industry's educational opportunities [16:00]

Tips for successfully closing accounts [21:31]

Understanding how to speak your client's language [25:26]

Personal and professional development tools [33:19]

The benefits of getting involved in the water treatment community [39:05]

A firefighting water treater [40:36]

What to know if you are considering a career in Water Treatment [44:29]

Lightning round questions [48:36]

Thinking On Water With James [56:00]

Thinking On Water With James:

In this week's episode, we're thinking about the correct way to install a cooling tower blowdown meter. First, what type of meter should one use? Do you know the options available and the pros and cons of each? Then, how should the blowdown water meter be installed? Vertically? Horizontally? Does the meter need to be continually flooded? Is freeze protection an issue? Can the meter communicate with a controller to log the data? Why would a blowdown meter be a handy thing to have? Take this week to think about cooling tower blowdown meters and how they should be installed.

Quotes:

"As Water Treaters, one of the most challenging things is trying to explain to our friends and families is what we actually do." - Shawn McGrade

"Don't shy away from being intimidated and not knowing enough" - Shawn McGrade

"I want to learn and learn and learn, I want to be a forever learner." - Shawn McGrade

"With sales effort, diligence, self-discipline, and planning sales time within your day will allow you to reap the rewards." - Shawn McGrade

"Get in front of people, and see how you can help them." - Shawn McGrade

"Sales is a numbers game and you've gotta be diligent and make it a priority." - Shawn McGrade

"Having that curious spirit or being a forever learner has helped me the most in my Personal Development and Growth." - Shawn McGrade

"Water Treatment is like an onion, there are layers upon layers, and you can just keep peeling it back, and you'll never know it all. None of us will ever know everything there is to know in water treatment" - Shawn McGrade

"The best way to learn something is to teach it to others." - Shawn McGrade

"For those new to the industry, and are scared to go out there because they think they don't know enough, the Fundamentals and Applications Course at the AWT Technical Training is designed for them." - Shawn McGrade

Connect with Shawn McGrade:

Email: [email protected]

Phone: 651-788-2185

Website: www.kuritaamerica.com

LinkedIn: in/shawn-mcgrade-08187114a

Recent Article: Using Film-Forming Amines for Water Treatment

Links Mentioned:

Using Film-Forming Amines for Water Treatment article by Shawn McGrade

Email The Scaling UP! H2O team: [email protected] (podcast producer)

Industrial Water Week 2022

188 The One To Listen To If You Are Considering Becoming A Water Treater

117 The One With Temperament Expert, Kathleen Edelman

179 Another One that Teaches Us to Communicate Better with Others

239 The One About Negotiating

Wilson Learning

Audible

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

AWT's Student Education and Enhancement Development (SEED) Program

The Versatile Salesperson (VSP) by Wilson Learning

The Counselor Salesperson (CSP) by Wilson Learning

Articles Mentioned:

Using Film-Forming Amines for Water Treatment by Shawn McGrade

Books Mentioned:

I Said This, You Heard That (Workbook) by Kathleen Edelman

I Said This, You Heard That (2nd Edition) by Kathleen Edelman

For those long-time listeners, you know that I love learning and talking about Leadership, and I love bringing guests on the podcast who can share their leadership knowledge and expertise with you, which is why I couldn't wait to share this interview with you!

My guest today is Drew Dudley, a Wall Street Journal best-selling author, educator, and speaker. A mentor of mine introduced me Drew's TEDx Talk "Leading with Lollipops" a few years ago, and since then I have shared Drew's Talk with dozens of people. If you haven't watched it yet, I encourage you to do it now. We have a link to Drew's TEDx Talk below.

Drew Dudley is someone who has a refreshing perspective on leadership and he is an excellent storyteller. The first time I met him, I couldn't stop smiling, and hopefully by the end of this episode you'll feel empowered to be an extraordinarily intentional leader.

Bottom line: Drew Dudley is going to inspire you to become a new kind of leader.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Thanking the best audience in Water Treatment, the Scaling UP! Nation and upcoming events [01:54]

Introducing Wall Street Journal best-selling author and TEDx Speaker, Drew Dudley [13:45]

Tedx Talk experience and shaping your story [17:42]

The origin of the "Lollipop Moment" [21:36]

Creating change with Lollipop Moments [28:08]

Leadership as conscious acts [33:24]

Becoming intentional with the language you choose to use [37:20]

Getting Leadership right in business [40:40]

What is Drew's book "This is Day One: A Practical Guide To Leadership The Matters" about? [47:04]

Catch Drew Dudley in-person at the AWT Conference in Vancouver! [50:06]

Lightning round questions [52:47]

Thinking On Water With James [1:05:25]

Thinking On Water With James:

In this week's episode, we're thinking about the shelf life of industrial-strength sodium hypochlorite or bleach. How long will a drum of sodium hypochlorite last? What factors can impact its shelf life? Do heat and light have an impact? Will contact with certain metals have an impact? What is chemically happening to the sodium hypochlorite to reduce its shelf life? What are the possible consequences of feeding it after it is beyond its shelf life? How does understanding the shelf life of sodium hypochlorite impact the volume ordered when usage rate is considered? Take this week to think about the shelf life of industrial-strength sodium hypochlorite and what it may mean to you.

