Scaling UP! H2O

Today, a very special colleague of mine came to the show: Charlie Heineman, CWT. Charlie and I first met when we took the Certified Water Technologist (CWT) Exam in Atlanta back in 2002. To date, Charlie is still an active member of AWT in the CWT and Business Resources committees.

With more than 40 years of experience in the water treatment industry, Charlie started his water treatment career with Nalco Chemical Company (Basic Industry Group) as a Field Representative in Wichita, Kansas. After six years, Charlie was selected to start up Nalco's Utility Group in Dallas, Texas. Nalco's Utility Group (Dallas) grew from $100K sales to $4MM sales over the next seven years.

In 2001, Charlie founded Precision Water Technologies in Dallas, Texas, and joined AWT in 2002. Charlie became a Certified Water Technologist in 2002. Aside from AWT, he is also a member of BOMA, IREM, and TAFE Associations.

A United States Marine Corps veteran and the recipient of the Navy Cross of Gallantry Medal for combat operations in Vietnam, Charlie went back to college after two years of serving. He graduated from Missouri State University with a degree in Education (Biology/Chemistry), and today he is on the show to share lessons he has gleaned over the years in the best industry in the world, industrial water treatment.

Bottom line: Charlie Heineman is going to share his career journey starting out, not knowing what a boiler was, to becoming a water treatment business owner.

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

-Trace

Timestamps:

Helping others get further faster in life by joining a Mastermind group [02:13]

Introducing Charlie Heineman of Precision Water Technologies [08:38]

Accidentally getting into water treatment[12:01]

Starting his own business, Precision Water Technologies [14:09]

Becoming a Certified Water Technologist (CWT) [16:35]

Charlie's AWT journey [21:34]

Charlie's biggest accomplishment in water treatment [26:15]

Charlie's advice on learning [32:32]

Lightning round questions [34:37]

Thinking On Water With James [39:09]

Thinking On Water With James:

In this week's episode, we're thinking about how long after an oxidizer feeds to a cooling tower, should you wait to test the residual? Should you test immediately? Wait 30 minutes, an hour, or several hours? How long does it take the oxidizing biocide to be effective? What's happening to the oxidizing biocide over time within the system? Is it fed at a time of day that makes it easy to test at the appropriate time afterwards? Should you manually initiate a feed so you can test afterwards or not? What do you write in your field service report if you miss the optimal testing window? Take this week to think about the optimal time for testing oxidizing biocides after they are fed.

Quotes:

"You have to do a good job in order for your customers to hire you back." - Charlie Heineman

"AWT is an excellent organization because the trainers they train still look at Chemistries the same way we did 20, 30 years ago". - Charlie Heineman

"What is in a product and what are its parameters, water treaters need to know these things." - Charlie Heineman

"Having a CWT gives you prestige and proves you know water treatment." - Charlie Heineman

"I enjoy networking, when I go to the AWT conventions, I know half the people there." - Charlie Heineman

"When you start a company, you have to be everything and know everything." - Charlie Heineman

"The rewards are enormous when you open your own company." - Charlie Heineman

"If there's one thing I learned from my mentor, it's that part of your job is to get out there and sell chemicals, but your focus is to take care of your people." - Charlie Heineman

"Every water treater should know the chemistries involved and the processes of water treatment; the basics." - Charlie Heineman

"If you don't know something, let the customer know you don't know it. But then research it, and come back to the customer." - Charlie Heineman

"It's what a Mastermind group is; it's where people are coming together to learn more about each other. But, the simple purpose is, "how do we help each other get further faster in life?". - Trace Blackmore

"The [Mastermind] group is all about community, and community is just getting out there and meeting other people." - Trace Blackmore

Connect with Charlie Heineman, CWT:

Phone: (972) 488-6755

Email: [email protected]

Website: precisionwater.net

LinkedIn: in/charlieheineman

Links Mentioned:

AWT (Association of Water Technologies)

The Rising Tide Mastermind

Become a Certified Water Technologist (CWT)

Nalco Water

Submit a Show Idea

BOMA (Building Owners and Managers Association International)

IREM (Institute of Real Estate Management)

TAFE (Texas Association of Future Educators)

Events:

Water & Wastewater Equipment, Treatment & Transport Show – February 21 to 24 in Indianapolis, IN

2022 AMTA/AWWA Membrane Technology Conference & Exposition – February 21 to 24 in Las Vegas, NV

World Water Day – March 22

Books Mentioned:

Fortitude: American Resilience in the Era of Outrage by Dan Crenshaw

Nation, welcome to 2022's very first Pinks and Blues episode. For all of our new listeners, at least once a month, the Scaling UP! H2O podcast answers YOUR questions, and we call these episodes "Pinks and Blues".

