Scaling UP! H2O

Welcome to our 3rd interview with Jeffrey L. Garratt, president of Garratt-Callahan. Jeff is back to talk about how to lead a multigenerational company. Garratt-Callahan is the largest privately-owned industrial water treatment company in North America, with offices and manufacturing plans across the United States - in California, Texas, New Jersey, Illinois, and Georgia. It was founded in 1904 by Edward C. Garratt and John Callahan in Seattle, Washington. Jeff is a 4th generation company president and has learned so many lessons over the course of his time at Garratt-Callahan working shoulder-to-shoulder with an excellent team. In this episode, Jeff Garratt and Trace Blackmore dive into the following questions and touch on so many more: What are Jeff's best practices for a multigenerational company? How to start the conversation about taking the reins at a legacy company? How should healthy leaders gracefully remove unhappy family members from a family business? How has taxation impacted multigenerational companies? What are all the factors business leaders should consider before attempting growth? Why is it important for water professionals to have positive relationships with their competitors? Bottom line: Jeffrey L. Garratt is going to share advice on how to lead a successful multigenerational company based on the lessons he learned along the way and those passed down to him since the company was founded over 100 years ago. Timestamps Upcoming Events for Water Treatment Professionals [01:00] Periodic Water Table With James McDonald [6:40] Interview with Jeffrey L. Garratt, president of Garratt-Callahan Company [9:20] Lightning Round Questions [35:15] Quotes "Find the next generation of leaders." - Jeffrey L. Garratt "My best advice for family members in a multigenerational company: Get involved or let it go." - Jeffrey L. Garratt "If the next generation doesn't want to take the company's reins, really great people from the company will step up and you have to find them." - Jeffrey L. Garratt "The people right next to you can give you this unbelievable information and listening to them is a big step in the right direction." - Jeffrey L. Garratt "Surround yourself with a bunch of people who care and who want the company to be successful." - Jeffrey L. Garratt "Before you grow, you've got to know where you want to go, what you want to do, and what kind of company you want to be." - Jeffrey L. Garratt "Be careful not to grow too fast because you can develop a reputation that you don't want." - Jeffrey L. Garratt Connect with Jeffrey L. Garratt Phone: (650) 697-5811 Email: [email protected] Website: www.garrattcallahan.com LinkedIn: company/garratt-callahan-company/ Links Mentioned Episode 268 The One With the President of Garratt-Callahan Episode 295 The One About Keeping Employees Happy with Jeff Garratt Inc Magazine's article about why multigenerational businesses fail Every Person Has A Story Chick-Fil-A training videos Global 6K The Rising Tide Mastermind Scaling UP! H2O Academy video courses Submit a Show Idea AWT (Association of Water Technologies) 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. Books Mentioned Revenue Growth Engine by Darrel Amy Periodic Water Table With James McDonald What are silicates? What are they used for? What metals do they protect? How quickly do silicates act to form their protective film? What is the most effective pH range for silicates? What is the typical dosage range for silicates? How do you test for them? Does microbiological activity have an impact upon silicates? What other chemistries are silicates often blended with to add additional protection?

Top 6 Ways to Keep Employees Happy In today's episode, Jeffrey L. Garratt, president of the Garratt-Callahan Company, is on the show to talk about keeping employees happy. In 2023, we know it's harder than ever to find quality employees and keep the top-notch employees you already have. Garratt-Callahan Company has been in the Garratt family since 1904. Four generations have dedicated their lives to providing effective, efficient, and safe industrial water treatment, and over the decades, they've found timeless ways to keep employees happy. In this episode, Jeff Garratt and Trace Blackmore dive into the following questions and touch on so many more: What are the top things we need to do to ensure the team is happy? What are the business workforce struggles in 2023? What to do when you don't have a lot of applicants? How has the Supply Chain changed over the past 12 months, and how will it change in the future? What are the lessons learned from lost accounts? How should we develop employees? How and why should water professionals embrace AI and remote monitoring? Bottom line: Jeff Garratt is going to share how the largest privately-owned industrial water treatment company keeps its employees happy by doing the things that can be done at any company, no matter the size. Timestamps Trace Blackmore invites you to The Scaling UP! H2O Podcast. The podcast created by water treaters and for water treaters [1:01] Upcoming Events for Water Treatment Professionals [2:35] Periodic Water Table With James McDonald [7:48] Interview with Jeffrey L. Garratt, president of the Garratt-Callahan Company [9:45] Quotes "If you want to hire people, you need to train your people." - Jeffrey L. Garratt "Give employees authority for their own success and allow them to do what they need to do." - Jeffrey L. Garratt "We must let our employees know we are standing behind them." -Jeffrey L. Garratt "You have to put the time into employees, it is a process to build up new employees' confidence." - Jeffrey L. Garratt "You cannot fear making a mistake. You need to learn from them." -Jeffrey L. Garratt Connect with Jeffrey L. Garratt: Phone: (650) 697-5811 Email: [email protected] Website: www.garrattcallahan.com LinkedIn: company/garratt-callahan-company/ Read or Download Jeffrey L. Garratt's Press Release HERE Learn what you can do to keep employees happy HERE Links Mentioned Download the Top 6 Ways to Keep Employees Happy HERE Episode 268 The One With the President of Garratt-Callahan Episode 296 The One about Leading a Successful Multigenerational Company (airs 2.24.23) The Rising Tide Mastermind Scaling UP! H2O Academy video courses AWT (Association of Water Technologies) 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. Periodic Water Table With James McDonald What is nitrite used for? What systems is nitrite used within? What is a typical dosage range? Can you test for nitrite in the field? If so, what tests are available? How are the units expressed for nitrite? What could happen if two people are unknowingly talking different units when comparing nitrite test results? What happens if nitrite is overfed? What happens if nitrite is underfed? What is the potential impact of microbiological activity upon nitrite? What are possible byproducts from any microbiological impact? What could it mean when the conductivity of a closed loop system has remained the same but nitrite levels are dropping? What is nitrite often blended with for more complete system protection?