Quotes:

"When leadership is all about power, influence, and prestige it doesn't connect with young people." - Drew Dudley

"One of the challenges isn't whether we have enough schools teaching Leadership, it's how they're teaching Leadership, especifically, what examples they are using." - Drew Dudley

"The key to any talk, TED or otherwise, is 'what's the story'?" - Drew Dudley

"The Lollipop Moment is about a moment in life where somebody let you know that you had a bigger impact than you are aware." - Drew Dudley

"Useful compelling ideas are inherently motivating." - Drew Dudley

"Every great story begins with an act of stupidity" - Drew Dudley

"It's not the goals you've set, it's not the goals you reached; and it's how you behaved in pursuit of these goals." - Drew Dudley

"Moments of personal impact are the only source of power that are accessible to everyone on earth." - Drew Dudley

"Leadership is not about random acts, it's about conscious acts." - Drew Dudley

"Never allow someone who you know is a person of worth to diminish themselves in front of you." - Drew Dudley

"If you present how you feel about something, it can't be argued with." - Drew Dudley

"Research shows that the more people in an organization that understand their own personal values and can live them everyday, the better the organization is going to be." - Drew Dudley

"In Leadership, you never steal anything, you benchmark a good practice." - Drew Dudley

"Please tell your story, share it with people. Vulnerability leads to extraordinary connections." - Drew Dudley

"As a speaker, what you've been given is the gift of other people's attention and the opportunity to change minds." - Drew Dudley

"When we put ideas out in the world, we have no idea where they're gonna land." - Drew Dudley

Connect with Drew Dudley:

TEDx Toronto - Drew Dudley "Leading with Lollipops"

Phone: 1-855-685-3253

Email: [email protected]

Website: www.drewdudley.com

LinkedIn: in/dayonedrew

Twitter: @DayOneDrew

Instagram: @dayonedrew

Facebook: @DayOneDrew

Book: This is Day One by Drew Dudley

Links Mentioned:

TEDx Toronto - Drew Dudley "Leading with Lollipops"

Watch more TED Talks on TED and TEDx Talks

Audible

Cystic Fibrosis Canada

The Rising Tide Mastermind

AWT (Association of Water Technologies)

How to Apply or Renew Your Passport?

Dirty Jobs (TV Series)

March of the Penguins (Documentary)

Submit a Show Idea

Events:

The Hang Networking Event - July 14, 2022 @ 6:00 p.m. EST

2022 Utility Leadership Conference – July 24 to 27, 2022 in Seattle, Washington

Smart Water Summit – August 29 to 31, 2022 in San Antonio, Texas

Association of Water Technologies' 2022 Annual Convention and Exposition – September 21 to 24, 2022 in Vancouver, Canada

How to Apply or Renew Your Passport?

Books Mentioned:

This is Day One: A Practical Guide To Leadership The Matters by Drew Dudley

Start With Why by Simon Sinek

Dare to Lead by Brené Brown

Atlas of the Heart: Mapping Meaningful Connection and the Language of Human Experience by Brené Brown

Daring Greatly: How the Courage to Be Vulnerable Transforms the Way We Live, Love, Parent, and Lead by Brené Brown

The Gifts of Imperfection by Brené Brown

Rising Strong: How the Ability to Reset Transforms the Way We Live, Love, Parent, and Lead by Brené Brown

Braving the Wilderness: The Quest for True Belonging and the Courage to Stand Alone by Brené Brown

I Thought It Was Just Me (But it isn't): Telling the Truth About Perfectionism, Inadequacy, and Power by Brené Brown

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

Built to Last: Successful Habits of Visionary Companies by Jim Collins

The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy by Jon Gordon

The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni

Silos, Politics and Turf Wars by Patrick Lencioni

Man's Search for Meaning by Viktor Frankl

Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink

A Whole New Mind: Why Right-Brainers Will Rule the Future by Daniel H. Pink

Linchpin: Are You Indispensable? By Seth Godin

Be So Good They Can't Ignore You by Cal Newport

Leadership, Reinvented by Hamza Khan

Let's Pretend This Never Happened: A Mostly True Memoir by Jenny Lawson

Everything is Horrible and Wonderful by Stephanie Wittels Wachs

The Leadership Test: Will You Pass? by Timothy R. Clark

Encouraging The Heart Workbook by Barry Posner and James M. Kouzes

Gettysburg Address - Abraham Lincoln

Nation, I've interviewed many brilliant individuals in the podcast, both in and outside of the Water Treatment Industry, and I know that the people I've introduced have brought the listeners of the Scaling UP! H2O podcast helpful career-changing advice. Our guest today will be an addition to the roster of amazing guests we've had and will continue to have, it's none other than Bruce Ketrick Sr. of Guardian CSC.

Bruce started his career in 1974 as a technical support involved in field support, troubleshooting and product development for boiler water, cooling water and wastewater treatment programs. He then worked in four other Water Treatment companies in a variety of managerial positions until he founded his very own company, Guardian CSC, in 1988. Guardian CSC is a full-service Water Technologies company that offers a range of products including chemicals, water system equipment, and services for potable water, boiler water, cooling water, process water, and wastewater systems in commercial and industrial applications.

With his almost 50 years of experience, Bruce has contributed a lot to the Water Treatment Industry. Over the years, he presented papers on Water Technologies including a paper on Fuel Additive Formulation at the 1991 AWT Convention and a paper on Cooling Water Program at the Utility Chemical Symposium. Bruce also published articles in technical trade magazines in topics such as Neutralizing Amines and Field Determination of Deposits.

Bruce was also one of the first few dozen to become a member of the Association of Water Technologies (AWT). He then became a member of the AWT Technical Committee, the Board of Directors, the Chairman of the Education/Certification Committee from 2000-2002 and 2005 - 2016, and the AWT President in 2004. He was also the recipient of the Ray Baum ``Water Technologist of the Year" in 2006.

Bruce Ketrick Sr. has had a great career. From Technical Support, Bruce worked his way up to eventually founding his own company and becoming a pillar of the Association of Water Technologies. Bruce is a person I admire greatly, and it is an honor to have him in the podcast today.