In today's Pinks and Blues, I start answering a very interesting question from one of our listeners: "What are the dos and don't of cleaning a Cooling Tower?". Before I can answer that question, it is important to know what a Cooling Tower truly is, and why it is important that we clean it.

This is the first episode of the two-part series about Cooling Towers, so buckle your seatbelts because it's going to be a great episode.

Bottom line: WHY we should clean our Cooling Towers proactively.

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

-Trace

Timestamps:

Completing your goals this year [00:01]

If you don't have a standing desk, you don't know what you are missing [02:47]

Upcoming Events [04:46]

What do we need to know about cleaning a Cooling Tower? [09:50]

A Cooling Tower, explained [11:43]

What does it mean when "A Cooling Tower is not running efficiently?" [18:51]

How to stay safe when inspecting a Cooling Tower [20:58]

What is the ripple effect when a Cooling Tower isn't working properly? [22:48]

How often should we clean a Cooling Tower? [24:17]

The "Quadrinity" of water treatment: the four areas water treaters deal with to have a complete water treatment program [26:30]

Why a filter is important [29:00]

Thinking On Water With James [35:47]

Thinking On Water With James: Interferences in your water analysis tests

In this week's episode, we're thinking about testing interferences. What are the interferences in your water analysis tests you run each and every day? How do you know your test results are not artificially high or low due to an interference? Do you know how to recognize an interference? Is iron an interference? High alkalinity? pH? Chlorine or other oxidizers? Is molybdenum an interference for iron testing in a closed-loop? Read your test procedures, ask your technical support department, and search online. Take this week to think about and research test interferences and which ones may impact you the most.

Quotes:

"Scheduling (how often a Cooling Tower needs to get cleaned) deals with a bunch of unknowns." - Trace Blackmore

"We normally find that towers are cleaned as a reactive approach that something's not working right instead of a proactive approach." - Trace Blackmore

"Remember: a Cooling Tower is all about exchanging heat." - Trace Blackmore

"Less surface area for the water to come in contact with the air means that the Cooling Tower is less efficient as a heat exchanger." - Trace Blackmore

"More energy means more cost to run the Cooling Tower." - Trace Blackmore

"A Cooling Tower is a heat transfer device because it allows air to interface with water, and that interface is the heat exchange." - Trace Blackmore

"If there is dirt and debris in that tower somewhere, it's not allowing us to be efficient." - Trace Blackmore

"A non-efficient heat transfer device is not doing a very good job at transferring heat." - Trace Blackmore

"Mark Lewis said: the dirt that settles out at the bottom of the tower basin should never exceed one quarter inch." - Trace Blackmore

"There's only so much we, as water treaters, can do without our customers committing to all the things they have to do." - Trace Blackmore

"A successful Legionella program is not that you have no Legionella in the system ever, it's that you know how much Legionella is in the system." - Trace Blackmore

"A lot of times, we overclean to overcompensate for not having filtration in the system." - Trace Blackmore

"The 'quadrinity' is the balance of chemical and mechanical working together so we can get the optimal job done." - 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:

004 It's Not Easy Being Green! (the episode with Charlie Cichetti)

The Tim Ferriss Show (Podcast)

AWT (Association of Water Technologies)

Submit a Show Idea

The Rising Tide Mastermind

2023 Events for Water Professionals

Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

In today's episode, we are bringing back Reid Hutchison of HOH Water Technology in Palatine, IL to talk about what YOU, as a professional water treater, can do to change the world. I know that sounds like a lofty goal, and maybe that sounds too high-reaching, but hear me out… industrial water treaters can change the world. Reid is proof that if you prioritize the right things today, you, everyone around you, and the world will be better for it.

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, 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 future podcast guest and Team World Vision representative Steve Spear at [email protected].

Bottom line:

Reid Hutchison will tell us how water treaters are changing the world, one step at a time.

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

-Trace

Timestamps:

Thinking On Water With James [03:27]

What has changed since Reid was last on the show? [06:37]

The enormous impact of World Vision's Global 6K [09:30]

How can the Scaling UP! Nation get involved to solve the world water crisis? [14:24]

How joining a Mastermind group can change your personal and professional circles, for the better [18:25]

Lesson takeaways from the 2021 Rising Tide Mastermind Live Event [26:00]

The positive ripple effect that happens when you apply the Temperaments to your communications [28:10]

Lightning round questions [47:02]

What you need to know about AWT, Temperaments, and joining World Vision's Global 6K for Water [52:00]

Thinking On Water With James: What is an acceptable water loss in a closed loop?

