Scaling UP! H2O

Today, I invited Aaron Walker AKA "Big A" back on the podcast to talk about his experience when he went on a two-month Sabbatical in 2021.

As a business owner, Big A founded 14 companies over the past 42 years, and going on a Sabbatical was a difficult thing to consider. But with the persuasion of many of his Mastermind group members and his doctor, he went on a Sabbatical on November 1st, 2021, completely unplugging from everyone except his family for the rest of the year. Aaron has credited his wonderful team and his executive assistant to whom he delegated tasks for keeping his business on the right track while he stepped away for two months.

I've always thought that a Sabbatical is just a fancy word for rich people to take an extended vacation, but it was so much more. Aaron Walker opened my eyes to what Sabbaticals are truly about. More than that, I learned that the strength of the business isn't due to the strength of the business owner; the strength of the business lies with the team that the business owner has developed.

Bottom line: Aaron Walker will talk about his two-month Sabbatical and how it changed his life.

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

-Trace

Timestamps:

Goal Setting with The "12-Week Year" [02:00]

Events in Water Treatment [04:31]

Welcoming Aaron Walker AKA "Big A" back to the podcast [08:00]

Aaron's Superpower: Giving hard advice in a caring and tactful way [10:33]

Deciding to take a Sabbatical and talking to the staff [15:15]

Dealing with the struggles of being a business owner stepping away from their business [18:45]

What is a good Sabbatical objective [24:36]

Aaron's day-to-day while on Sabbatical [26:50]

Aaron's advice to those who want to go on a Sabbatical [31:04]

How did Aaron's life, work, and relationships change post-Sabbatical [36:03]

Thinking On Water With James [47:21]

Thinking On Water With James:

In this week's episode, we're thinking about how sodium hypochlorite, or bleach, controls microbiological growth? What's happening outside the microbiological cell? What's happening inside? What are the chemical species causing this? How much time is required to get effective microbiological control? How does pH impact these chemical species? Does the "reservoir effect" soften the impact of pH? Take this week to learn more about sodium hypochlorite and its impact on microbiological growth.

Quotes:

"I help ordinary men become extraordinary." - Aaron Walker

"My life's vision is motivation. Helping other people achieve their goals and dreams." - Aaron Walker

"You've gotta say hard things often, (even though) these are things you don't wanna say." - Aaron Walker

"I think we're designed to be in a community. Humanity is designed to have other parts around you that can supplement where you are possibly weak." - Aaron Walker

"I went into business to be able to have a lifestyle that I wanted to live. I didn't go into business to be a slave to the job." - Aaron Walker

"It was very telling of me, as an individual, taking a Sabbatical, because I'm really having time now to reevaluate things that I was doing, that I wasn't really aware of." - Aaron Walker

"Because we're so busy and clouded with activities, we can't get to a point where we can really think through what we want to accomplish" - Aaron Walker

"You have to experience a Sabbatical on your own. No one can convince or talk anybody into doing it. It's a leap of faith." - Aaron Walker

"At the end of six weeks [the Sabbatical], I was fired up, I was rested, I had a plan, and I was ready to come back." - Aaron Walker

"Everybody can't do a Sabbatical initially, but you can set a target date to get yourself in a position to be able to do it." - Aaron Walker

"What I really learned out of the Sabbatical is really doing a deep dive with myself." - Aaron Walker

"I'm not where I want to be, but I'm a lot better off than I was." - Aaron Walker

"I was amazed by the depth of my thinking. I was able to think through what I wanted to accomplish." - Aaron Walker

"We're so busy and so clouded with activities we cannot get to that level." - Aaron Walker

"My Sabbatical in one word would be 'Energizing." - Aaron Walker

"We're a lot better off being an inch wide and a mile deep because the riches are in the niches." - Aaron Walker

Connect with Aaron Walker:

Phone: (615) 207-3018

Email: [email protected]

Website: ironsharpensironmastermind.com

LinkedIn: in/aaronwalkerviewfromthetop

TuesdayNoon.Live with Aaron Walker ( Streaming Every Tuesday at 12 PM CST)

Iron Sharpens Iron Mastermind

View From the Top

The Mastermind Playbook

Links Mentioned:

CWT Prep Course

The Rising Tide Mastermind

244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision)

184 The One Where I Interview My Mastermind Mentor (with Aaron Walker)

Events:

International Conference on Biological Wastewater Treatment Technologies and Systems – June 2 to 3 in New York, NY

NRWA In-Service Training – June 7 to 9 in Anaheim, CA

World Vision Global 6K

Join Team Scaling UP! Nation or make a donation HERE

Books Mentioned:

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

Atomic Habits by James Clear

Five years ago, I recorded Episode 1 with my Bluetooth headset and sent it off for approval on Apple Podcasts. My primary goal when I made the first episode was to create something that industrial water treaters could listen to while they drove from account to account. I wanted to make something that would help water treaters expand their general water treatment knowledge. What I didn't expect when I launched Episode 1 was that this podcast would create a community of people with similar passions. Today, we are not only celebrating the fifth anniversary of the Scaling UP! H2O podcast, but also the fifth birthday of the Scaling UP Nation, our global community of water treaters.