Bottom line: Bruce Ketrick Sr., CWT is an accomplished Water Treater, and he will tell us some of his secrets to having a fulfilling and successful Water Treatment career.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

How are you learning? [02:12]

Thinking On Water With James [05:17]

Introducing one of our most awaited guests, Bruce Ketrick Sr. of Guardian CSC [08:55]

Getting into the Water Treatment industry [09:28]

Working for somebody vs. owning a Company [11:49]

Embracing changes over the years to become better Energy Engineers [13:09]

Working with the Association of Water Technologies (AWT) [16:41]

Launching the AWT Technical Committee and designing courses that work for everyone [22:47]

Traditions created when he became the AWT President [27:18]

Creating a legacy of excellent education and trainings at the AWT [31:29]

Transitioning out of a company successfully and handing it off to the right person [34:17]

Biggest Lessons learned in Water Treatment [39:10]

Lightning round questions [40:06]

Thinking On Water With James:

In this week's episode, we're thinking about what alternative water sources can potentially be used for cooling tower makeup. City water and well water are often the first two makeup water sources that come to mind for a cooling tower, but what are some others? One person's waste is another's treasure, they say. Are there any waste streams boring down the drain now that could be recycled to the cooling tower for makeup? Do they require any pretreatment? What challenges would these alternative makeup water sources pose once in the tower? Would the current water treatment program need to be altered in any way to accommodate them? Are these alternative sources reliable? What volume of water can they provide? Take this week to think about the possibility of using alternative water sources for cooling tower makeup.

Quotes:

"Owning your own company is taking a look at what you need to survive and make paychecks next week." - Bruce Ketrick Sr.

"When you own a company, you work for your employees, because your employees are the reason you succeed. Those people are your family." - Bruce Ketrick Sr.

"When you make a mistake, you never forget it." - Bruce Ketrick Sr.

"The basic concept of Math and the formulas is almost like magic to people today; it used to be what we did." - Bruce Ketrick Sr.

"The AWT Technical Committee closed the gap between major Water Treatment companies and independent Water Treatment companies" - Bruce Ketrick Sr.

"Once you get into the Association of Water Technologies (AWT), you learn more than what you give." - Bruce Ketrick Sr.

"Once you get into the AWT you learn more than you give." - Bruce Ketrick Sr.

"The most difficult thing to do is to step back, you have to allow others to be the leader when transitioning out of a company." - Bruce Ketrick Sr.

"My people are very important to me, and I want them taken care of." - Bruce Ketrick Sr.

"If you're coming to a situation you don't know, be patient, listen, tell that individual I don't know that right now, but you will get back to them. If you overcommit because you don't have patience, you will fail." - Bruce Ketrick Sr.

Connect with Bruce Ketrick Sr.:

Email: [email protected]

Website: guardiancsc.com

LinkedIn: company/guardiancsc

Links Mentioned:

The Rising Tide Mastermind

AWT (Association of Water Technologies)

Submit a Show Idea

Events:

The Hang Networking Event - July 14, 2022 @ 6:00 p.m. EST

Industrial Water Week - October 3-7, 2022

Books Mentioned:

The NALCO Handbook

Betz Handbook of Industrial Water Conditioning

Practical Boiler Water Treatment: Including Air Co by Leo Pincus

Practical Chlorine Dioxide-Volume 2 Applications by Greg D. Simpson

We're going to dive right in to listener questions in this Pinks and Blues episode because today is all about testing for Chlorine. Chlorine is the most well-known of the Halogen elements, a group of Oxidizing Agents. So, if you catch me using these words interchangeably, it's because they are!

As a quick chemistry refresher, a Halogen is the chemical that forms a salt when it reacts with a metal. There are 5 Halogens in the Periodic Table: Fluorine, Chlorine, Bromine, Iodine, and Astatine and you can find the whole column of Halogens the column second furthest to the right.

In Cooling Towers, we typically use Chlorine or Bromine. By the way, whatever you use, make sure it is registered for that usage. There are two methods of testing Halogen: OT (Orthotolidine) and DPD (N, N-diethyl-p-phenylenediamine), which is the method many of us prefer because it allows us to have a free or total test. Are you curious yet about testing for Halogens?

Today, we are going to talk about all things Halogens. From differentiating the types of Halogens, to understanding the different testing methods, and to the importance of having a Water Management Plan to make our jobs easier.

Bottom line: Let's learn about testing for Halogen in a Water System.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Starting a podcast, being a guest on other's podcasts, accomplishing your goals [01:01]

Events in Water Treatment [09:54]

Thinking On Water With James [15:29]

Answering your questions for this week's Pinks and Blues: Testing for Halogen in the System [16:39]

Identifying Halogens [19:01]

Understanding the different HalogenTests: OT Test (Orthotolidine) and the DPD Method (N, N-diethyl-p-phenylenediamine) [22:31]

Too much Halogen in the system [26:00]

Interferences with Halogen Tests [28:28]

Differentiating Free, Combined, and Total Halogen [32:03]

Identifying the best test to use [35:59]

The advantages of having a water management plan [39:09]

Put it into practice [42:51]

Thinking On Water With James:

In this week's episode, we're thinking about whether the brine tank on your softener system reaches 100% saturation between softener regenerations. Do you know? Have you ever measured % brine saturation in your brine? How would you measure % saturation? When is the best time to measure it? If it is not reaching 100% saturation, can anything be done to improve it? What is the impact upon softener regeneration with less than 100% brine saturation? Take this week to think about the % brine saturation in your softener system's brine tank.

Quotes:

"A Halogen is a chemical that forms a salt when it reacts with a metal, and there are five Halogens in the Periodic Table: Fluorine, Chlorine, Bromine, Iodine, and Astatine." - Trace Blackmore

"Halogens are highly reactive, which means they are quick to form bonds with other elements." - Trace Blackmore

"Oxidizers are solids, liquids, or gasses that react readily with most Organic Materials or Reducing Agents with very little energy that has to go into them." - Trace Blackmore

"A Reducing Agent is a substance that can be oxidized by losing some of its electrons. An Oxidizing Agent is a substance that can be reduced by gaining electrons." - Trace Blackmore

"We generally use Chlorine or Bromine, and we will commonly hear them referred to as either Oxidizers or Halogens." - Trace Blackmore

"What Halogens are you using, and why are you using those?" - Trace Blackmore

"The OT Test (Orthotolidine) only tests for Total Halogen." - Trace Blackmore

"The DPD Method (N, N-diethyl-p-phenylenediamine) can test for both Free and Total Halogen." - Trace Blackmore