In this week's episode, we're thinking about water loss in a closed loop system. What is an acceptable water loss? Is it 10%, 5%, or even 0%? How does the volume of the system factor into what size water loss is acceptable? What is being lost beyond water with a leak? What can cause a closed loop to lose water? How do you know it's losing water? Are there times when a makeup water meter may miss a low-flow makeup? What things may be introduced with fresh makeup water that could cause problems within the closed loop? What is the cost of the water loss? Do you know the value of the closed loop's water in $/1000 gallons or even $/100 gallons for smaller systems? Knowing the value may help get other parties on board to address the water loss, if necessary. Take this next week to think about water losses in closed loop systems and what you may or may not deem as acceptable.

Quotes:

"The World Vision 6K for Water: an event that raises awareness and money for clean water efforts in the world, and specifically serves people who do not have access to safe drinking water." - Reid Hutchison

"The World Vision 6K for Water allows people to move their feet and invite others, raise awareness, and raise money to help bring an end to the global water crisis." - Reid Hutchison

"It is called a 6K for water, not a 5K, because 6K is the average distance that folks who do not have access to clean water need to walk daily in order to get water." - Reid Hutchison

"Our biggest goal is to inspire people to participate in the World Vision 6K for Water." - Reid Hutchison

"By 2030, it is possible that the global water crisis will be solved or ended. The only way to reach that goal is to mobilize more people to engage in the effort to help millions of people." - Reid Hutchison

"For those of us in the water treatment industry, it is a great cause to be involved with because it is personal to what we do and each person can make an impact." - Reid Hutchison

"It has been an honor to facilitate a Rising Tide Mastermind group." - Reid Hutchison

"We crowdsourced advice and crowdsource questions to move the ball forward for members of the Rising Tide Mastermind group facing issues." - Reid Hutchison

"I Said This You Heard That instantly made everyone aware and alert to what they were saying and why and how people were receiving what they were saying." - Reid Hutchison

"I Said This You Heard That was immediately practical and helpful." - Reid Hutchison

"I Said This You Heard That: It's simple. It's powerful. Everyone can relate to it." - Reid Hutchison

"As soon as you get familiar with the Temperaments, and how they may play out in your communication, everyone has extra grace or empathy towards one another." - Reid Hutchison

"We're solving problems and making the industry better." - Trace Blackmore

"It's a lot easier to move through life with your own personal board of directors, which is why Rising Tide Mastermind is so important." - Trace Blackmore

Connect with Reid Hutchison:

Email: ​​[email protected]

Website: www.hohwatertechnology.com

LinkedIn: in/reid-h-3a329431

Links Mentioned:

Submit a Show Idea

Team World Vision

World Vision International

Pure Water For The World

World Water Day

122 The One with Reid Hutchison

123 The Other One with Reid Hutchison

The Rising Tide Mastermind

117 The One With Temperament Expert, Kathleen Edelman

179 Another One that Teaches Us to Communicate Better with Others

I Said This You Heard That YouTube Channel

AWT (Association of Water Technologies)

AWT Technical Training Seminars

Books Mentioned:

I Said This, You Heard That Workbook by Kathleen Edelman

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

The 7 Habits of Highly Effective People by Stephen Covey

I asked Michael Loewenstein on the podcast today to talk about his trailblazing presentation at AWT on Legionella Testing, and thankfully, he generously agreed to come on the podcast as my lab partner today. After listening to our cutting-edge conversation, I have a feeling you are going to want to learn more about the Cultural Method vs. the Rapid Method and submit Legionella samples to Michael for the next phase of his study so we've linked his contact information below. You know as well as I that when water treaters come together to share what we know, we can raise the bar for our entire industry, so I encourage everyone to further advance our industry by submitting samples as soon as they can. Buckle your seatbelts because this is going to be one groundbreaking conversation!

For those of you who missed his presentation at AWT, Michael Loewenstein is the Vice President of Scientific Consulting at Q Labs LLC in Cincinnati, OH. He earned his B.S. in Microbiology, with a research focus in Molecular Genetics and Cellular Physiology from The Ohio State University. After graduation, Michael obtained a position in Corporate R&D Microbiology at Procter & Gamble where he focused on the development and validation of rapid/alternative microbial test methods and developed and launched preservative systems across a broad range of P&G products.