John A. Mullen brings new energy into the plumbing and mechanical industry. With nearly 2 decades of unique leadership experience and a vision for more intelligent and sustainable systems, he was the perfect guest to have on this week's podcast interview. A fourth-generation plumber, John has engaged in a multitude of complex projects, from the position of apprentice to a highly accountable company executive. As director of Technical Services at IAPMO, John engages with industry professionals throughout the world, bringing together the best and brightest minds to work together on safety initiatives and code-related topics, and creates technical content for education and advocacy, continuing the tradition of helping to provide safe plumbing systems to the public. In this podcast interview, John answers these questions and so many more: How can water treaters work better with plumbers to get the best product to their customers and to ensure things are designed and operating correctly? What's happening in 2023 at IAPMO? What do we need to know about Hydrogen Piping and its codes? How has the plumbing industry changed in the past 100 years? What was John's journey as he transitioned from a member to a leader at IAPMO? What can people find in the IAPMO library? Why should professionals get involved with a professional organization and how can organizations best support their volunteers? As an author and content creator, what advice does John have for those on the creative sidelines? Bottom line: John A. Mullen shares why you should share what you know so the entire industry can grow. Timestamps Trace Blackmore welcomes you to our 294th podcast and thanks listeners for our top 3% rating [1:01] Upcoming Events for Water Treatment Professionals [6:27] Scott Wozniak was right; listening to Audible at a faster speed [10:37] Periodic Water Table With James McDonald [13:46] Interview with John Mullen, Director of Technical Services at IAPMO [17:00] Lightning Round Questions with John Mullen [39:35] Quotes "I try to build relationships with others in the industry and make sure we are all working together." - John A. Mullen "I like making things smarter and automating systems, watching systems virtually is a pretty cool thing to see." - John A. Mullen "At the end of the day, we all help move the industry forward." - John A. Mullen "I do the best I can to represent the industry as a whole and help everybody." - John A. Mullen Connect with John A. Mullen Phone: 631-219-4190 Email: [email protected] Website: iapmo.org LinkedIn: linkedin.com/in/johnamullen/ Read and Subscribe to John's Newsletter HERE Read or Download John's Press Release HERE Links Mentioned Scott Wozniak's episode 292 Audible Uniformcodes.org IAPMO's The Authority podcast The Global 6K with Team World Vision, May 20th The Rising Tide Mastermind Scaling UP! H2O Academy video courses Submit a Show Idea AWT (Association of Water Technologies) 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. Books Mentioned Drop by Drop by James McDonald Throw a Wrench in your Plans, An Atlas to the Industry - Plumbing & Mechanical newsletter by John A. Mullen

Every interaction anyone on your team has with a client is Sales, from your Support Line to your Sales Managers. Learn the Sales skills you need to increase Sales and Profit at your water company so that the entire team benefits. Adam Shapiro has been helping individuals, teams, and enterprises since 2004. Using a sales process, messaging and disciplines framework, Adam applies his proven process to what and how his clients sell resulting in improved sales performance. Today Adam is answering these questions and so many more: Why does the Sales Team's process frequently look like the "Wild West"? What are the 2 reasons Sales Teams struggle? What are Adam's lessons learned after working 18 years in Sales? Are Salespeople made or born? When hiring a Salesperson, what qualities are most important? What do you need to successfully transition from a Salesperson to a Sales Manager? What does sales coaching look like? How do your Sales Managers report to your Executive Team? How do we efficiently move clients through the sales process? Bottom line: Adam Shapiro is going to teach podcast listeners how to prepare and professionalize their sales teams. Timestamps Trace Blackmore shares Upcoming Events for Water Treatment Professionals [1:00] Periodic Water Table With James McDonald [8:50] Interview with Adam Shapiro, President of SalesReformSchool [10:35] Adam Shapiro answers the Lightning Round Questions [45:11] Quotes "Your sales process must be repeatable and intentional, and your team needs to be prepared." - Adam Shapiro "The Sales Team needs to define its client profiles and its market so the team can do it in a clear, convincing, and confident manner." - Adam Shapiro "If Sales was easy, everyone would do it. Sales is hard, that's why the payoff can be so good." - Adam Shapiro "Nearly all sales calls in a B2B world is a complex sales made up of multiple decision makers and multiple decisions. Make sure you have a conversation with all of them." - Adam Shapiro "Do your reps know your sales process, and can they identify where they are in that process?" - Adam Shapiro "Everyone on the Executive Team should know the company's Sales Process." "If you are not documenting your sales calls in the form of the email back to your prospects to where that's the start of your next conversation is what did you think of my email recap you're doing it wrong so every meaningful conversation deserves a recap of that conversation." - Adam Shapiro "A proposal should be defined within every company that the prospect will learn nothing new from it, it's just a combination of all the conversations and process steps we've done before, put into writing including the terms and conditions so we can get a signature." - Adam Shapiro Connect with Adam Shapiro Phone: 404-798-8397 Email: [email protected] Book 30 mins with Adam: HERE Website: salesreformschool.com LinkedIn: linkedin.com/in/adshap Twitter: ​​AdamShap Read or Download Adam's Press Release HERE Links Mentioned Episode 146 with Adam Shapiro Can She Sell Blog Post CWT Exam Prep Course The Rising Tide Mastermind Scaling UP! H2O Academy video courses Submit a Show Idea 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. Books Mentioned Traction by Gino Wickman Periodic Water Table With James McDonald Glutaraldehyde. What is the nefarious sounding chemistry? What is glutaraldehyde used for? Does it have an optimum pH range, and is it a narrow or broad range? What are typical dosages for glutaraldehyde? How quickly does it do its job? What is it effective against? Will anything cause glutaraldehyde to degrade? If deactivated, what impact could this have on a Closed Loop system? Can glutaraldehyde be tested for in the field or in the lab? Is it fed continuously or intermittently?