"Your Tests are your Tools. Don't run your Test, and have your test tell you what to do next. Your Test only confirms or disproves any theory that you have." - Trace Blackmore

"Diagnose first and then use a test to confirm." - Trace Blackmore

"Free (Halogen) is the amount of Oxidizer in the system that hasn't been combined with anything yet. It is Free to react; therefore Free is the amount of quick kill agent you have in your system to sanitize contaminants" - Trace Blackmore

"The Total Oxidizer is the amount of Free Oxidizer that you have plus the amount of Oxidizer that has combined with other Contaminants. So Free + Combined = Total" - Trace Blackmore

"Combined Oxidizer is the amount of Oxidizers that has combined with Organics." - Trace Blackmore

"Make sure that whatever you are using is registered for that intended use." - Trace Blackmore

Connect with Scaling UP! H2O:

Email: [email protected] (podcast producer)

Submit a show idea: Submit a Show Idea

Trace Blackmore on LinkedIn: in/traceblackmore/

Scaling UP! H2O on Facebook: @H2OScalingUP

Scaling UP! H2O on YouTube: ScalingUpH2o.com/YouTube

Links Mentioned:

When You Give, People Give Back - My episode on the Water We Talking About? Podcast

Submit a Show Idea

How to Apply or Renew Your Passport?

157 Pinks and Blues When Your Pinks Don't Turn Pink

The Rising Tide Mastermind

Events:

Stormwater Summit 2022 – June 27 to 29, 2022 in Minneapolis, Minnesota

2022 BOMA International Conference – June 25 to 28, 2022 in Nashville, Tennessee

The International Water Conference – November 6 to 10, 2022 in Orlando, Florida

Association of Water Technologies' 2022 Annual Convention and Exposition – September 21 to 24, 2022 in Vancouver, Canada

How to Apply or Renew Your Passport?

Books Mentioned:

Hach Water Analysis Handbook

My lab partner today is the Association of Water Technologies' current President, Matt Jensen. A self-proclaimed lover of water, Matt discovered his fascination with the use and movement of water at a young age. Growing up in Green Bay, Wisconsin, he would spend his summers sailing and fishing. Matt graduated from the University of Wisconsin, Stevens Point with a degree in Analytical Chemistry and a minor in American History. He interned at a Water Treatment company during his final summer in college, and that is where Matt's interest in Water Treatment began.

Matt started his career at an International Chemical Distributor selling commodity chemicals to the food, pharmaceutical, and specialty chemical industries. He then worked for a large US-based national Water Treatment company, selling primarily in the food and healthcare markets, before joining Watertech of America, Inc. as a Territory Manager, then Director of Applied Technologies. In 2021, after 12 years of working at the Watertech of America, Matt joined Global Water Technology, Inc. as the Vice President.

Matt first got involved with the Association of Water Technologies (AWT) in 2009 in the Young Professionals Group and the Charity Task Force. That same year, he earned his Certified Water Technologist (CWT) designation. Outside of Water Treatment, Matt enjoys fishing and coaches his son's and daughter's hockey teams.

Matt Jensen loves water, and he made sure that his career involves doing what he loves.

Bottom line: Matt Jensen is going to share his career journey from being an intern at a Water Treatment company in college to becoming the President of the Association of Water Technologies and Vice President at Global Water Technology, Inc..

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

This day in history [01:24]

Events in Water Treatment [07:58]

Introducing the President of the Association of Water Technologies, Matt Jensen, CWT [10:15]

Getting into Water Treatment [12:30]

Working day-to-day at Global Water Technology [14:00]

Getting involved at AWT [16:32]

Joining AWT Committees [20:13]

Becoming the AWT President and the day-to-day [24:05]

AWT Technical Training [32:06]

AWT's 2022 Annual Convention and Exposition [35:19]

Message from the AWT President [42:35]

Lightning round questions [44:12]

Thinking On Water With James [51:57]

Thinking On Water With James:

In this week's episode, we're thinking about nitrite levels dropping in a closed loop. What could cause nitrite to drop? If caused by a water leak, what other water quality parameters may or may not drop at the same time in the closed loop? Is there a makeup meter present? Does it show any makeup used? Can the meter detect low usage rates? Have any repairs been done on the system lately? What about microbiological activity? How may it impact nitrite levels? What microbiological tests might you run to help determine this? Take this week to think about dropping nitrite levels in closed loops and possible causes.

Quotes:

"The Water Treatment Industry is a great industry to be a part of, I couldn't imagine doing anything other than Water Treatment." - Matt Jensen

"I believe so much in what the Association of Water Technologies does, and how important it is to support the customer in helping them be efficient and be stewards of the environment." - Matt Jensen

"One of the best parts of being a Water Treater is the fact that you get to go to different places all the time." - Matt Jensen

"Getting involved with the Association of Water Technologies and realizing what it was and the stuff that I learned just from my very first conference, I fell in love with the Association and everything that it stood for." - Matt Jensen

"Water Treatment is not an easy industry to be successful in, you really have to put the time into it, and the Association of Water Technologies helps with that." - Matt Jensen

"As President of the Associations of Water Technologies (AWT), my job is to be positive about the direction of where we are going and what we are doing." - Matt Jensen

"The job of the President and my day to day as a President is to keep the message of the Associations of Water Technologies (AWT) positive moving forward, constantly advancing the association, doing everything that we can to keep the members happy." - Matt Jensen

"A board that all agrees is not a board that is going to accomplish a lot. You have to have disagreements to come to a good agreement." - Matt Jensen

"Despite the fact that we are doing the convention in Canada and of COVID, the Association is doing everything that we can to make sure that we can get everybody involved as much as we can." - Matt Jensen

"Amplify AWT is a way for us to guarantee that the Association of Water Technologies can grow and flourish in the upcoming 10 to 20 years." - Matt Jensen

"If you join an Association, you will get a lot of benefits. There are a lot of things you can take back, but if you join any organization with a mindset of "How can I contribute, how can I become a part of this?" You will get back more than ten times you'll ever put in." - Trace Blackmore

"We choose to go to the moon in this decade and do the other things, not because they are easy, but because they are hard, because that goal will serve to organize and measure the best of our energies and skills, because that challenge is one that we are willing to accept, one we are unwilling to postpone, and one which we intend to win." - John F. Kennedy

"If you fail to plan, you are planning to fail" - Benjamin Franklin

Connect with Matt Jensen, CWT:

Phone: (920) 634-8532

Email: [email protected]

Website: gwt-inc.com

LinkedIn: in/matthewcjensen

company/gwt-inc

Links Mentioned:

How to Apply or Renew Your Passport?