Throughout the course of his career, Michael has developed a substantial depth of expertise in "end-to-end" Microbiology - from product development and formulation through microbiological control of manufacturing, and he has published several articles on this subject. Michael worked as Site Microbiology Manager for a P&G drug manufacturing facility just prior to accepting the position with Q Labs in December 2018.

Michael currently serves in a volunteer capacity for several professional associations, including the AOAC Microbial Contaminants Expert Review Panel, and both the Microbiology Committee and Manufacturing Hygiene Task Force of the Personal Care Products Council (PCPC). Michael is also looking forward to becoming more involved with the Cooling Water subcommittee of AWT.

Bottom line: Michael Loewenstein is on the show to share the revolutionary results of his most recent scientific study on Legionella testing.

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

-Trace

Timestamps:

Upcoming events [0:30]

Thinking On Water With James: Are you stuck in a rut? [4:06]

Getting to know Michael Loewenstein [6:15]

Why the "Gold Standard" Method for Legionella testing isn't standardized [8:50]

The new/modern Rapid Method's capabilities [10:50]

The Cultural Method vs. Rapid Method [11:40]

Understanding Quantitative vs. Qualitative Legionella analysis [17:50]

Potential pre-treatment problems with the Cultural Method [20:50]

How COVID-19 increased public knowledge on PCR testing [ 23:08]

What you need to know when switching from the Cultural Method to the Rapid Method [24:30]

How to make a Hazard Strategy [29:00]

Advantages to the PCR Method [30:40]

Lightning round questions [37:50]

Thinking On Water With James: Are you stuck in a rut?

In this week's episode, we're thinking about being stuck in a rut. Are you stuck in a rut in your industrial water treatment career? Are you running the same old pinks and blues in the same accounts day after day? If so and you feel stuck in a rut, what are you missing by just going through the motions at each account? What other water parameters should you be testing? What other value-added projects are just waiting to be done that you currently cannot see while stuck in a rut? What equipment needs to be repaired or replaced? What new things can you learn? How can you take a fresh look at your accounts, testing habits, control equipment, daily routine, and knowledge base to mix things up a little and make you an even more valuable partner for your customers? If you feel stuck in a rut, take this next week to think about it and possibly reach out to someone else within your company and network to help get you out.

Quotes:

"In reality, the "Gold Standard" of Legionella testing methods are not the same." - Michael Loewenstein

"Today, the Rapid Methods can distinguish live from dead cells, they are quantitative, and can characterize the Legionella to some degree." - Michael Loewenstein

"Modern technologies have found ways to discount the genetic materials from dead cells, so they now only count the genetic materials from live Legionella in the water sample." - Michael Loewenstein

"PCR is much more sensitive than the Cultural Method, so it puts the water treater in a proactive position rather than reactive." - Michael Loewenstein

"At low levels, the Cultural Method is highly variable and not particularly sensitive." - Michael Loewenstein

"Quantitative - how much Legionella is there? vs. Qualitative - is Legionella there or not?" - Michael Loewenstein

"The limits for the Cultural Method are set semi-arbitrarily. There is nothing magic about less than 1 CFU/mL (1,000 CFU/L), except that it's what somebody picked." - Michael Loewenstein

"What would be great is more frequent testing and then set statistically-based action limits. Figure out for your system what is normal." - Michael Loewenstein

"PCR far out-performed the Cultural Method for Legionella testing." - Michael Loewenstein

Michael Loewenstein's Presentation of Phase 1 of his method study presented at AWT:

Technical Paper

Presentation

Interested in submitting Legionella samples?

Please connect with Michael Loewenstein to help advance future studies

Phone: (513) 207-4943

Email: [email protected]

Website: qlaboratories.com

LinkedIn: in/michael-loewenstein-09693944

Links Mentioned:

The Rising Tide Mastermind

Submit a Show Idea

Q Labs LLC

Procter & Gamble

AOAC INTERNATIONAL

Personal Care Products Council (PCPC)

AWT (Association of Water Technologies)

Centers For Disease Control And Prevention: Toolkit

ISO 11731:2017

ASHRAE

Events:

National GroundWater Association's Hydrogeology of States Webinar Series: Vermont – February 9

AWT Technical Training Seminar - Feb 23-26 in Seattle, Washington

AWT Technical Training Seminar - March 30-April 2 in Cleveland, Ohio

Darrell Amy knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn't, and he is sharing this information in his new best-selling book, Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth.

Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies.

As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world.

Bottom line: Darrell Amy is going to teach us how to align sales and marketing to drive accelerated growth.