Some companies are legendary brands. They set the standard for their category and have raving fans, not just regular customers. And these companies make this happen year after year. In this episode, you'll learn the systems and methods used by these legendary brands. These aren't abstract theories, but practical methods, and insider stories, learned from working inside a lot of exceptional companies, including Disney, Nucor Steel, and Chick-fil-A. Today's guest is going to teach the best practices around the Customer Experience Engine and building a strong brand, even in a more technical, municipal space. It's none other than Scott Wozniak. Who is Scott Wozniak? Scott leads a consulting company, speaks at conferences, hosts 2 podcasts, writes a weekly newsletter and books, and coaches CEOs. You can become a brand legend in your space with the Customer Experience Engine that continuously delivers exceptional results. Bottom line: Scott Wozniak is going to introduce us to the Customer Experience Engine and teach you how to create growth year after year in your company. Timestamps Trace Blackmore talks about Planning for 2023 before it passes you by [1:00] Periodic Water Table With James McDonald [5:40] Upcoming Events for Water Treatment Professionals [7:30] Interview with Scott Wozniak about the Customer Experience Engine, building a trustworthy brand, getting outside of your bubble to learn new perspectives, getting to know your customers, and hiring the right people [ 13:31] Lightning round questions [1:00:00] Reflecting on core values with Trace [1:18:00] Periodic Water Table With James McDonald Now, I know some people pronounce it tolytriazole, but there is a second "l" in there. I was taught to pronounce it tolyltriazole. It's also often shortened to TTA or just TT. What is tolyltriazole used for? What is its chemical formula? At what concentrations is tolytriazole effective? What is the impact of oxidizing biocides upon it? How does it react with metal surfaces? How does one test for tolyltriazole? Are there challenges with blending a product with tolyltriazole in it? Quotes "If you want a legendary brand or a solid brand in your category, you need to create trust. If they don't trust you, it doesn't matter how good your sales and marketing engines are." - Scott Wozniak "How to run your brand into the ground: have world-class marketing and sales and poor operations." - Scott Wozniak "Even if I make the sale, I can sour the relationship if I cannot deliver on the sale. The point isn't short-term sales, the point is a long-term brand. The more your brand grows, the more success and reputation it gets." - Scott Wozniak "Go to where the customers are and watch them interact with your stuff." - Scott Wozniak "Customers ask: do you see me, do you care about me, do I matter as a real person to you?"- Scott Wozniak "You have to put more time and effort into hiring than ever." - Scott Wozniak "You don't have a choice. You either put in the time to hire with excellence, or you put in the time to manage misfit employees. You only get to pick where you want to spend the time." - Scott Wozniak "If you are sloppy with hiring, everything else gets harder." - Scott Wozniak "Hire for character (what are the unique character qualities of your company), chemistry (do we like this person, do we enjoy each other), and competency (can they do the job, which is the least important because you can always train them)." - Scott Wozniak Connect with Scott Wozniak Email: [email protected] Phone: 678-395-1538 Consulting Website: swozconsulting.com Branding Website: scottwozniak.com LinkedIn: linkedin.com/in/scottwozniak Scott's Podcast 1: Upgrade Engines Scott's Podcast 2: Alpha Pack Podcast Sign up for Scott's weekly email to upgrade your life: HERE Scott Wozniack Press Release: Read or download HERE Links Mentioned Audible Kathleen Edelman talks about Temperaments in Episode 281 mcbroken.com (map showing ice cream machines that are broken) 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. Books Mentioned How to Fail as a Leader: A fast-paced fable about leaders who totally biff strategy and execution but learn enough to win in the end by Scott Wozniak The Cornerstone PATH: A business fable about saving your project and your career by Scott Wozniak Awake From Atrophy: Rethinking Church (Not the Bible) And Finishing the Reformation by Scott Wozniak I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman 12 Week Year by Brian Moran Good to Great by Jim Collins Amazing Grace: William Wilberforce and the Heroic Campaign to End Slavery by Eric Metaxas

We're bringing back listener favorite, James McDonald, CWT on the show to talk about Nitrites. Today, he answers listener questions such as: How do you convert Nitrite to Sodium Nitrite? How do you make sure your Nitrite levels are not too high or too low? Does microbiological activity impact nitrite levels? What can cause a reaction in a closed loop system when there's Nitrite involved? What do you need to know before adding a biocide to a system that has Nitrite in it? How can you prevent pitting from happening when you are using Nitrite? What is Nitrite used for? Bottom line: Tune in to learn all about Nitrite from James McDonald. Timestamps Trace Blackmore welcomes you to the podcast made by water professionals for water professionals [01:01] Periodic Water Table With James McDonald [4:15] All about Nitrite with James McDonald, CWT [8:20] What sparks inspiration [16:00] How to get involved with the AWT Technical Committee [27:00] Trace and James tell Chuck Norris Jokes [36:00] Upcoming Events for Water Treatment Professionals [38:00] Periodic Water Table With James McDonald With the right lighting, this molecule has a certain glow about it. Why is PTSA used? Can PTSA be used in both cooling towers AND Boilers? Why or why not? How about closed loops? What does PTSA stand for? What is a typical dosage of PTSA? How is the concentration of PTSA measured? What can cause PTSA to degrade? Is PTSA compatible with all biocides? Why did PTSA come into more widespread use within the last decade or so? Should other parameters be measured regularly in addition to PTSA or can one rely solely upon the PTSA reading when monitoring product dosage? Quotes "Nitrite can be tested in the field, which is great because not everything can be." - James McDonald "To convert from Nitrite to Sodium Nitrite, you multiply Nitrite by 1.5; that's a big multiplier. So if you're not talking apples to apples, you're talking apples to oranges, and you may be out of range and not know it." - James McDonald "Having too low of Nitrite levels can be worse than no Nitrite in the system because of the pitting that can occur." - James McDonald "Nitrite can be bug food. Do some tests and make a plan." - James McDonald "Nitrite can get a reaction in a closed loop when adding sulfites and biocides." - James McDonald Connect with James McDonald Phone: (937) 689-4031 LinkedIn: in/james-mcdonald-pe Websites: industrialwaterscience.com Chemaqua.com Industrial Water Treatment Cartoon: industrialwaterscience.com/fun James McDonald Press Release: Read or download Here Links Mentioned The Rising Tide Mastermind CWT Practice Course from the Scaling UP! H2O Academy 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. Book Mentioned Drop by Drop: Articles on Industrial Water Treatment by James McDonald

James McDonald, CWT the Director of Technology and Marketing at Chem-Aqua, creator of the Industrial Water Comic, the creative mind behind Detective H2O water mysteries, and the spark that ignited Industrial Water Week is today's guest. James McDonald has a full-time job and still finds the time to volunteer on AWT's Technical Committee, create a holiday for industrial water treaters, create weekly podcast episodes, and design humorous comics that will bring a smile to any water treater's face. He does these things because they are the things that bring him joy and help the water industry grow and learn. Bottom line: James McDonald is going to teach us how to make time for the things that are most important to us, so we can focus on our professional passions. Timestamps Trace Blackmore welcomes you to 2023 and shares some new video course content with you [01:00] Interview with James McDonald, CWT [14:00] Periodic Water Table With James McDonald [44:30] Periodic Water Table With James McDonald What is DBNPA? What is its full, molecular name? What is DBNPA used for? What is its method of action to do what it does? What is the optimal pH range for DBNPA? What are typical use concentrations? What is it effective against? How long does DBNPA take to be effective? What could make it ineffective in one system but effective in another? Quotes "I enjoy what I do. I enjoy the job I have. I enjoy the career I'm in, industrial water treatment." - James McDonald "Even though the world isn't knocking at our doors asking for our help to save the universe, we still save the universe behind the scenes, and I personally love that." - James McDonald "We need to celebrate. Sometimes we need an excuse to celebrate, an excuse to talk about what we do, and trumpet to the world what we do; which was the idea behind starting Industrial Water Week." - James McDonald "I love January because it always feels like a new start. Let's make 2023 the best year ever." - Trace Blackmore Connect with James McDonald Phone: (937) 689-4031 LinkedIn: in/james-mcdonald-pe Websites: industrialwaterscience.com Chemaqua.com Industrial Water Treatment Cartoon: industrialwaterscience.com/fun James McDonald Press Release: Read or download Here Links Mentioned Rocketbook Water Cake AWT (Association of Water Technologies) Industrial Water Week, Oct 2-6, 2023 CWT Practice Course from the Scaling UP! H2O Academy Episode 276 Detective H2O's The Case of Seeing the Dead The Rising Tide Mastermind List of January 1st podcast episodes by year 1st one of 2022 1st one of 2021 1st one of 2020 1st one of 2019 1st one of 2018 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.