AWT (Association of Water Technologies)

AWT (Association of Water Technologies) - Committees

ASSE 12080 Certification

Canada's COVID-19 Travel Checklists

United States' COVID-19 Travel Requirements

Log in to AWT.org to learn more about Amplify AWT

The Rising Tide Mastermind

Events:

2022 ASHRAE Annual Conference – June 25 to 29, 2022 in Toronto, Canada

Association of Water Technologies' 2022 Annual Convention and Exposition – September 21 to 24, 2022 in Vancouver, Canada

Industrial Water Week - October 3-7, 2022

How to Apply or Renew Your Passport?

Books Mentioned:

The 12 Week Year by Brian P. Moran and Michael Lennington

The 7 Habits of Highly Effective People by Stephen Covey

Day of Deceit: The Truth About FDR and Pearl Harbor by Robert B. Stinnett

Killing Jesus: A History by Bill O'Reilly and Martin Dugard

I'm very excited to introduce to the Scaling UP! Nation my lab partner in today's episode, Dr. Paul Sturman Ph.D., P.E.. When it comes to biofilm, I credit my lab partner today for most of the things I know about the subject.

Paul Sturman, Ph.D., P.E. has been a Research Professor and the Industrial Coordinator at the Center for Biofilm Engineering (CBE) at Montana State University (MSU) since 2000. Dr. Sturman works closely with Industrial Associate companies to assist in the adoption of biofilm-related technologies. He also organizes biofilm research conferences, particularly the Montana Biofilm Meetings twice a year.

Dr. Sturman received his Ph.D. in Environmental Engineering from Montana State University. He also has written more than 20 peer-reviewed publications and three book chapters and has made over 30 invited presentations at national and international conferences with a focus on biofilms and their control in industrial process streams and water systems.

Dr. Sturman has been studying biofilms for more than two decades, and his and CBE's contributions to what we know about biofilms have helped our industry immensely, from controlling biofilms in industrial and potable water systems, to developing standardized methods for biofilm analysis. It is an honor to have Dr. Paul Sturman talk about biofilms and how it affects our work as water treaters.

Bottom line: Dr. Paul Sturman is a professor and industrial microbiologist on a mission to solve industrial biofilm problems.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Thank you to everyone who participated in the Global 6K for Water [01:46]

Thinking On Water With James [04:38]

Introducing Biofilm Expert, Dr. Paul Sturman of the Center for Biofilm Engineering [07:00]

Defining Biofilm [08:40]

Making information about Biofilm more accessible [10:37]

What sets the graduate program of the Center for Biofilm Engineering apart from others? [12:27]

Biofilm and Cooling Towers [13:52]

Biofilm and Legionella [16:40]

Antimicrobials and Biocides [19:05]

Biofilm and Potable Water [23:41]

Developing standard methods for Biofilm testing [32:13]

Ways the Water Treatment Industry can better partner with the Center for Biofilm Engineering [34:34]

Thinking On Water With James:

In this week's episode, we're thinking about how oxygen is mechanically removed in a deaerator? What properties of water and oxygen are involved? Which law predicts the solubility of oxygen? What does temperature have to do with it? Want about pressure? How does the deaerator design facilitate oxygen removal? What can happen or change about a deaerator to reduce oxygen removal efficiency? Why is venting important? Why is the mechanical removal of oxygen recommended before the second step of chemically scavenging oxygen? Take this week to think about deaerators and how they mechanically remove oxygen.

Quotes:

"Biofilm is a community of microorganisms. This can be bacteria, algae, or fungi. Often, it's all three mixed together." - Dr. Paul Sturman

"Biofilm forms on every surface that is in contact with a fluid that has a water phase." - Dr. Paul Sturman

"Biofilm is the reason why rocks in a stream are slippery and slimy to the touch; biofilm is the cause of dental plaque, and biofilm forms even in purified water systems." - Dr. Paul Sturman

"A very important aspect of biofilm is its ability to protect microorganisms from antimicrobials, such as chlorine in drinking water or antibiotics in the human body." - Dr. Paul Sturman

"The Center for Biofilm Engineering at Montana State University (we) understand the biofilm problems that exist in industries, and we seek to solve them." - Dr. Paul Sturman

"The Center for Biofilm Engineering is able to solve problems from an engineering perspective that wouldn't be solvable strictly from a microbiology perspective or vice versa." - Dr. Paul Sturman

"In many ways, Cooling Systems was one of the original reasons that biofilms were studied." - Dr. Paul Sturman

"We seek to quantify the aspects of Biofilm growth and the efficacies of treatment." - Dr. Paul Sturman

"Eradication of Biofilm in cooling systems is not a realistic goal. A more realistic goal is control that involves continuous or periodic treatment ." - Dr. Paul Sturman

"The more complex the Biofilm is, the easier it is for Legionella to grow." - Dr. Paul Sturman

"Zero Legionella is not a realistic outcome. Minimizing Legionella certainly is a possibility and can be done. Minimizing the Biofilm, in general, tends to minimize Legionella." - Dr. Paul Sturman

"Montana State University's Center for Biofilm Engineering is probably the foremost institution in the world for developing Biofilm methods." - Dr. Paul Sturman

"With water conservation efforts and the mandating of low-flow fixtures the potential for Biofilm growth is really expanded in these systems." - Dr. Paul Sturman