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

-Trace

Timestamps:

Connecting with associations and upcoming events in 2022 [1:30]

Introducing Darrell Amy, best-selling author [7:00]

Where does revenue come from? [10:00]

Sales and Marketing working together [13:00]

The importance of Processes [20:00]

Visualize the customer experience and measure success with metrics [26:20]

Growth goals using the Ruler Method [32:39]

Lightning round questions [38:33]

Thinking On Water With James [45:45]

Thinking On Water With James: Damaged underdrains in a water softener

In this week's episode, we're thinking about damaged underdrains in a water softener. What purpose does the underdrain serve? What troubleshooting steps could you take to determine if a softener underdrain is damaged before you have to remove the resin and gravel? What makes you suspect the damage, and what other causes can be ruled out first to save you time? What can damage a softener underdrain? Take this next week to think about and understand underdrains in softener units and their performance.

Quotes:

"Every business has an engine. That engine is the sum total of your Sales and Marketing efforts moving towards growing the company." - Darrell Amy

"Revenue is the lifeblood of business. It allows us to fund new projects and fund new growth." - Darrell Amy

"Revenue opens up opportunities." - Darrell Amy

"Marketing is the message of the company to a prospect, and the Sales Team is communicating one to one with an individual prospect." - Darrell Amy

"Buyers don't buy products and services; they buy the outcomes your products and services enable. So what outcomes does your client want?" - Darrell Amy

"What do we want our customer's journey to look like? Think through those stages." - Darrell Amy

"The selling doesn't stop when you get an order. The selling just begins." - Darrell Amy

"Number of clients and revenue per client helps you to set goals." - Darrell Amy

Connect with Darrell Amy:

Phone: 501-626-4110

Email: [email protected]

Website: www.revenuegrowthengine.net

LinkedIn: in/darrellamy

Podcast: Revenue Growth Podcast

Podcast with Larry Levine: Selling from the Heart

Links Mentioned:

Submit a Show Idea

AWT (Association of Water Technologies)

232 The One Where We Celebrate What We Learned In 2021

204 Pinks and Blues Questions From The Nation! Being Profitable

Entrepreneurial Operating System

Convergo

The Rising Tide Mastermind

Events:

European Smart Water Utilities 2022 Exhibition and Conference – January 26 to 27

International Conference on Wastewater Treatment Processes and Water Quality – January 28 to 29 (New York, NY)

Books Mentioned:

Revenue Growth Engine by Darrell Amy

Start With Why by Simon Sinek

The Infinite Game by Simon Sinek

Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller

Selling from the Heart by Larry Levine

Traction: Get A Grip On Your Business by Gino Wickman

This is the podcast where we "Scale up on knowledge so we don't scale up our systems." I'm your host, Trace Blackmore, and today, I want to motivate you to be your best self this year.

Before we dive in, I want to ask you a couple of questions:

• What do you want to accomplish in 2022?
• How are you going to accomplish what you set out to do?
• What is your motivation for wanting that accomplishment?
• How will you celebrate once you achieve your goals?

Today, I'm going to walk through the strategies the Rising Tide Mastermind uses to accomplish our goals, and we will also be using THIS strategy from Brian Moran's book, 12 Week Year.

Bottom line: I'm challenging you to stop living in default mode, and to truly stretch yourself to grow personally and professionally.

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

-Trace

Timestamps:

Don't live life by default [2:00]

How The Rising Tide Mastermind members make goals and plans [3:20]

It all starts with the review [8:15]

A word of caution [12:20]

Planning 3 years out [15:00]

Goals for these 5 areas: Personal, Spiritual, Relational, Professional, Financial [18:50]

Leveraging the "12 Week Year" [28:20]

Using your calendar as a tool [34:00]

Writing it down and sharing it [40:00]

Thinking On Water with James [42:02] #TOW22

Thinking On Water with James: Control Ranges

In this week's episode, we're thinking about control ranges for testing readings both you and your customer run and monitor. How many control ranges are enough, and when do you reach overkill? What are the key performance indicators? Should you set control ranges on tests and readings you cannot control, or do you set them anyway so you are warned to take action downstream? How tight are your control ranges? Can the controller maintain them? Are the test procedures used accurate enough to achieve them? Are the control ranges so broad a truck can drive through them? Take this week to think about your control ranges, and what you are really trying to accomplish. Each control range should have a solid reason why behind it.