It is an honor to celebrate this milestone with you. That's why in this episode, I am going to take a page from Atlanta's Morning News' Scott Slade, and share with you some of my favorite Top 5 lists in three categories: Community Wins, Books written by podcast Guests, and Inspiring Quotes. There were so many amazing guests and inspiring quotes so narrowing it down was a challenge.

If you were making a list of the top 5 things about the podcast, what would they be? Please share your lists on social media with the hashtag #ScalingUpH2O .

The last five years are dear and near to my heart, and I'm looking forward to spending the next few years with the Scaling UP Nation by "Scaling up our knowledge, so we don't scale up our systems."

Bottom line: Happy 5th anniversary, Scaling UP Nation!

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

-Trace

Timestamps:

Happy 5th Anniversary, Scaling Up Nation! [00:50]

Thinking On Water With James [03:32]

5 Years Ago: The Beginning of the Scaling Up H2O Podcast [04:31]

Top 5 Community Wins: Creating communities of passionate water treaters [09:04]

Top 5 Books Written by Podcast Guests: Some of my favorite Books [18:29]

Top 5 Inspiring Quotes: Quotes to pick you up and remind you that better is possible [37:42]

Thinking On Water With James:

In this week's episode, we're thinking about whether you can rely upon the tracer to determine product concentrations in your water systems, or are there other ways to confirm? Should you be regularly testing beyond just tracers like PTSA? Can anything impact the tracer to make it an unreliable indicator of product levels and performance? How might time, biocides, etc. impact tracer levels? Even if the tracer levels are correct, what else may be happening in the water system to impact other product ingredients? Take this week to think more about the tracers you use and learn more about them.

Quotes:

"A candle loses nothing by lighting another candle." - James Keller

"If you can dream it, you can do it." - Walt Disney

"You are the average of the 5 people you spend the most time with." - Jim Rohn

"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." - Maya Angelou

"There are a thousand hacking at the branches of evil to one who is striking at the root." - Henry David Thoreau

"[When I first started the podcast], I created procedures. I will learn about a new topic as much as I can, and then I will write out procedures so I don't have to relearn it every time I go do it." - Trace Blackmore

"I learned that you don't need to be creative [when it comes to episode titles], you need to be simple, you need to find things that are repeatable, and people just understood what was going on." - Trace Blackmore

"Five years ago, Scaling UP H2O was born. [But] what was also born, was the Scaling UP Nation" - Trace Blackmore

"I started the podcast because I wanted a community. I wanted people to come together in an industry that people don't normally come together in." - Trace Blackmore

"I am so amazed and humbled and honored that I get to be the tribe leader of the Scaling UP Nation." - Trace Blackmore

"Ask big, because you can get answered big." - Trace Blackmore

"I know what the intent is behind everything that I say, but the people that hear me say it, they have no idea what that intent is." - Trace Blackmore

"If you don't ask, you won't get. Never think that what you need is not important to someone else" - Trace Blackmore

Connect with Scaling UP H2O:

Email: [email protected] (podcast producer)

Submit a show idea: Submit a Show Idea

Scaling UP! H2O on LinkedIn: company/scalinguph2o

linkedin.com/in/traceblackmore

Scaling UP! H2O on Facebook: @H2OScalingUP

Links Mentioned:

Atlanta's Morning News – 95.5 WSB with Scott Slade

158 the One That's Virtually Live At 2020 AWT Conference

001 A New Podcast for Water Treaters

Apple Podcasts for Creators

246 The One About How To Patent New Water Treatment Technologies

029 The One with the Submarine Captain

039 The One That Will Change Your Sales Department

117 The One With Temperament Expert, Kathleen Edelman

179 Another One that Teaches Us to Communicate Better with Others

148 The One About The Big Thirst

164 The One With Chris McChesney

The Rising Tide Mastermind

AWT (Association of Water Technologies)

Books Mentioned:

Turn the Ship Around by Captain. L. David Marquet

The 7 Habits of Highly Effective People by Stephen R. Covey

The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh

I Said This, You Heard That Workbook by Kathleen Edelman

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

The Big Thirst by Charles Fishman

The 4 Disciplines of Execution by Sean Covey, Chris McChesney, & Jim Huling

I've always said that the water treatment industry is the best industry in the world. The opportunities in the water industry are endless. If you work in the water treatment industry, you know that you'll be secure for the rest of your life. Businesses will always need water treaters, everyone will always need clean water. In today's episode, my lab partner is someone who's worked in the water treatment industry for 42 years: Jerry Angelili.

Jerry started his career at Betz Laboratories, where he worked as a Sales Representative and Account Manager for 14 years. He then worked at three more companies before joining Chem-Aqua in 2007. He started as a Senior Engineer, responsible for technical assistance to the corporate sales force in selling and servicing prospects and customers in the area of boiler, cooling, and wastewater treatment applications. He would eventually become the Manager of Oxidative Technology, managing Chem-Aqua's existing and potential applications of chlorine dioxide ozone, and peracetic acid, and the Manager of Engineering until he retired in 2020.