Happy New Year, Scaling UP! Nation. It's amazing how much we can accomplish in a year, and right now, at this moment, you get an entire year to accomplish your goals. Take this week to plan your year because we all know that life set to default doesn't get us where we want to go. Don't live life by default; instead, do something new each and every day to make sure that you are getting the most out of it. Make sure you're working towards your goals every day this year. Build a life you can reflect back on and be proud of in 2023. Bottom line: Trace Blackmore is going to teach you how to start the year off right by doing a SWOT Analysis with a twist. Timestamps Trace Blackmore's advice on making a plan for 2023 so you don't live life by default [01:30] Periodic Water Table With James McDonald [08:25] SWOT Analysis with a twist [10:30] What's in store for the podcast in 2023 and Upcoming Events for Water Treatment Professionals [21:30] Periodic Water Table …PBTC. First, what does PBTC stand for? What is its chemical formula? What is it used for? What systems is it used in? How does it compare with other phosphonates? What does "calcium tolerance" have to do with PBTC? What concentrations is it used in industrial water treatment? Is it synergistic with any other water treatment chemicals? Do you use any products with PBTC in it right now? Which ones? Quotes "Instead of doing SWOT, do TOWS. Start with the Threats and work backward to your Strengths. By being externally focused on what Threats are out there vs. we are thinking about protecting what we already have you'll learn more." - Trace Blackmore "We want to make sure everyone has access to clean drinking water." - Trace Blackmore "There is always something new to learn out there." - Trace Blackmore "Take this week to plan your next year." - Trace Blackmore "If your brain is getting bored, challenge it, and I promise it will change everything." - Trace Blackmore "Don't sell on price. Sell on your values." - Trace Blackmore Connect with Scaling UP! H2O Email Executive Podcast Producer, Corrine Drury: [email protected] 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 Legionella Resources Ep 249 Jill Cavano's SWOT Analysis Ep 288 The One Where Trace Blackmore Reflects On 2022 Global 6K (May 20th, 2023) The Rising Tide Mastermind Submit a Show Idea Events 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. Books Mentioned Will It Fly by Pat Flynn The 12 Week Year by Brian P. Moran

What was the best thing you learned this year? What about water treatment surprised you this year? Who helped you learn this year? What did you take the time to research? What is sparking your curiosity? In keeping with tradition, we are using the last episode of the year to encourage ALL of our listeners to reflect back on 2022 and make a plan for 2023. Bottom line: Trace Blackmore is going to inspire you to celebrate what you've learned in 2022 and make a plan to grow in 2023. Timestamps: Trace Blackmore welcomes you to the last episode of 2022 [1:00] Thinking On Water With James [17:40] Industrial Water Week, AWT, Building a community of water treaters, Team World Vision, Sneak Peek of 2023 episodes, The Rising Tide Mastermind, and the new Scaling UP! H2O Academy [20:00] Thinking On Water With James: In this week's episode, we're thinking about evaporative condensers. What is the difference between an open-air cooling tower and an evaporative condenser? What unique challenges do evaporative condensers present? How might system volume be different between an evaporate condenser and an open-air cooling tower? How could the water treatment need to be different in an evaporative condenser? What about antimicrobials? Why and how should an evaporative condenser be cleaned and passivated prior to starting up a new system? Could a common sump for multiple units provide any benefits? Is white rust and common coil metallurgy a consideration? Take this week to think about evaporative condensers and how they can offer their own unique challenges when treating their water. Be sure to follow #TOW22 and #ScalingUpH2O to share your thoughts on each week's Thinking on Water. I'm James McDonald, and look forward to learning more…from you. Wait…one last note as we bring 2022 to an end. Together, we've thought about 52 Thinking on Waters with James. We've covered everything from industrial water in to industrial water out and everything in between. For being a profession that few people have heard of, there sure is a LOT to know about it to do it correctly. I want to thank you for taking this journey with me yet again. What will 2023 hold? More learning, I can assure you. What format will it take? You'll just have to wait and see…next year…drop by drop. Quotes: "How do you know what you don't know?" - Tim Fulton "It's always great to take a Victory Lap and see what life has given you as a gift but also what is life trying to teach you so you can make the next year even better." - Trace Blackmore I always want to be the first person to say 'I'll help you with that." - Trace Blackmore "How can you serve? Take a moment to find one thing you can do to serve other people. Line up your volunteer opportunities before the end of the year." - Trace Blackmore Connect with Scaling UP! H2O: Email Executive Podcast Producer, Corrine Drury: [email protected] 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: youtube.com/@ScalingUpH2O Events: 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. Links Mentioned: Scaling UP! H2O Academy Tim Fulton's website James McDonald's Thinking On Water With James Industrial Water Week Team World Vision's Global 6K The Rising Tide Mastermind Submit a Show Idea Thank You to 2022's Podcast Sponsors! AquaPhoenix Reinert Consulting Special Pathogens Fluid Maintenance Solutions McGowan Insurance Scranton Associates

Everyone is looking for new ways to increase employee engagement and employee retention, which is why we brought back podcast guest Reid Hutchison of HOH Water Technology in Palatine, IL to talk about the best ways he has found to entice Millennials and Gen Zs to his company. What is your company known for? What reputation does your company have in the professional sphere? Why does top talent opt to apply to your company or remain at your company? If you are looking for the secret sauce to entice the next generation of water professionals to your company, then this episode is for you. Bottom line: Reid Hutchison is going to share how companies that give back create better employee engagement. Timestamps: Merry Christmas and Upcoming Events for Water Treatment Professionals [1:01] Thinking On Water With James [08:13] Interview with Reid Hutchison of HOH Water about his involvement with AWT [10:00] Why everyone needs to consider joining The Rising Tide Mastermind [22:00] Inspire employee engagement and solve the Global Water Crisis with The Global 6K [32:00] Thinking On Water With James: In this week's episode, we're thinking about something a little different. We're thinking about Santa Claus and all the gifts he brings. Assuming you have been a good industrial water treatment professional if Santa Claus could leave you a new piece of water-testing equipment in your stocking, what would it be? Would it be a replacement for something you already have? Would it be something you've always wanted, instead? If either of these, why haven't you already replaced it or why haven't you already gotten it? Could you make it a goal to get it in the new year? What if Santa Claus could bring you a piece of water-testing equipment that doesn't even exist yet? What would that be? Take this week to think about what you carry around for water testing every day and how you might just be your own Santa Claus this year. Quotes: "It's a challenge, for all of us collectively, to continue to attract talented people." - Reid Hutchison "I would love to be a part of a company that makes a difference, to be a part of an industry that makes a difference in the world." - Reid Hutchison "Ending the global water crisis is a team effort." - Reid Hutchison "It costs about $50 to deliver water to one person." - Reid Hutchison "I am always looking to learn and improve." - 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 Connect with Reid Hutchison: Email: ​​[email protected] Website: www.hohwatertechnology.com LinkedIn: in/reid-h-3a329431 Press Release Links Mentioned: Watch this video as Reid Hutchison shares how you as an individual or as a company owner can participate in this year's Global 6K for Water scalinguph2o.com/ReidGlobal6K Make a donation or Join Team Scaling UP! Nation's Global 6K scalinguph2o.com/6K Team World Vision The Rising Tide Mastermind Events: 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. Episodes Mentioned: 122 The One with Reid Hutchison 123 The Other One with Reid Hutchison 236 The One Where We Talk About Waters Treaters Changing The World 284 The One About The AWT Convention Experience