Quotes:

"So many of us are so eager to start something new that we don't take into account what life is teaching us." - Trace Blackmore

"Make sure you stretch yourself this year; that's where the personal growth will happen." - Trace Blackmore

"Now might not be the right time." - Trace Blackmore

"Are these goals appropriate for the season of life you are in right now?" - Trace Blackmore

"Any goal you push off could lose steam." - Trace Blackmore

"The hardest thing in this process is moving that first domino." - Trace Blackmore

"Be specific and intentional about what you want to accomplish and write them down." - Trace Blackmore

"Life is dynamic; your schedule needs to be dynamic as well." - Trace Blackmore

"Accountability: it takes things out of your head and allows others to know about it." - 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:

122 The One with Reid Hutchison

232 The One Where We Celebrate What We Learned In 2021

092 The One About My TED Talk Experience

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

Events:

The Hang Networking Event- @6pm EST, USA January 20, 2022

WEF (Water Environment Federation) Forum 2022 – Particles and Colloids – the Next Frontier in Intensifying Water Resource Recovery – January 10 to 12, 2022

2022 ABMA (American Boiler Manufacturers Association) Annual Meeting – January 14 to 17, 2022

Books Mentioned:

The 12 Week Year

Check Out Our Resources Page For Discounts

Happy New Year! 2021 was chocked full of incredible guests, great live events, fun networking at The Hang, and so many lessons learned. Join me today as I reflect back on some of the biggest lessons I learned in 2021 and I invite you to help me make the Scaling UP! H2O Podcast a more valuable tool for industrial water treaters around the world in 2022.

We published 58 episodes this year, and thanks to generous guests, faithful sponsors, and talented staff, those episodes impacted the water treatment community to succeed in ways we could not have dreamed about nearly 5 years ago when I published the first Scaling UP! H2O episode.

Bottom line: 2021 is a year worth celebrating.

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

-Trace

Timestamps:

What the pandemic has taught us over the past two years [2:00]

Thank you! [4:50]

Celebrating The Hang and other successes [7:20]

What we learned in 2021 [11:00]

Being profitable in 2022 [23:40]

The Rising Tide Mastermind Live Event and the Scaling UP! H2O Meeting Up at AWT [31:00]

Celebrating the 4th Industrial Water Week [33:40]

Raw Materials Supply Chain Update [36:00]

The last James' Challenge for 2021: "Always be improving. Those who plateau will never catch up." [42:45]

Thank you Scaling UP! H2O staff and sponsors [44:00]

Quotes:

"We have a community, The Scaling UP Nation, and it brings water treaters together." - Trace Blackmore

"Water treatment is too awesome to not talk about." - Trace Blackmore

"When we come together as a community, we can help each other." - Trace Blackmore

"We will get through this, we will learn some things as we go through this, and as a community, we are going to help each other get better as we go through it." - Trace Blackmore

"Growth starts on the inside, after all." - James McDonald

Links Mentioned:

Rising Tide Mastermind

175 The First One of 2021

179 The Second One About Temperaments (with Kathleen Edelman)

I Said This, You Heard That Study

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

ISI Mastermind

187 The One Where Conor Parrish Interviews Me, Part 2

190 Pinks and Blues Questions From The Nation! (4th Year Anniversary Special)

200 The One Where We Celebrate Our 200th Episode!

204 Pinks and Blues Questions From The Nation! Being Profitable

AWT (Association of Water Technologies)

215 Industrial Water Week 2021: Pretreatment Monday

221 Raw Materials Supply Chain Update Roundtable

223 Pinks and Blues: Michael Standish on Phosphate Replacements

231 The One About Our Passion To Improve The Water Treatment Industry

182 The One Where We Share How We Create The Scaling UP! H2O Podcast

Connect with:

Kathleen Edelman on LinkedIn: in/coachkathleenedelman

Aaron Walker on LinkedIn:in/aaronwalkerviewfromthetop

Conor Parish on LinkedIn: in/conor-parrish-cwt-15208251

Michael Standish on LinkedIn: in/mike-standish-7890627

James McDonald on LinkedIn: in/james-mcdonald-pe

Sean Dooley on LinkedIn:in/sean-dooley-0630b210

Corrine Drury on LinkedIn: in/corrinedrury

Margie Davin on LinkedIn: in/margiedavin

Books Mentioned:

I Said This, You Heard That Workbook by Kathleen Edelman

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

The E-Myth by Michael E. Gerber

True story: Years ago, when I was sitting in Atlanta traffic, I had an idea pop into my mind to start a podcast for water treaters, and the first person I called to get their advice about starting such a venture was James McDonald. I called James because he was someone I respected in the industry and he was also someone who was already generously giving his time to help our industry improve, thanks to the Industrial Water Treatment Group he started on LinkedIn. Without James' encouragement on that fateful drive, I don't know if I would have ever started this podcast.