An expert in Chlorine Dioxide and its applications, Jerry holds two patents to his name: one for the portable water treatment system and apparatus (US 8211296) and another for the portable water treatment method (US 8226832), which were both issued on April 9, 2010. He was also a member of AWT, serving in the Technical Committee, specifically with boilers.

Jerry aspired to become a doctor when he was in college, majoring in Biology at the University of Pittsburgh. But lucky for us that Jerry decided to go into water treatment or we wouldn't have some of the technologies and industry knowledge we have today.

Bottom line: Armed with 42 years of experience in water treatment, Jerry Angelili will share with us how we can embrace new technologies to make the entire water treatment industry better.

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

-Trace

Timestamps:

CWT Prep Course [00:01]

Submit your show ideas and upcoming events in water treatment [02:40]

Introducing Jerry Angelili [9:27]

Falling into water treatment [14:42]

Working at multiple water treatment companies [21:33]

Serving as a member of AWT's Boiler Technical Committee [24:37]

Getting the most from your time when driving from account to account [29:19]

Embracing the technological advances in the servicing, communication, and application of water treatment programs [31:30]

Jerry's patented inventions [36:40]

Jerry's advice to aspiring industrial water treaters [42:45]

Lightning round questions [45:51]

Thinking On Water With James [51:14]

Thinking On Water With James:

In this week's episode, we're thinking about the order corrosion coupons are installed. What is the proper order? What does flow have to do with order? If you have great corrosion rates, why does order matter? If you have terrible corrosion rates, why does it matter? What is the science behind the order? Where would you find the proper order when in doubt? Would there ever be a reason to install one out of the standard order? Take this week to think about the proper order of corrosion coupons and why it matters.

Quotes:

"I provided Betz with assistance without being denigrating. I tried to lift people up, if they did something wrong, we worked through it." - Jerry Angelili

"Get through a year; whatever happens, don't quit. If you can succeed one year in this business, you'll never have to worry about having a job again for the rest of your life." - Jerry Angelili

"What we have available today, like the Scaling Up! H2O Podcast, and the different things you can listen to in the car, you'll have more positive information that motivates you." - Jerry Angelili

"There is always research being done for better and better chemical technology for water treatment. When you look at it over 42 years, it's amazing how much it changed." - Jerry Angelili

"All the advances in technology have been amazing and exciting to watch." - Jerry Angelili

"If you want a certification, the industry standard has become the CWT of the Association Water Technology."- Jerry Angelili

"You can say 'I don't know', but follow it up by saying 'I will find the answer for you'." - Jerry Angelili

"Worrying about something has no positive outcome. Action provides a positive outcome, not worry." - Jerry Angelili

Connect with Jerry Angelili:

Phone: (214) 226-8285

Email: [email protected]

LinkedIn:in/jerry-angelilli-5aa6a19

Links Mentioned:

Submit a Show Idea

AWT (Association of Water Technologies)

244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision)

Events:

The Hang - April 14, 6:00 p.m. EST, USA

World Vision Global 6k: Join Team Scaling UP! Nation or make a donation HERE.

Books Mentioned:

The Bosses Club by Richard A. Gregory

My Cross to Bear by Alan Light and Gregg Allman

Please Be with Me by Galadrielle Allman

Scaling UP Nation, I will talk about something that I personally don't gravitate to, and maybe you have been putting it on the back burner as well: Marketing. That is why I invited Marketing Professional Mark Robinson, the co-founder of LeadPillar to teach us different Marketing Techniques so we can create our own Marketing Plan.

Mark calls himself a "Marketing Nerd" or "Marketing Addict". One of the things he likes doing most is looking at Marketing Campaigns to find any hidden message and what makes them work. But more than that, as a Marketing Professional, Mark helps his customers by finding their own "big idea" that differentiates them from all other products in the market. He has helped launch products, software, and generate experiences that lead to customers. Mark leverages his years of experience in Management Consulting and technology to deeply connect to customers and understand where they want to go.

If you are a water treatment company owner and you don't have a Marketing plan for your company, this episode is for you.

Bottom line: Marketing is not a mystery, it's a system; and today Marketing Expert Mark Robinson is going to show you how to create a system for your company.