"It's important to have standard methods to study Biofilms so that labs across the world can give the same answers to the same questions." - Dr. Paul Sturman

Connect with Paul Sturman, Ph.D., P.E.:

Phone: 406-994-2102

Email: [email protected]

Website: biofilm.montana.edu

www.montana.edu

LinkedIn:in/paul-sturman-8849738

school/centerforbiofilmengineering

school/montana-state-university

Links Mentioned:

World Vision Child Sponsorship

Center for Biofilm Engineering

Center for Biofilm Engineering Images & Multimedia

ASTM International, formerly known as the American Society for Testing and Materials

The Rising Tide Mastermind

Events:

America Water Works Association's ACE22 on June 12 to 15, 2022 in San Antonio, Texas

2022 ASHRAE Annual Conference on June 25 to 29, 2022 in Toronto, Ontario

There are not a lot of women in the water treatment industry, but those who work in the industry found the challenges and opportunities it brings valuable. My guest in today's episode is a woman in water treatment who first found success in Operations but now has discovered her purpose in Sales Management: Tammy Faber.

Tammy Faber has been working in the water treatment industry for 13 years. She started her career in the paper industry 20 years ago as a Senior Buyer for power and utilities. She then worked for 12 years at Fort Bend Services, Inc. in Texas as the Administrative Services Manager and then Vice President of Operations in 2015. Tammy joined HOH Water Technology, Inc. and moved from Texas to Illinois in 2021. Switching from being the Vice President of Operations at her previous company, Tammy took on the challenge of being the Sales Manager at HOH. A role she never thought would be a fit for her, had it not for Reid Hutchison.

At the age of 40, Tammy completed her bachelor's and master's of Business Administration at LeTourneau University. Outside of water treatment, Tammy loves to volunteer. She was named one of the "Top 30 Influential Women in Houston" in 2018 for her leadership and contributions to the community. She also volunteered for over 11 years with the Houston Livestock Show and Rodeo and served as the Vice-Chairman at the Houston Metro Go Texan Committee and the School Art Auction Committee. Currently, she serves on the Board of Directors at AWT (The Association Of Water Technologies), working with the board and the members to make the association thrive.

Bottom line: Tammy Faber shares her career journey from being an Operations Manager to becoming a Sales Manager.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Finally! The Global 6K for Water is happening tomorrow [00:51]

Prove how excellent you are by getting your CWT [04:40]

Introducing Tammy Faber [08:23]

From Operations to Sales [09:59]

Realizing that Sales is the perfect fit [12:35]

The biggest change transitioning from Operations to Sales [15:41]

Forging a better salesperson and sales manager relationship [18:32]

Getting involved with AWT and the Rising Ride Mastermind [20:00]

Running for and being at the AWT Board [26:29]

Tammy's message to the women in the water treatment industry [33:49]

Lightning round questions [36:13]

Thinking On Water With James [43:06]

Thinking On Water With James:

In this week's episode, we're thinking about what value you bring to your customer or facility? Are you just coming in, running your pinks and blues, writing a report, telling them what to do in your report, talking to no one, emailing the report, and leaving? Does your customer or facility find value in this? What other ways can you provide value? What problems can you solve? What control can you improve? What safety hazards can you minimize or eliminate? What value are you providing today to warrant working with you tomorrow? Take this week to think about your routine and what value you currently provide and what value you could provide in the future.

Quotes:

"Education is something I'm passionate about. We should always be lifelong learners, which is one of the reasons why I'm constantly growing, changing, and evolving." - Tammy Faber

"One of the things that I love about EOS is that it is about having the right person in the right seat to do the right job." - Tammy Faber

"Water treatment is not just about selling chemicals, it's about the relationship you have with the customers." - Tammy Faber

"It takes all different perspectives to make the team work." - Tammy Faber

"When the Salesperson wins, the Sales Manager wins." - Tammy Faber

"The Rising Tide Mastermind drastically impacted my stress level and my ability to process problems." - Tammy Faber

"'Don't view yourself as just words on a paper on your resumé. Think about who you really are and what makes you great." - Tammy Faber

Connect with Tammy Faber:

Phone: (847) 358-7400

Email: [email protected]

Website: hohwatertechnology.com

LinkedIn: https://www.linkedin.com/in/tammy-faber-m-b-a-4680649/

https://www.linkedin.com/company/h-o-h-water-technology-inc-/

Links Mentioned:

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

CWT Prep Course

Log in to AWT.org to learn more about Amplify AWT

The Rising Tide Mastermind

AWT (Association of Water Technologies)

How to Apply or Renew Your Passport?

Submit a Show Idea

Events:

Join Team Scaling UP! Nation on World Vision's Global 6K for Water on May 21, 2022 (tomorrow), or make a donation HERE

2022 Annual Convention and Exposition – September 21 to 24 in Vancouver, Canada

Books Mentioned:

Traction: Get A Grip On Your Business by Gino Wickman

Revenue Growth Engine by Darrell Amy

Make Your Bed by William H. McRaven

Greenlights by Matthew McConaughey

Scaling UP! Nation, you know I love answering your questions, and today's listener is a new water treater who submitted a few, but the main theme is "How do you diagnose when something is wrong?" What tests should you run? What if there is a leak? What if your customer is planning to install a piece of new equipment? What should you be checking the equipment for? What should you be asking your customer about when you see them? Well, Scaling UP Nation, those are just some of the questions I answer in this episode. So grab your pen and paper because this episode is packed with helpful information and you'll want to take notes.