Today, James McDonald, the Director of Technology and Marketing at Chem-Aqua comes back on the show to answer your questions, talk about the content he creates freely for the water treatment industry, how he started Industrial Water Week, and some really solid advice about inspiring others.

James McDonald is someone who inspires our industry. He is the tide that raises all boats in our industry.

Bottom line: James McDonald is going to inspire and encourage you to make our industry better by sharing your knowledge and talents.

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

-Trace

Timestamps:

Teaching others [0:01]

Why James McDonald shares his knowledge freely with the industry [7:25]

Leveraging LinkedIn to freely help the water treatment industry [13:17]

Listener questions for James McDonald [16:13]

James' Challenge in 2021 [23:20]

Industrial Water Week [27:10]

James' Memes and Jokes (link below) and Detective H2O [32:07]

Inspiring others [40:34]

Advice for 2022 [47:00]

James' Challenge: Question everything and continuously learn. [51:26]

Quotes:

"There's no I in TEAM; there's no I in WATER, but there is a WE." - James McDonald

"We're all in this together." - James McDonald

"Any way we can help to make this profession more reputable, honorable, increase passion…the better it is for all of us." - James McDonald

"We are not building up our competition, we are building up our profession." - James McDonald

"Like what you do, have passion for what you do, and share it freely." - James McDonald

"Things we do individually, things we do as a company can help our industry or hurt our industry." - James McDonald

"Industrial Water Week celebrates its 5 year anniversary next year." - James McDonald

"Industrial Water Week is your holiday! Use it as a reason to offer training and share your passion." - James McDonald

"I love what I do and I find ways to promote our profession." - James McDonald

"Always keep the big picture in mind." - James McDonald

"We are here to: treat water, help our customers and deliver value to them." - James McDonald

"Whenever you are trying to teach others…it changes everything that you think you know about that topic." - Trace Blackmore

"You'll never master everything in water treatment. There is always something to learn" - Trace Blackmore

Connect with James McDonald:

Phone: (937) 689-4031

LinkedIn: in/james-mcdonald-pe

Websites:

www.industrialwaterscience.com

www.industrialwaterweek.com

www.chemaqua.com

Links Mentioned:

James' Jokes & Memes

Muhammad Ishfaq's WhatsApp Group

Industrial Water Week

Association of Water Technologies (AWT)

AWT'S The Analyst

Events Mentioned:

The Hang - January 20, 6:00 p.m. EST, USA

2022 AWT Technical Training Seminars (West) – February 23 to 26 (Seattle, WA)

2022 AWT Technical Training Seminars (East) – March 30 to April 02 (Cleveland, OH)

Water & Wastewater Equipment, Treatment & Transport Show - February 22 to 24 (Indianapolis, IN)

2022 Geospatial Water Technology Conference - March 21 to 23 (Austin, TX)

Books Mentioned:

Drop by Drop: Articles on Industrial Water Treatment by James McDonald

I got to know this week's guest over LinkedIn and it was a blast to have him on the show. Walid Khoury is a water strategist, investor, and influencer and has such a wealth of knowledge to share with the water treatment industry.

Walid has 20 years of industry experience having worked for GE, Nalco, and Danaher. Over the years, Walid built and led diverse and inclusive water teams, selling technical solutions, developing strategies for direct and indirect sales channels, re-allocating resources, and driving sustainable and profitable growth.

In 2020, Walid founded Desalytics, a company that offers a diverse portfolio of water testing and water treatment consumables in Sub-Saharan Africa. Desalytics helps municipal and industrial customers produce reliable water, optimize processes, maximize returns at a competitive cost through expertise, technologies, and local footprint. For this, Walid is partnering with, coaching, and mentoring young African entrepreneurs to grow Desalytics' presence across the African continent and be close to customers.

Desalytics was established in 2020 to help municipal and industrial customers produce reliable water, optimize processes, maximize returns at a competitive cost through expertise, technologies, and local footprint. Desalytics' innovative business model relies on an impact investing approach where the company partners with young African entrepreneurs, and helps them start or scale their businesses, through working capital injection, mentoring programs, and global supplier relationships.

Walid is an active LinkedIn thought leader, inspiring engaging and insightful discussions with his 26,000 industry followers. He holds a bachelor's degree in water and environment, a master's degree in water sciences, and lastly a master's degree in management from Harvard University.