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

-Trace

Timestamps:

April Fools and upcoming Events [1:25]

Thinking On Water With James [07:14]

Introducing Marketing expert, Mark Robinson [11:10]

Making a memorable Marketing Campaign [14:24]

Starting Marketing at your water treatment company[15:18]

The Marketing process: understanding the customer [16:50]

Pinpointing your Advertising to your target market [20:31]

Guerilla Marketing Technique: creatively do it yourself [22:33]

Marketing Advice for the Scaling Up!H2O Podcast [24:14]

What drives the best Marketing Campaigns [26:41]

Language for water treaters to use in advertising [29:29]

Lightning round questions [32:53]

Mark and I are in the same Mastermind group and this is what it looks like [35:00]

Thinking On Water With James:

In this week's episode, we're thinking about what times of the year evaporation is the heaviest and lightest in a cooling tower? How do the humid, dog days of summer impact cooling tower evaporation? Conversely, how do the frigid days of winter impact evaporation? How does this factor into your industrial water treatment calculations? What is a yearly average for evaporative cooling in your area? 75%? 80%? Something else? How do changing rates of evaporation impact the Holding Time Index throughout the year, and why could this matter? Take this week to think about how cooling tower evaporation may change with the seasons and the impact it may have on your system.

Quotes:

"What makes Marketing good is when someone hears the message, and they take it, and they internalize it, and it becomes their own message." - Mark Robinson

"If the company has customers today, you would really want to start by establishing relationships with customers." - Mark Robinson

"The more you understand the customer's pains and results that they want, the more you can create the right marketing that sells to the customer." - Mark Robinson

"Marketing Campaigns have one main component: the very deep connection to the person you are trying to reach." - Mark Robinson

"A successful campaign is based on loving other people and giving them what they need and what they want." - Mark Robinson

"Let's not do any random Marketing; let's not copy people. Just because other people are getting success from one marketing technique, doesn't mean you will have the same results." - Mark Robinson

"If it's not measurable, it's not Marketing." - Mark Robinson

"Masterminds are a great idea, and I encourage the Scaling Up Nation to join what's right for them." - Mark Robinson

Connect with Mark Robinson:

Cell Phone: (423) 903-9432

Website: leadpillar.com

LinkedIn: https://www.linkedin.com/company/leadpillar

Facebook: https://www.facebook.com/markrobinsonpro/

Links Mentioned:

The Rising Tide Mastermind

Iron Sharpens Iron Mastermind

Events:

The Hang - April 14, 6:00 p.m. EST, USA

Water Quality Association Convention & Exposition - April 6 to 8 in Orlando, FL

Wastewater, Water and Resource Recovery Conference - April 10 to 13 in Poznan, Poland

Books Mentioned:

Scientific Advertising by Claude C. Hopkins

The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand Out From The Crowd by Allan Dib

Happy World Water Day! We've been celebrating World Water Day since 1993, and this year we are celebrating in an extra special way. My guest today is someone whom I introduced on Episode 236 when I interviewed Reid Hutchison; it's none other than Steve Spear of Team World Vision.

World Vision is a Christian humanitarian organization dedicated to working with children, families, and their communities to combat poverty and injustice. They are also the largest non-governmental provider of clean water in the world. One of the ways they provide clean drinking water to families and children is by organizing a yearly event that we are going to talk more about in this episode: the Global 6K for Water.

But first, let me introduce you to Steve Spear. Steve leads a team of 40 staff at World Vision, the largest Christian organization on the planet, engaging churches across the U.S. to make a difference for the most vulnerable children. Before that, he held a senior-level leadership position at Willow Creek Community Church in South Barrington, IL for 15 years, and was the head of various pioneering efforts.

Steve has done many mind-blowing things for his advocacy to bring clean water to communities that need it the most. He ran across the country, from Los Angeles to New York to raise over $500,000 for clean water. In 2017, the U.S. Congress recognized Steve for his humanitarian work and as a role model for all Americans.

I'm also happy to announce that the Scaling UP! H2O podcast has created a team for this year's Global 6K for Water happening on Saturday, May 21, 2022, and I want YOU to join our team! You can learn more about Team Scaling UP! Nation or make a donation HERE.

We'd love for you and your friends, family, and co-workers to join Team Scaling UP! Nation, but if you'd like to make your own Global 6K for Water team for your business/employees, please reach out to Steve Spear at [email protected].

Bottom line: You can bring clean drinking water to communities that need it most just by putting one foot in front of the other at the Global 6K. We can bring awareness to this issue, and participate as a global water treatment community.

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

-Trace

Timestamps:

Happy World Water Day! [01:11]

Thinking On Water With James [04:00]

Introducing Steve Spear of Team World Vision [06:04]

Running across the United States in 2013 for clean water [07:23]

Pushing on amidst the challenges [14:49]

What does World Vision do, exactly? [17:05]

What can water treaters do to help end the world water crisis? [18:46]

Painting a picture of what it's like in communities with no access to clean water [20:40]

Finding his purpose: bringing clean water to communities that don't have access to it [25:39]

Why is it a 6K run and not a 5K: a distance of solidarity [26:01]

How World Vision brings clean water to communities [30:00]

How to sign up for the Global 6K for Water and get involved [35:44]

Thinking On Water With James:

In this week's episode, we're thinking about how saturated brine is then diluted during the softener regeneration brine-draw cycle. Why is this? On the surface, it seems oxymoronic to work so hard to achieve a saturated brine in the brine tank only to dilute it during the brine-draw cycle in the regeneration process. What impact would using saturated brine have on the resin beads? Operationally, why does it make sense to dilute instead of achieving the desired brine concentration upfront? You've probably not even thought much about this one part of the softener regeneration process before, but take this week to think about it and the entire process.