What do you do when you encounter an issue you've never seen before in the field? What is the process you work through to figure out what is wrong? Where do you go to look for the information you need? What do you test for? How do you know if your treatments are working? How do you communicate and collaborate with your customers when there is a problem with one of their systems? If you want to know the Secret 6 Steps you need to take today to resolve a new problem you encounter in the field, Adam Sites has the solution you are looking for. 1.) Identify the problem 2.) Think through what could be going on in your memory banks 3.) Reach out to others who might have more experience with your problem (the client, fellow Mastermind Members, professionals in your network, mentors, your suppliers) 4.) Test what you think the issue is until you've narrowed it down 5.) After testing and you've figured out what the issue is, treat and observe 6.) Document what you did and learned, and share what you learned with others Adam Sites, CWT has worked with Capital Technologies for over 15 years and, like many smaller water treatment companies, he wears many hats, including service manager and sales manager. Working with his team and finding new opportunities to grow their business are equally rewarding to him. In short, Adam is always up for new opportunities to grow and learn. Podcast host and CWT, Trace Blackmore reminds us that when we educate ourselves, we get better; and when we learn individually, the entire water industry benefits. Trace Blackmore interviews Adam Sites about what Adam did when he was up against a new Bottom line: Adam Sites shares the 6 steps you need to do in the field when you come up against unexpected challenges. Timestamps: Trace Blackmore shares Upcoming Events for Water Treatment Professionals [01:00] Thinking On Water With James [7:45] The career journey of Adam Sites CWT, Service Manager and Sales Manager of Capitol Technologies [9:00] The Purple Goo Mystery: AKA working a problem until it is solved [18:11] Sales, new business, PSA take care of your Mental Health, Lightning Round questions with Adam Sites [38:00] Thinking On Water With James: In this week's episode, we're thinking about the Heat Exchanger Fouling Factor. What is a Fouling Factor? What does it tell about the efficiency of heat transfer across a heat exchanger? How is a Fouling Factor calculated? What assumptions do design engineers make about Fouling Factors when designing a new heat exchanger, and how might these assumptions impact the water flow rate? What can impact a Fouling Factor over time? Why is understanding Fouling Factors important? Take this week to think about and learn more about the heat exchanger Fouling Factor. Quotes: "I used the Pandemic to work on my messaging, and what I wanted to say. I built up my knowledge in new areas and established a better plan to figure out 'What is the right kind of business and who do I want to talk to?' Now I'm better prepared to talk to new customers." - Adam Sites "One of the cool things about water treatment is the mysteries, and things that are new to us." - Adam Sites "If you don't know the answer, ask and find it out. It's okay to ask." - Adam Sites "PSA - take care of your mental health. There are so many resources out there. Check out the National Suicide & Crisis Hotline - call 988 if you need help." - Adam Sites Connect with Adam Sites: Phone: 724-747-7446 Email: [email protected] Website: captec.us LinkedIn: linkedin.com/in/adam-sites-cwt-64a14265 Press Release Events: 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. Links Mentioned: The Rising Tide Mastermind Submit a Show Idea National Suicide & Crisis Hotline - call 988 Audible Episodes Mentioned: Episode 110 about Boiler Surging (episode question provided by Adam Sites) Episode 257 with TED Talk speaker and author, Drew Dudley Episode 117 Part 1 with Kathleen Edelman Episode 179 Part 2 with Kathleen Edelman Episode 281 Part 3 with Kathleen Edelman Books Mentioned: This is Day One by Drew Dudley The Body Keeps the Score: Brain, Mind, and Body in the Healing of Trauma by Bessel van der Kolk M.D. The Walking Dead: Invasion by Jay Bonansinga and Robert Kirkman I Said This, You Heard That – Workbook by Kathleen Edelman I Said This, You Heard That 2nd Edition by Kathleen Edelman A Grown-Up's Guide To Kids' Wiring by Kathleen Edelman

We've talked about what Legionella bacteria is and how to prevent Legionella from developing in your clients' systems on previous podcast episodes, but what do you do when your building does test positive for Legionella bacteria? We've had so many questions about this topic that the Scaling UP! H2O team decided to re-release our most listened-to episode on this topic. Dr. Alberto Comazzi answers dozens of listener-submitted questions about what to do when your system tests positive for Legionella, and what options water professionals need to consider when treating Legionella bacteria in your client's systems. For those of you who don't know Alberto Comazzi: he is a member of the ASHRAE SSPC 188 committee, AWWA premise plumbing committee, and the AWT pre-treatment committee. Alberto is certified to ASSE/IAPMO/ANSI 12080 Legionella Water Safety and Management Personnel. The author and co-author of fifteen scientific papers, and the Technical Director at Sanipur US, based in Philadelphia PA, Alberto was the first person I thought to have on the show to answer questions about treating systems positive for Legionella. Alberto Comazzi has a Ph.D. in Industrial Chemistry from the University of Milan, Italy. His research during his academic experience was focused on the study of the stability and the interaction among different chlorine-based water disinfectants. He has presented at over 20 conferences and there was no one our listeners enjoyed learning from more on the topic of Legionella than Alberto. Bottom line: Alberto knows exactly what you should do when treating a system that tests positive for Legionella bacteria. Want to learn more about Legionella? Check out our free Legionella Resources page HERE Timestamps: A thank you from podcast host, Trace Blackmore [1:00] Introducing Alberto Comazzi, Ph.D. [10:19] No silver bullet for Legionella remediation [15:00] The three Legionella remediation options and their drawbacks: Heat and Flush, Filters, and Supplemental Disinfectant [17:00] If a customer requests Supplemental Disinfectant, what should you consider, and what questions should you ask so you can develop the right plan for them? [30:00] Other harmful water pathogens and re-opening buildings after COVID [39:00] Why should your company get involved with Water Hygiene? [48:00] What are some unforeseen pitfalls to look out for and your best advice for our water treatment listeners? [52:00] Lightning round questions [57:00] Quotes: "The awareness about Legionella is much higher than it was two years ago for two main reasons: buildings are reopening and public awareness of infections in general." -Alberto Comazzi, Ph.D. "There isn't one silver bullet for water management." -Alberto Comazzi, Ph.D. "You need to be proactive about testing for Legionella; that's the only way to know if your plan is working." -Alberto Comazzi, Ph.D. "A water treatment provider needs to give their customer what they want and be able to do what's best for them." -Alberto Comazzi, Ph.D. "We're coming out of COVID, and as buildings are reopening there is definitely an increased awareness about Legionella and other waterborne pathogens from the people outside of the healthcare industry." -Alberto Comazzi, Ph.D. "When you do water hygiene, you are helping public health and buildings, and you are saving lives." -Alberto Comazzi, Ph.D. "The most important reason to do water hygiene is to help public health." -Alberto Comazzi, Ph.D. Connect with Alberto Comazzi: Phone: 267-326-2353 Email: [email protected] Website: www.sanipur.com Linkedin: https://www.linkedin.com/in/alberto-comazzi-132637128/ Thinking On Water With James: In this week's episode, we're thinking about infrared thermometers or guns. Why would you want to use an infrared thermometer on industrial water systems? What pieces of equipment should they be used upon? How far away are they accurate? What does the distance-to-spot ratio tell you about the size of area the infrared thermometer is measuring? How does the design of the steam trap impact where and what temperatures you should see around a trap? Take this week to think about infrared thermometers, their strengths, weaknesses, and uses. Events: 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.