Bottom line: Walid Khoury is going to inspire you to think about water treatment on a bigger and more global level.

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

-Trace

Timestamps:

2021: the year that water treaters around the world came together to learn and grow [0:30]

James' Challenge: "Make time for your family, friends, and you." [7:17]

Introducing water strategist, investor, and influencer Walid Khoury [9:10]

Desalytics in Africa [15:57]

Attending WEFTEC 2021 [18:15]

Walid's water treatment career journey [20:47]

The value of coaching [27:30]

The importance of diversity in the workplace [32:00]

Continuous improvement [39:00]

Lightning round questions [42:45]

Quotes:

"Optimize your water footprint." - Walid Khoury

"It's not a straightforward job; it is interesting and exciting because you are trying to solve tough challenges. If it wasn't a tough challenge they wouldn't need us." - Walid Khoury

"Find women engineers and help them grow in their careers and retain them." - Walid Khoury

"Don't get stuck, there is always a constant challenge. Keep developing yourself." - Walid Khoury

"One of the best ways to learn is to teach." - Walid Khoury

"If you are bored at your job, you are not learning. It's time to move on to the next one." - Walid Khoury

"Africa is a similar market to other places." - Walid Khoury

"I'm passionate about water." - Walid Khoury

Connect with Walid Khoury:

Phone: +971 56 5362147

Email: [email protected]

Vlog: walidkhoury.com

LinkedIn: linkedin.com/in/walidkhoury

Links Mentioned:

The Rising Tide Mastermind

Submit a Show Idea

AWT (Association of Water Technologies)

Books Mentioned:

What Got You Here Won't Get You There: How Successful People Become Even More Successful by Marshall Goldsmith and Mark Reiter

Hot Seat: What I Learned Leading a Great American Company by Jeff Immelt

Africa's Business Revolution: How to Succeed in the World's Next Big Growth Market by Acha Leke

The Black Swan: The Impact of the Highly Improbable by Nassim Nicholas Taleb

Scaling Up Nation, I cannot wait to introduce you to my lab partner this week Tammy Phillips of HOH Water Technology, Inc. Tammy and I met at one of HOH's business events a few years ago, and the thing that immediately impressed me about her was how she was able to leverage her degree in Building Construction to become a powerful sales person who seeks out water treatment opportunities in healthcare and new construction jobs.

Tammy Phillips is a Business Development Manager who specializes in bringing in new business and sales, and expanding existing partnerships. She has more than 20 years of sales experience, and today she is going to share fantastic advice on cold-calling, how to handle rejection, and the importance of joining a local organization.

In addition to her job at HOH, Tammy serves on the board of the Central Illinois Chapter of Healthcare Engineering (CICHE). CICHE offers professional development, access to national trends, codes and standards updates, and facility management solutions to their members through educational programs and events.

Bottom line: If you are a woman considering a career in water treatment, Tammy's professional journey might inspire you to apply to work in the best industry in the world, industrial water treatment.

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

-Trace

Timestamps:

James' Challenge: "Thoroughly dig through your company's website." [01:52]

Introducing Business Development Manager, Tammy Phillips [04:46]

Being a persistent salesperson [07:25]

Tammy's water treatment industry career journey [08:09]

Women in water treatment [9:00]

Cold-calling [10:39]

Involvement in CICHE and other organizations [13:28]

Mentors, leadership, and professional development [15:38]

Working as a team, the importance of core values, and trying new things [20:35]

Advice for women starting in the water treatment industry [24:08]

Lightning round questions [24:54]

Quotes:

"Don't be afraid to walk in. Everybody gets turned away at some point." - Tammy Phillips

"I love what I do." - Tammy Phillips

"Challenging. Fun. Well-worth it." - Tammy Phillips

"Continue being persistent, and going in. You'll eventually get comfortable doing it." - Tammy Phillips

"Leadership is all about helping others." - Tammy Phillips

"The only way you learn is trying to do it, and asking questions along the way." - Tammy Phillips

"Anyone can hold any position with the right mindset." - Tammy Phillips

"If you don't ask, you'll never get good at it." - Trace Blackmore

Connect with Tammy Phillips:

Phone: (217) 208-9464

Email: [email protected]

Website: hohwatertechnology.com

LinkedIn: linkedin.com/in/tphillips06

HOH Water Technology, Inc.

Central Illinois Chapter of Healthcare Engineering

Links Mentioned:

166 The One Where We Celebrate Halloween (reading "The Raven")

186 The One Where Conor Parrish Interviews Me, Part 1

Submit a Show Idea

The Rising Tide Mastermind