Quotes:

"When I got to Battery Park (after running across 14 States), there was just this overwhelming sense of gratefulness." - Steve Spear

"World Vision officially began in 1950, and we are now in about 100 countries, with 40,000 staff worldwide." - Steve Spear

"World Vision's goal is to serve the most vulnerable children." - Steve Spear

"The work that we do on the ground is done indigenously." - Steve Spear

"Sometimes, we take water for granted here in the US. In the developing world, we know the lack of clean water is the number one cause of preventable death on the planet." - Steve Spear

"Education becomes an opportunity, healthcare skyrockets because the base layer of water, which is needed for every other building block to move a community out of poverty, is taken care of." - Steve Spear

"One of the key things we do at World Vision that activates people is child sponsorship, putting a name and a face to the cause." - Steve Spear

"I devote myself to inviting others to put one foot in front of the other to create a whole new future for children with no access to clean water." - Steve Spear

"6K is the average distance that women and children walk in the developing world to get water." - Steve Spear

"6K is a distance of solidarity." - Steve Spear

"Anybody can do a 6K; people run it, tons of people walk it." - Steve Spear"

Water is life." - Steve Spear

"Anyone can do a 6K; I've done it with a 78-year-old woman with a walker." - Steve Spear

"World Vision is the largest non-government provider of clean drinking water on the planet." - Steve Spear

Connect with Steve Spear:

Phone: (630) 414-1300

Email: [email protected]

Website: global6k.worldvision.org

LinkedIn: in/steve-spear-19aa71146

Links Mentioned:

CWT Prep Course

World Vision Global 6k

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

Events:

World Water Day - March 22

2022 Technical Training Seminars - March 30 to April 02 in Cleveland, OH

On episode 221, I hosted a Raw Materials Supply Chain Update Roundtable with Mike Standish of Radical Polymers, Jill Cavano of Scranton Associates, John Zibrita of Zibex, and Gary Garcia of Masters Company. We talked about Supply Chain issues, and how it is affecting the water treatment industry. Since then, I've received numerous questions about something that is concerning many water treaters right now: Price Increases.

People in the industry are concerned with the number of Price Increases we are getting hit with right now in all areas of business from Asset Control, Labor Raises, Business, and Workforce Growth, to Transportation, Insurance and Utilities; how should we pass those Price Increases to our customers, and what are the consequences of passing on those Price Increases to them? Today, I am going to talk about what happens if we don't increase our prices, the economics of pricing your services, and how to have a "Price Increase" conversation with a customer.

Bottom line: Today we're going to talk through the economics of Price Increases.

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

-Trace

Timestamps:

Pinks and Blues and new events [2:00]

Thinking On Water With James [08:52]

Price Increases: The questions on everybody's mind [10:40]

Simple Economics: Why you should increase your Pricing [15:02]

When your customer objects to a Price Increase [18:50]

The Supply Chain Materials Shortage Issue [19:58]

How to initiate a Price Increase conversation with a customer [25:15]

Why keeping a good relationship with a customer is important [30:48]

How to create a Win-Win for you and your customer [35:20]

Episodes to listen to get more information about the Supply Chain issue [40:57]

Thinking On Water With James:

In this week's episode, we're thinking about the dangers of our job and how we can be safer. Industrial Water Treatment has inherent dangers that must be acknowledged and managed. From hot, pressurized boilers, acids, and caustics to confined spaces, energized equipment, and environmental exposure. Do you think about your safety every day? You are the first line of defense in your own safety, after all. What resources do you have to not only learn about any dangers but also how to manage them? Take this week to think about your safety and the impact not just upon you but upon those around you as well.

Quotes:

"When we're talking about Price Increase, we are not talking about price-fixing. We're talking about responding to the market and to all of the things that happen." - Trace Blackmore

"(Losing a business due to a Price Increase) might not be the worst thing depending on how you're looking at the full picture." - Trace Blackmore

"We need to look at making sure we're doing regular Price Increases just to keep up with all increased prices."- Trace Blackmore

"If the company is not making a profit, we are not in a healthy company." - Trace Blackmore

"Strong companies are constantly evaluating how much money is coming in, how much money is going out, and is that acceptable with what the company has to make." - Trace Blackmore

"We are in a Supply Chain breakdown right now." - Trace Blackmore

"If the material is not available, the Price is going to go up." - Trace Blackmore

"Anything that is not a win on both the client's and customer's side will not work long term successfully." - Trace Blackmore

"We have to make sure that we get a win so that we can help our customer win too." - Trace Blackmore

"The more information your customer knows, the better decisions they can make." - Trace Blackmore

"When Prices go up, a healthy company needs to increase their Pricing." - Trace Blackmore

"We have to make a profit in order to stay in business. Profit is essential in order to stay a valuable company." - Trace Blackmore

Connect with Scaling UP H2O:

Email: [email protected] (podcast producer)

Submit a show idea: Submit a Show Idea

Scaling UP! H2O on LinkedIn: company/scalinguph2o

Scaling UP! H2O on Facebook: @H2OScalingUP

Links Mentioned:

CWT Prep Course

Submit a Show Idea

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

Team World Vision: Join Team Scaling UP Nation for the 6K

221 Raw Materials Supply Chain Update Roundtable

223 Pinks and Blues: Phosphonate Replacements

The Rising Tide Mastermind

Events:

The Hang - April 14, 6:00 p.m. EST, USA

2022 AWWA Sustainable Water Management Conference – March 27 to 30 in Denver, CO

World Water Day – March 22

Books Mentioned:

The 7 Habits of Highly Effective People

I met my lab partner today a couple of years ago at an AWT panel of Young Professionals in the water industry, and I was impressed with the things he does and how he has engineered solutions to problems that many water treaters face. A few years later, he now has his own company that provides bacteria testing, test kits, buffers, and digital refractometers. I'm proud to introduce to you Landon Markes, owner of Fluid Maintenance Solutions LLC.

Before making his way to the water treatment industry, Landon worked for a decade in sales in industries such as metalworking and food processing. In 2020, he started his own company called Fluid Maintenance Solutions LLC. Fun fact, Landon actually went to school to become a teacher!

Several episodes ago, I did a Pinks and Blues about Dip Slides. Today, Landon is going to share EVEN more information about Dip Slides, including a new space-saving and reliable alternative to Dip Slides… because water treaters never run out of things to talk about when it comes to Dip Slides.

Bottom line: Landon Markes is going to share what you need to know about Dip Slides and their alternatives.

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

-Trace

Plate Counts:

Timestamps:

Stories from Scaling UP Nation [1:50]

Introducing Landon Markes [11:44]

Owning a business: What's it really like? [15:16]

When Dip Slides don't work [18:47]

An alternative to Dip Slides [20:16]

Incubating your Dip Slides correctly [26:40]

Why Dip Slides should not be used to test Legionella [30:30]

Thinking On Water With James [32:53]

Thinking On Water With James:

In this week's episode, we're thinking about how much water flashes off a hot water sample from a boiler. Ideally, a sample cooler would be used to collect a boiler water sample, but why? What is lost as the hot water sample changes from the pressure of the boiler to atmospheric pressure? How much water is actually flashing off and is it enough to affect your test results? Is there anything else flashing off the sample besides water? What are the safety concerns? Take this week to think about the impact of taking a hot water sample from a boiler versus a cooled sample.

Quotes:

"Owning your own business can be absolutely terrifying." - Landon Markes

"I started my company because I found a niche market." - Landon Markes

"Don't keep your Dip Slides in the fridge, keep them at room temperature." - Landon Markes

"Dip Slides are fantastic when they work. When they don't work, things can go wrong." - Landon Markes

"Incubate your Dip Slides. The 48 hours that a Dip Slide takes to have growth is based on incubation." - Landon Markes

"If it's completely saturated with bacteria, that's data. Make decisions based on what the data is." - Landon Markes

Connect with Landon Markes:

Phone: (405) 612 7869

Email: [email protected]

LinkedIn: in/landon-markes-a0550272

in/fluid-maintenance-solutions-llc-4712081b7

Links Mentioned:

117 The One With Temperament Expert, Kathleen Edelman

179 Another One that Teaches Us to Communicate Better with Others

214 Pinks And Blues: Dip Slides

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

How to Apply or Renew Your Passport?

Books Mentioned:

I Said This, You Heard That Workbook by Kathleen Edelman

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

My lab partner today is someone the Scaling Up Nation can learn a lot from: Michael Byerley of Global Water Technology, Inc. I met Michael several years ago, and I was instantly amazed by how put together and intelligent he was. His ability to learn and listen made a strong impression on me, that when I started the Rising Tide Mastermind, Michael was one of the first people I reached out to!

Michael Byerley started in the water treatment industry when he interned at Global Water Technology, Inc. in 2009. He eventually joined the company full time after graduating from Northwestern University. GWT was also founded by one of the few women in the industry, Michael's very own mother, Maria Villarreal-Byerley, in 1990.

With years of experience under his belt, Michael was able to position GWT as a company that continually achieved high growth. GWT has grown 2,400% since 2011 and achieved an average annual growth rate of 42% the past nine years through high organic growth and the acquisition of nine companies. Michael has also expanded the reach of GWT to 26 states, established four terminals across the US, launched their headquarters, and started up many new high grossing product and service lines.

Aside from all of these achievements, Michael is also very proud of the work culture he helped to create at GWT. The company is committed to maintaining a positive employee and customer-first culture, transparency, communication, quality of service, and technical resourcefulness which his mother started 31 years ago.

Bottom line: Michael Byerley is going to share his career journey working at a legacy water treatment company.