Have FOMO because you were unable to attend the 2022 AWT Convention in Vancouver, Canada this year? Get ready for all that guilt and stress to melt away because Trace Blackmore is bringing the Convention experience to you. Trace Blackmore brought his microphone to the 2022 AWT Convention in Vancouver, Canada, and recorded the Convention experience so even if you were not able to attend this year, you can hear all about the Convention through the voices and stories of Convention guests. Listen as Trace Blackmore interviews AWT Presidents, Attendees, Vendors, Suppliers, Sponsors, Award Recipients, and Business Owners as they describe everything they are experiencing and learning at the 2022 AWT Convention. Bottom line: Trace Blackmore brings the AWT Convention experience to podcast listeners. Timestamps: Trace Blackmore welcomes you to the latest episode and Upcoming Events for Water Treatment Professionals [01:50] Introducing the AWT Convention to podcast listeners [6:17] Interview with Steve Hallier, AWT President [8:52] Interview with Janice Shawl, Vice President of Operations; Marketing & Sales Director of AMSA, Inc. [14:00] Interview with Stephanie Choury, Segment Marketing Specialist at Buckman [15:45] Interview with Tom Marcone of Walchem, Corporate Vice President of Marketing at Iwaki America Inc. [17:15] Interview with Chelsea Farmer, recipient of the 2022 Rising Star Award [19:15] Interview with Jill Cavano, owner of Scranton Associates [21:50] Interview with Noah Baskin, AWT President-Elect [26:00] Thinking On Water With James [30:20] Thinking On Water With James: In this week's episode, we're thinking about the purpose of the slow and fast rinse of softener regeneration. After the brine draw, why are these two different flowrates of rinse required? Why not just a slow rinse or just a fast rinse? What is being accomplished with each? What is the impact if either step is too long or too short? What is the proper flowrate for each? Can you measure the flowrate? Take this week to think about the purpose of the slow and fast rinse of softener regeneration. Quotes: "We are looking forward to a phenomenal convention in Grand Rapids, MI in 2023. We hit a home run because historically it's been a great venue." - Steve Hallier, AWT President "It is very rewarding to be part of the AWT Committees, it's been great." - Steve Hallier, AWT President "I'm excited that we, as an organization, have been able to get back together. It's nice seeing each other's faces and the professional network that we have."- Stephanie Choury "The AWT is in great hands." - Trace Blackmore "For those of us who attended the 2022 AWT Convention, it was fantastic." - Trace Blackmore "James McDonald painstakingly creates a segment on our podcast each and every week because he cares about the Scaling UP! Nation. He cares about the water treatment industry and he cares about our friendship. He wants to make sure that we are all raising the bar one water treater at a time." - 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: About Trace Blackmore Ep 249 with Jill Cavano The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: 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.