Bottom line: I am going to share my 4 Steps to diagnose if something is wrong.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Celebrating the Scaling UP! H2O podcast's milestones [01:15]

Thinking On Water With James [04:50]

Events in Industrial Water Treatment [06:00]

Pinks And Blues Questions from the Nation: How to diagnose when something is wrong? [09:20]

Step 1: Catch up with the customer [10:15]

Step 2: Find out as much information as you can from the equipment [12:30]

Step 3: Troubleshooting [20:04]

Step 4: Open your Test Kit and run the appropriate tests [29:05]

Better information allows us to make better decisions [37:04]

Thinking On Water With James:

In this week's episode, we're thinking about nitrite corrosion inhibition. How does nitrite inhibit corrosion? Does oxygen have a role? What if nitrite is underfed? What could happen and why? What if nitrite is overfed. What could happen and why? How might microbiological activity impact nitrite levels and corrosion? Protecting a water system against corrosion is more than just running pinks and blues. It's about understanding the chemistry behind the scenes and what factors may positively and negatively impact it. Take this week to think about nitrite and how it inhibits corrosion.

Quotes:

"Help your customers make better decisions by giving them more information." - Trace Blackmore

"In our day-to-day life in the water treatment industry, it is very easy to skip step 1 (speaking with the customer) and finding out things that are going to make things faster in the long run." - Trace Blackmore

"Put your test kit down and have a conversation with your equipment before you start running tests." - Trace Blackmore

"We want our customers to know that we are not just looking at the things that we are directly responsible for, we're actually the mouthpiece, we are the faithful translator of that equipment to people.." - Trace Blackmore

"Soot is more insultative than scale, so let your customer know." - Trace Blackmore

"There are water treaters that go straight for their tests, and they blindly start testing. You should have an idea of every value that you are going to get as a result of something you test before you test it." - Trace Blackmore

"Make sure all your meters are clean and calibrated." - Trace Blackmore

"There are so many things that we do as industrial water treaters that are so far above and beyond just running pinks and blues." - Trace Blackmore

"If the results are exactly what we think they are, then we have guaranteed that we know what's going on with the system." - Trace Blackmore

"We have some incredible products out there that make our life easier, but I don't think they should be replacing the things that we need to know about the systems themselves." - Trace Blackmore

"You need to test for all the actives that are in your product. If you don't know your product well enough to know all the actives, then ask people you work with to show you the technical data sheet." - Trace Blackmore

"If you do not know or have an idea of what the result of the test is then you have not yet run, you probably don't need to run it." - Trace Blackmore

Connect with Scaling UP H2O:

Email: [email protected] (podcast producer)

Submit a show idea: Submit a Show Idea

Trace Blackmore on LinkedIn: in/traceblackmore/

Scaling UP! H2O on Facebook: @H2OScalingUP

Scaling UP! H2O on YouTube: ScalingUpH2o.com/YouTube

Links Mentioned:

Submit a Show Idea

236 The One Where We Talk About Waters Treaters Changing The World - the Global 6K for Water

The Rising Tide Mastermind

Events:

Water Quality Association's Aquatech Trade Show in China – June 8 to 10, 2022

The Groundwater Association's Fate of PFAS: From Groundwater to Tap Water – June 21 to 22, 2022, in Westerville, Ohio

Join Team Scaling UP! Nation on World Vision's Global 6K for Water on May 21, 2022, or make a donation HERE

Folks, I know that I call every episode of the podcast special, but this episode is extra special because today is my 47th birthday! It amazes me that not only do I get to spend this very special day with my wife, my family, and friends but also with the Scaling UP! Nation. It is my hope that you enjoy this special day with me as you listen to this episode. And, if you haven't wished me a happy birthday yet, now is your opportunity!

Celebrating my special day with me is one of my best friends in the Water Treatment Industry, it's none other than R2J Chemical Services Inc.'s Bob Lee. Bob has been in the industrial water treatment industry for the last 40 years. He founded R2J Chemical Services, Inc. in 1982, a year before he graduated from the University of South Florida. He became president of the company in 1992, and in 1995, Bob earned his CWT designation. Bob Lee is also a member of the Association of Water Technologies. He was elected to the AWT Board of Directors in 2003, and it came as no surprise when he became president of AWT in 2009.

We are going to learn a lot from Bob Lee. With 40 years of experience in the Water Treatment Industry under his belt, Bob will tell us how he realized that this is the right career path for him, what changed since he started his company, what people wanting to start their own water treatment business need to know, and so much more! Everybody loves Bob Lee, and after listening to this episode, I'm sure you will love him too.

Bottom line: Bob Lee is going to share with us lessons learned in his 40-year-long career in water treatment, speak about his calming and observant leadership style, and give proven advice to other business owners.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Happy 47th birthday to me, Trace Blackmore! [01:28]

Events in Water Treatment [03:55]

Who is Bob Lee and how did he become president of R2J Chemical Services Inc.? [07:20]

I love Bob Lee, and here's why you will love learning from this past AWT President too [09:30]

In Bob's 40 years in the water treatment industry: What is something he wishes he could do-over? [20:44]

Onboarding new water treaters and what does someone new to the industry need to learn [23:30]

Changes in the water treatment industry in the last 40 years [29:54]

Keeping customers happy [33:04]

Lightning round questions [37:17]

Thinking On Water With James [44:08]

Thinking On Water With James:

In this week's episode, we're thinking about how polymers inhibit scale formation? Is it a stoichiometric, one-on-one relationship, is it a threshold effect, or something else? What are the types of polymers used for scale control, and do they function differently? Are some polymers better for some scaling-forming species than others? There's a lot to learn about polymers. Take this week to think about this aspect of polymers and scale inhibition.