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

-Trace

Timestamps:

What don't you know [01:33]

Being born into Water Treatment[08:50]

Becoming an effective water treater [15:40]

Developing a learning mindset [19:21]

Joining the Rising Tide Mastermind [23:39]

Complimenting growth with acquisitions [28:40]

Lessons learned from acquiring 9 companies [35:14]

Advice to people just getting into water treatment [41:56]

Lightning round questions [43:50]

Thinking On Water With James [53:20]

Thinking On Water With James:

In this week's episode, we're thinking about ways to calculate Cycles of Concentration or, as some say, Concentration Ratio. How many ways can and do you calculate this useful number? Do you use conductivity? Neutralized or unneutralized conductivity for boilers? Total Hardness? Calcium Hardness? Magnesium Hardness? Chlorides? Silica? Total Alkalinity? Why can't you use pH? Can you use water meters? What are the benefits and disadvantages of each? What if the numbers from the various versions don't agree with each other? What added chemical products may interfere with the accuracy of the calculations? Take this week to think about Cycles of Concentration or Concentration Ratio and why it is more than just a number.

Quotes:

"People are not afraid if you don't know, they are more afraid if you don't communicate." - Michael Byerley

"If you simply say "Let me get back to you, or I don't know, or I'll refine my answer", they (your customers) can't poke a hole in that answer. They can only accept your honesty." - Michael Byerley

"Everyday in the water treatment industry is supposed to be a learning experience." - Michael Byerley

"I live my life by listening." - Michael Byerley

"Global Water Technology doesn't buy a company just for the sake of buying companies. We don't grow just for the sake of growing."- Michael Byerley

"We want to make this all about the clients and the people." - Michael Byerley

"If you decide to go to water treatment, lean in. It is an industry like no other." - Michael Byerley

"There are not enough women in the water treatment industry." - Michael Byerley

Connect with Michael Byerley:

Phone: (301) 740-1421

Email: [email protected]

Website: www.gwt-inc.com

LinkedIn: in/mbyerley1

Links Mentioned:

022 The One with Tim Fulton

Audible

AWT (Association of Water Technologies)

The Rising Tide Mastermind

Submit a Show Idea

Events:

IIAR 2021 Natural Refrigeration Conference & Expo – March 6 to 9 in Savannah, GA

AWRA 2022 Geospatial Water Technology Conference – March 21 to 23 in Austin, TX

2022 WEF Public Health and Water Conference & Wastewater Disease Surveillance Summit – March 21 to 24 in Cincinnati, OH

Books Mentioned:

Greenlights by Matthew McConaughey

Born a Crime by Trevor Noah

On the last Pinks and Blues episode, Episode 237, we had a listener ask about "all things Cooling Tower cleaning". Well, in true Trace Blackmore fashion, I took you on the scenic route, and we never got to talk about actually how to clean a Cooling Tower; instead, we focused on WHY we clean Cooling Towers, what they are, and how they work. If you haven't listened to episode 237 yet, I encourage you to go back and listen to that one first before listening to this episode.

Now, back to the original listener's question, today I promise you that we will talk about HOW to clean when it comes to a Cooling Tower. There is so much we need to know as water treaters, and it's always my hope that you learn something new with each episode.

Bottom line: In this Pinks and Blues, we are going to learn the steps it takes to clean a Cooling Tower.

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

-Trace

Timestamps:

Cooling Towers, Part 2 [0:35]

Upcoming Events [02:14]

What to consider before scheduling the offline Cooling Towers cleaning [4:20]

Partnering with your customer [11:45]

Technique tips when cleaning [13:30]

Don't forget the pump strainer [22:49]

The last steps to get a clean and shiny basin [26:30]

Schedule your next cleaning with the customer before you go [30:00]

I'm a water treater, should I be the one to clean the Cooling Tower? [31:20]

Thinking On Water With James [34:00]

Thinking On Water With James:

In this week's episode, we're thinking about chlorine-tolerant softener resin. Chlorine can have a negative impact on softener resin over time, causing it to break down and lose its structural integrity. At normal free chlorine levels, you may not have ever noticed it, but at higher levels, you may have seen the impacts on softener resin. One option available is what some refer to as "chlorine-tolerant" softener resin, but what does this really mean? Is the resin made of tougher material than before, or is the resin just made of more of the same material so it can last longer in its harsh environment? Take this week to think about the impact of chlorine on softener resin and what a chlorine-tolerant resin ultimately is.