What are the secrets to a successful leadership transition? What do you need to know before you hand over the company you built to someone else in your family, your team, or a competitor? What are some of the most common mistakes that happen in a leadership transition? What is the hardest part of phasing out of leadership? And what is the significance of 57? Today, Trace Blackmore is interviewing Bruce Ketrick Sr., CEO of Guardian CSC, and Bruce Ketrick Jr. (BJ), President of Guardian CSC about how to successfully transition into a leadership role. Bottom line: By the end of this episode, you'll know how to handle a leadership transition with ruthless honesty and grace. Your roadside friend, as you travel from client to client. -Trace Timestamps: Giving Friday and being Thankful with Trace Blackmore [1:01] Thinking On Water With James [7:26] Interview with Bruce Ketrick Sr. and Bruce (BJ) Ketrick Jr. of Guardian CSC [08:50] Closing thoughts with Trace [42:40] Thinking On Water With James: In this week's episode, we're thinking about the mass balance around a closed loop system. What are all the possible ways water may enter and leave a closed loop system? How would you know if a closed loop was losing water? Could a water meter miss small water losses? Is there more than one makeup water source? Is the recirculation pump leaking? Are there process leaks or even water loses due to repairs? Is water being lost through the pressure relief valve or surge tank? How much water is lost through sidestream filtration or pot feeder equipment? Take this week to think about the mass balance around your closed loop system and the impacts this knowledge may have. Quotes: "I wanted to pass it down to family. I built the company because I needed to supply an income for my family, and it grew." - Bruce Ketrick Sr. "We respect each other." - Bruce Ketrick Jr. "The hardest thing to do is to step back; you need to set aside your ego and let someone else run the show." - Bruce Ketrick Sr. "Nothing happens without some disagreement." - Bruce Ketrick Sr. Connect with Bruce Ketrick Sr.: Email: [email protected] Website: guardiancsc.com LinkedIn, personal: in/bruce-ketrick-94111511 LinkedIn, company: company/guardiancsc Connect with Bruce Ketrick Jr.: Email: [email protected] LinkedIn, personal: in/bruce-ketrick-jr-cwt-9b11189 LinkedIn, company: company/guardiancsc Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: 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 this year's Industrial Water Week, Trace Blackmore invited Semra Gül, Technical Manager at Syntec Corporation to answer Scaling UP! Nation's Pretreatment questions. This week, Trace Blackmore welcomes her back to talk about her career, how she got her start in the water treatment industry, volunteering, troubleshooting. Semra Gül is originally from Turkey and had worked in Turkey and Europe before coming to the United States. She is an active member of the Association of Water Technologies (AWT), serving as a member of the cooling committee and chair of the Pretreatment committee. Aside from AWT, Semra is also a member of the American Chemical Society (ACS), American Water Work Association (AWWA, Water Environment Federation (WEF), International Water Association (IWA), and Water Quality Association (WQA). In this Episode, Trace asks Semra: Why do European countries want to source their water treatment chemicals from the USA? Why get involved with a professional organization and serve on a committee? What are the ways a water treater can stay up-to-date on new water technologies? What should someone consider when joining a professional organization? How can Industrial Water Treaters save the environment? How can we be better stewards of water? Whose responsibility is it to conserve water? What are the unseen repercussions of 'cheap water'? How does Semra decide what to learn next? How to improve your troubleshooting? What should Water Treaters stop doing? Where will the Water Industry be 20 years from now? What can Water Treatment companies do to attract new hires? Bottom line: Semra Gül is a passionate Water Treater, and today, she will share with us how bad water quality pushes us to find creative solutions. Your roadside friend, as you travel from client to client. -Trace Timestamps: How Trace narrows down episode topics [01:01] Trace Blackmore interviews Semra Gül, Technical Manager at Syntec Corporation [07:06] Lightning Round Question [37:37] Upcoming Events for Water Treatment Professionals and closing thoughts [40:30] Thinking On Water With James [43:43] Thinking On Water With James: In this week's episode, we're thinking about other uses for reverse osmosis concentrate or reject. What is the quality of the RO concentrate? Is it softened or was antiscalant used to protect the RO from scale formation? What is the volume of RO concentrate available? Is the RO located close enough to another possible use to make it feasible? Could the RO concentrate be used in a cooling tower? If so, could it provide 100% of the makeup throughout the day or would a secondary makeup be required? What would the quality of that secondary makeup need to be? Could the RO concentrate be used as a wash water for a process? Could the RO concentrate be used as a water source for a process itself? Take this week to think about the RO units you may have, and if the concentrate waste stream could become a treasure instead. Quotes: "How can I help?" - Semra Gül "We have to give back to nature." - Semra Gül "Be sure to share your experience with other people." - Semra Gül "Besides networking, joining different organizations will help you to be up-to-date with new water technologies." - Semra Gül "The best chemist is the one who uses fewer chemicals." - Semra Gül "Education changes everything" - Semra Gül "If you want to be successful, you have to be a life-long learner." - Semra Gül "We have to learn how to conserve water. Every single person has the personal responsibility to conserve or reuse water." - Semra Gül Connect with Semra Gül: Phone: 646-988-7081 Email: [email protected] Website: www.syntec.com LinkedIn: in/semra-gul-2a572541 company/syntec-corporation Links Mentioned: American Chemical Society (ACS) American Water Works Association (AWWA) Water Environment Federation (WEF) US Energy Information Administration Audible The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: 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. Books Mentioned: Rich Dad Poor Dad by Robert Kiyosaki Atomic Habits by James Clear The Best Thomas Jefferson Biographies

The work that Kathleen Edelman does has given thousands of people, including podcast host Trace Blackmore, the communication tools they need to speak the language of kindness which has the power to change every relationship in your life. There has never been a better time to choose kindness. And Kathleen would punctuate that kindness is a constant choice, and once you understand how to use words that build others up, you'll realize that you can eliminate conflict and miscommunications. Hear coach Edelman's advice on: How do you know if you are communicating with kindness? How do you create a positive atmosphere at the office for all employees? What's the difference between kindness and positive thinking? How do we know if we are speaking in a negative tone? How do we stay in our strengths in difficult situations? How does choosing kindness improve our health? What should we do when we see fighting in public? How do you create an atmosphere at the office to allow for better communication? How do we use kind words in the HR process? Bottom line: Once you tap into the power of kindness, doors will open like you never imagined. Your roadside friend as you travel from client to client. -Trace Timestamps: Happy World Kindness Day [01:10] Interview with Author, Speaker, Coach, and founder of Kind Words Are Cool, Kathleen Edelman [05:50] Closing thoughts with Trace and Upcoming Events for Water Treatment Professionals [56:29] Thinking On Water With James [01:01:00] Thinking On Water With James: In this week's episode, we're thinking about the boiler bottom blowdown procedure. What is the purpose of performing a bottom blowdown? What are the types of valves typically seen on a bottom blowdown for a boiler? Are they different types, and, if so, why are they different types? What order should they be opened during a bottom blowdown? Why is this order important? How long should they be opened? What might happen if they are open too long? What order should they be closed? Why is this order important? Take this week to think about boiler bottom blowdown and the why's and how it is performed. Quotes: "Are you being kind to yourself? - Kathleen Edelman "Where your focus goes is where your energy flows." - Kathleen Edelman "When you move from Selfishness to Servitude, everything changes." - Kathleen Edelman "It's proven that once you speak kindness to yourself, it increases self-esteem, increases empathy, improves your mood, and helps your blood pressure and your stress hormones." - Kathleen Edelman Connect with Kathleen Edelman: Phone: (770) 846-4980 Email: [email protected] LinkedIn: linkedin.com/in/coachkathleenedelman Websites: kathleenedelman.com isaidyouheard.study kindwordsarecool.com Books: I Said This, You Heard That Workbook I Said This, You Heard That (2nd Edition) The Grown-Ups Guide to Kids' Wiring Links Mentioned: 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others Events: 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.