Quotes:

"The best part of going to an AWT Convention and being part of AWT is the people that you end up getting to know, and that makes it so valuable." - Bob Lee

"As a leader, when you're surrounded by smart people, you need to listen a lot more than you talk." - Bob Lee

"Typically I'm trying to clarify and build consensus as a leader, make sure you're listening to all of the viewpoints then draw a conclusion on the best direction to go and the best path to take." - Bob Lee

"Perception is reality". - Bob Lee

"I'm always more interested with what everybody else has got today, than what they want me to say." - Bob Lee

"You have to take personal initiative on your time to get better at what you do." - Bob Lee

"There's a personal fulfillment factor that comes with getting better at something." - Bob Lee

"A dirty system, in some customer's eyes, isn't working well." - Bob Lee

"It's the little things that you really have to keep an eye on. If you're not paying attention to those details, then in the customer's eyes, the treatment isn't working. - Bob Lee

"My birthday wish is that you all love your job and career as much as I do, and every day you get to do something that you love." - Trace Blackmore

Connect with Bob Lee:

Phone: (727) 531-4135

Email: [email protected]

Website: r2j.com

LinkedIn: in/bob-lee-cwt-38555aa

company/r2j-chemical-svc

Links Mentioned:

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

117 The One With Temperament Expert, Kathleen Edelman

Episode 179 Part 2 with Kathleen Edelman

Audible - use the link to get 10% off

Rocketbook - use this link to get 15% off

Books Mentioned:

The Tattooist of Auschwitz by Heather Morris

Lessons from the Mouse by Dennis Snow

The Art of War by Sun Tzu

Procrastinate on Purpose by Rory Vaden

I Said This, You Heard That Workbook by Kathleen Edelman

I Said This, You Heard That (2nd Edition) by Kathleen Edelman

The NALCO Water Handbook

Shows and Movies Mentioned:

Happy Gilmore (1996) Official Trailer

Erin Brockovich (2000) Official Trailer

Die Hard (1988) Official Trailer

Master Thespian (Master Thespian and His Leading Lady - SNL)

I can't believe that we are now in the last week of April! Time sure flies fast, and I can't wait to see what the rest of the year has in store for the Scaling UP! H2O podcast and the Scaling UP! Nation. I also cannot wait to introduce my lab partner in today's episode. She is a colleague, friend, and member of the Rising Tide Mastermind, Jill Cavano.

Jill Cavano is the owner of Scranton Associations, AWT's Supplier of the Year Awardee in 2015. Jill started working at Scranton Associates in 1999 and became the owner in 2016. She is also an active member and sponsor of the Association of Water Technologies. Jill is a founding member of the Young Professionals Group at AWT and the Chair of the Business Resources Committee which organizes events and webinars to help business owners navigate business situations as well as grow their technical knowledge.

Scranton Associates has been manufacturing water treatment chemicals, serving their customers, and providing good jobs for their employees since 1919. It's often that we see multigenerational companies in the water treatment industry, but Scranton Associates has taken this up a notch by being a fourth-generation company! Today, the Scaling UP! Nation is going to learn the secrets of making a business last for generations.

Bottom line: Jill Cavano is going to tell us how growing up in a multigenerational company taught her how to move forward intelligently in business.

Your roadside friend, as you travel from client to client.

-Trace

Timestamps:

Planning for the rest of the year [01:40]

Events in Water Treatment [04:03]

Thinking On Water With James [06:08]

Who is Jill Cavano? [09:22]

Getting involved in a Multigenerational Business [11:01]

What is Jill like, outside of work? [15:20]

The first time I met Bob Cavano, Jill's grandfather [18:53]

Growing up in the Water Treatment Industry [22:21]

Helping business owners navigate business situations with Jill and the AWT Convention [30:32]

Taking the reins at Scranton Associates [37:01]

Making changes in a Multigenerational Company [43:46]

Strange customer requests [45:28]

Jill's advice to Water Treaters [46:42]

Lightning round questions [50:13]

Thinking On Water With James:

In this week's episode, we're thinking about the purpose of the brine seal in an RO system? What is an RO brine seal? What does it do? How does it work? How may it impact the direction membranes are loaded into the membrane housings? How can they fail, and what will happen if they do? What are the various brine seal designs? Take this week to think about reverse osmosis brine seals and the role they play.

Quotes:

"Nepotism is a good thing when it works." - Lee Cavano

"Scranton Associates is there to serve our customers, provide a good job for our employees, and make a profit. Scranton Associates is not there just to provide jobs for family members." - Jill Cavano

"Knowing what Scranton Associates is good at, knowing who we are, and having the heart to be in it for the right reasons has led us to transition through the generations." - Jill Cavano

"If there is one thing that Bob Cavano loved, it was Water Treatment. If there is one thing that Bob loved even more than Water Treatment, it was talking to people about Water Treatment." - Jill Cavano

"At the end of the day, you can be the best water treater in the world, but if your business isn't running smoothly, and your profitability and cash flow aren't where they need to be, (it's worthless)." - Jill Cavano

"There is a lot of training and a lot of things that you're able to do, but to be a business owner, the $64,000 question is: 'When are you ready to lead?.'" - Jill Cavano

"In a 4th generation company we needed to keep our relevance, continuity, and keep the core values of what makes us unique and has made us stay in business for this long." - Jill Cavano

"Q: How do you learn how to move forward intelligently? A: Looking back at your history." - Jill Cavano

"No matter what, I'm always moving myself forward and my business forward." - Jill Cavano

"We all don't get it right (in business) 100% all the time, but I feel like change is necessary." - Jill Cavano

"If I could give people advice, I would give them two things. The first thing I would give them is to get involved. The next thing is to have a trusted network." - Jill Cavano

Connect with Jill Cavano:

Phone: 440-572-2277 ext 15

Email: [email protected]

Website: scrantonassociates.com

LinkedIn:company/scranton-associates-inc.

Links Mentioned:

The Rising Tide Mastermind

AWT (Association of Water Technologies)

CWT Prep Course

127 The One With Tom Hutchison

Events:

Catch Jill at the AWT Business Owners Meeting in Vancouver, Canada on September 20, 2022

Building Owners Management Association International's 2022 Medical Office Buildings + Healthcare Real Estate Conference – May 4 to 6, 2022 in Nashville, TN

Association of Water Technologies' Crime Control & Best Practices Webinar – May 12, 2022

SWAN (Smart Water Networks) 2022 Conference – May 24 to 26, 2022 in Washington, D.C.

Books Mentioned:

Revenue Growth Engine by Darrell Amy

Raccoon On His Own by Jim Arnosky

Spend It! by Cinders McLeod

Multiple Intelligences by Howard Gardner