Quotes:

"If you put a badly fouled Cooling Tower louver into a basin of a Cooling Tower, your water treatment products will clean it for you, you can hose it off, and it will look brand new." - Trace Blackmore

"If you have to order a new Cooling Tower louver… order 2, and rotate through which one is in use and which one is being cleaned in the basin with your water treatment products. Work smarter, not harder." - Trace Blackmore

"It is also not a bad idea that about a week before you clean the Cooling Tower you increase your dispersant and biocide from a normal feed." - Trace Blackmore

"We want to be water treatment professionals. We want to make sure customers see the value in everything we do." - Trace Blackmore

"If you have 5 inches of dirt on the bottom of your Cooling Tower then you've waited way too long to clean it and I promise you you have far more problems in your heat transfer system than just 5 inches of crud on the bottom of your basin." - Trace Blackmore

"A pressure washer is my least favorite tool to use in a Cooling Tower. My favorite tool is a fire hose because you can have a high volume and wide disbursement." - Trace Blackmore

"If we are not getting all the crud out of the pump strainer, then we are starving the pump for flow, and you didn't fully finish the job." - Trace Blackmore

"If you want to get a photo of the clean Cooling Tower, take it before you put water back in it and turn it back online, not after the water is in there." - Trace Blackmore

Connect with Scaling UP H2O:

Email: [email protected] (podcast producer)

Submit a show idea: Submit a Show Idea

Scaling UP! H2O on LinkedIn: company/scalinguph2o

Scaling UP! H2O on Facebook: @H2OScalingUP

Links Mentioned:

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

237 Pinks and Blues: Cooling Towers, Part 1

Goodway Tower Cleaning Devices

Events:

2022 AMWA's Water Policy Conference – March 7 to 9

7th IWA Young Water Professionals BeNeLux Conference 2022 – April 4 to 6

Throughout the years, selling has developed a negative connotation, and there are even salespeople who don't admit that it's their job! Don't get me wrong; I love that I am a salesperson. I love that I get to connect others with the potential solution that I can offer them. So in this episode, I invited someone who will redefine what you think of sales: Bob Davis.

I met Bob in one of the classes I attended, in which he was the trainer. I truly enjoyed the two days I spent in his class, and I must say, Bob has the best mix of learning, lecturing, and getting together in break-out rooms I've ever seen.

Bob started his career in sales selling capital equipment, consumables, and services. Now, he works as a senior consultant for Wilson Learning, in which he has been awarded the Wilson Learning "PaceSetter Award" for meeting established goals for 19 consecutive years. Bob is not only a sales expert, but he is also an authority in the field of Negotiating. Bob delivers national and global meeting presentations to groups as large as 600 people in the US, Canada, and Europe on the topic of sales and negotiation.

With his experience in sales, marketing, and technical support, Bob has helped clients achieve greater success through the delivery of a broad curriculum of communication offerings and consulting. He currently teaches three classes: Negotiating, Consultative Selling, and how to be a Versatile Salesperson, and if you want to attend any of these courses, you can find his details below.

Bottom line: Bob Davis is going to teach us how to negotiate.

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

-Trace

Timestamps:

We are all involved with selling [1:00]

Introducing negotiating expert, Bob Davis [3:00]

Understanding negotiation by redefining "Salesperson" [7:40]

Practicing role-playing [14:30]

What to say when your client says "That price is too high" [19:30]

Navigating sales by committee [26:00]

Metrics to monitor [30:30]

3 step process to follow in sales [33:00]

Classes Bob Davis teaches [37:10]

Lightning round questions [40:00]

Thinking On Water With James [43:05]

Thinking On Water With James:

In this week's episode, we're thinking about how pressure and temperature affect the flux rate of water through a reverse osmosis membrane. As the makeup water temperature increases, how does this impact how much water can get through an RO membrane? Does it increase or decrease or remain unchanged? Similarly, how can an increasing RO feed pressure impact how much water gets through the membrane? How do these two changing parameters impact the overall performance of the RO? How can they muddy the waters…so to speak…when trying to judge changes in RO performance to determine when it is time to clean the membranes? How do they impact the rate of dissolved solids making it through the membrane?

Quotes:

"My background in social services helped my career as a salesperson." - Bob Davis

"The key skill of negotiation is understanding why that price is giving that person angst." - Bob Davis

"The biggest mistake salespeople make is they too quickly start talking about their stuff." - Bob Davis

"I'm here to find out what's going on with you so we can decide together if what I have to offer is useful to you." - Bob Davis

"Practice. Practice. Practice. That's how you get good at negotiating. That's how you get good at selling." - Bob Davis

"Focus the conversation on the customer and what value looks like from their perspective." - Bob Davis

"Never ask "Are you the decision-maker?". It is the worst question to ask to a room of people you are selling." - Bob Davis

"One of the biggest mistakes in sales is that sales people confuse a strong influencer with the decision-maker." - Bob Davis

"Dealing with people's issues. Explore issues. Presenting an offer that cannot be refused." - Bob Davis

"Stop telling people about your product, focus on why they want your product." - Bob Davis

Connect with Bob Davis:

Phone: (617) 319 5141

Email: [email protected]

Website: nuvue.com

www.wilsonlearning.com

LinkedIn: in/bobdavis

Links Mentioned:

Wilson Learning

NuVue

SIEMENS

The Rising Tide Mastermind

Submit a Show Idea

237 Pinks and Blues: Cooling Towers, Part 1

Books Mentioned:

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton

Getting Past No: Negotiating in Difficult Situations by William Ury

You Can't Always Get What You Want: My Life with the Rolling Stones, the Grateful Dead and other wonderful Reprobates by Sam Cutler