Trace Blackmore brings back podcast favorite Tim Fulton, President of Small Business Matters, Vistage Chair Emeritus, and Executive Coach back to the Scaling UP! H2O Podcast to talk about being a small business owner, leadership, how to become a better leader, Masterminds, and so much more! Tim Fulton is one of Trace Blackmore's most trusted mentors. It is an honor to have Tim back on the show to talk about a topic that will surely help your business, your employees, and you as a leader. Tim answers: What is Vistage and what is the purpose of Masterminds and Peer-to-Peer Groups? What is Talent Matters and how can business owners keep the talent they already have? What are the 12 questions that employees want to be answered by their employers? What's the importance of a mission statement for a company? Why is it important to have a best friend at work? What can companies do to foster good relationships with employees? Why shouldn't businesses do reviews, and what should they do instead? What can the Scaling UP! Nation take away from how SeaWorld trains their whales? How can business owners make sure that they have a culture their employees thrive on? What's the most important thing a leader needs to do? What was it like being a business owner in 1992 when Hurricane Andrew hit Florida? Bottom line: Tim Fulton tells us how to retain top talent today. Timestamps: Learning from your mistakes[01:00] Thinking On Water With James [04:55] Inspiring interview Tim Fulton, President of Small Business Matters, Vistage Chair Emeritus, and Executive Coach [06:14] Closing thoughts on joining a Mastermind and how it helps you create your best self [57:27] Upcoming Events for Water Treatment Professionals [1:06:00] Thinking On Water With James: In this week's episode, we're thinking about mixing acid and water together. If you get this wrong, it can be quite dangerous and destructive. Should you mix acid in water or vice versa? What happens when you mix acid and water together? What's the worst that can occur if you get this wrong? What concerns could you have with feeding acid to a cooling tower, upstream of an RO, or other applications? Seriously, take this week and think about the proper way of mixing acid and water together and how acid should be fed in various applications. Your safety and that of those around you may depend upon it. Quotes: "Companies with strong purpose and strong mission outperform companies whose focus is on revenue and profit - every time." - Tim Fulton "Stop the madness. Performance reviews don't work. Instead, do performance previews where we talk about the future." - Tim Fulton "So much about leadership is not having all the answers, but asking the right questions." - Tim Fulton "As leaders, we need to celebrate success and under-criticize failure." - Tim Fulton "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 Connect with Tim Fulton: LinkedIn: in/timcfulton Twitter: @tf_sbm Website: smallbusinessmattersonline.com Small Business Matters Bootcamp: smallbusinessmattersonline.com/small-business-boot-camp Links Mentioned: Vistage Worldwide, Inc. The University of Georgia: Small Business Development Center 022 The One with Tim Fulton 092 The One About My TED Talk Experience 114 The One Where We Talk Masterminds Small Business Matters Conference Association of Water Technologies' Trainings and Seminars Events: 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. Books Mentioned: First, Break All the Rules: What the World's Greatest Managers Do Differently by Marcus Buckingham et. al Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek Good To Great by Jim Collins

/*! elementor - v3.7.4 - 31-08-2022 */ .elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=".svg"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block} Trace Blackmore brings back Jim Lauria, Vice President of Sales and Marketing at the Mazzei Injector Company, and Adam Tank, Chief Customer Officer at Transcend H2O, to the Scaling UP! H2O Podcast. This time, the hosts of the Water Online sponsored podcast Water We Talking About? will discuss how mindmapping, creative storytelling, and teamwork allowed their podcast to elevate the water industry. The Water We Talking About? podcast started during the pandemic as a way to tell water stories in a meaningful way. Now, 30 episodes in, Jim and Adam have plenty of experience hosting a podcast about water stories, and today we are fortunate enough to hear the things they've learned along the way. Water We Talking About in this episode: Why did Jim and Adam decide to do the podcast, and how do they feel now that they have 30 episodes under their belt? What benefits did they get working with Water Online and vice versa? Why did they decide to join forces rather than have their own individual podcasts? How do Jim and Adam keep up with their engaging and cohesive banter? What have they learned since starting the podcast? What is writing to Jim and Adam, and what is their advice to those hesitant to write? What do they wish people in the water industry would STOP doing? Why should people in the water sector tell water stories? Bottom line: Jim Lauria and Adam Tank share how they educate everyone, both those in and outside of the water industry, by telling water stories. Timestamps: Happy Halloween to the Scaling UP! Nation and Upcoming Events for Water Treatment Professionals [01:00] Thinking On Water With James [08:56] Inspiring interview with the hosts of the Water We Talking About? podcast, Jim Lauria, Vice President of Sales and Marketing at the Mazzei Injector Company, and Adam Tank, Chief Customer Officer at Transcend H2O [09:52] Closing thoughts on podcasts about the water industry [39:18] Thinking On Water With James: In this week's episode, we're thinking about resin traps. First, what is a resin trap? Why would resin need to be caught in a trap? What can cause resin to even make it to such a trap? Are resin traps only for capturing resin, or can they be installed on other water treatment equipment with other types of media? What are the various designs for resin traps? How are they cleaned? Do any of your systems have resin traps installed? Take this week to think about resin traps and the benefits they may provide. Quotes: "In the beginning, I was very intent that if we are going to do the podcast, people are gonna learn actual tactics on how to tell water stories in a meaningful way." - Adam Tank "The podcast is a partnership." - Jim Lauria "Jim and I both appreciated the way each other presented our story." - Adam Tank "Talk about general trends in the water industry, and you will get more engagement." - Jim Lauria "If our industry could tell better stories, we could radically elevate the conversation about water globally." - Adam Tank Connect with Jim Lauria: Email: [email protected] LinkedIn: https://www.linkedin.com/in/jimlauria Website: www.mazzei.net Newsletter: To Know Water Is To Love Water Connect with Adam Tank: Email: [email protected] LinkedIn: https://www.linkedin.com/in/adamtank/ Website: www.transcendh2o.com Newsletter: At Water's Edge Listen to 'Water We Talking About?' on all major podcast streaming platforms, or on Water Online, where you can watch all 30 of Jim and Adam's episodes! Links Mentioned: 166 Reading The Raven and Haunted Boilers 181 The One Where Water Geeks Talk About Social Media 047 The One with the Guy Who Writes About Water Water Online Megan Casey Glover of 120 Water Creating A Customer Ecosystem With Megan Glover, Founder Of 120Water Events: 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. Books and videos Mentioned: The Ghost Map by Steven Johnson The Control of Nature by John McPhee Brave Blue World (2020 film) Halloween (Franchise)

Trace Blackmore invites Antoine Walter, host of the (don't!) Waste Water Podcast and Senior Business Development Manager at Georg Fisher, on the show to discuss their mutual love of hosting podcasts about water. What started as a way for Antoine to connect with others during the COVID-19 lockdown has transformed into an inspirational podcast show where water professionals share their fields of expertise and explore the latest water technologies with the (don't) Waste Water listeners. In this Episode Trace asks Antoine: What are the lessons we can learn from Jean-Claude Van Damme when it comes to hosting a podcast? Who is Antoine's dream podcast guest, AKA, the White Whale? What will the future of water look like in 30 years? How have sales changed since the pandemic, and are those changes here to stay? Why start a water treatment podcast? Where to go for podcast topic inspiration? What did he wish he knew on his first day as a podcast host? Do podcasts transcend borders? Why does Antoine love wastewater? Bottom line: Antoine Walter shares how he educates, entertains, and inspires water professionals globally weekly with his globally-reaching podcast. Timestamps: October's Scaling UP! H2O theme is Water Podcasts and Upcoming Events for Water Treatment Professionals [01:00] Inspiring interview with (don't!) Waste Water podcast host and Senior Business Development Manager, Antoine Walter [08:00] Lightning round questions [46:00] Thinking On Water With James [01:00:00] Thinking On Water With James: In this week's episode, we're thinking about how water quality varies within your area. How do parameters such as hardness, alkalinity, silica, and conductivity vary around your area? How do they change between surface water and groundwater sources? Does the city water quality vary according to the water source they may be using at that time? How does this impact the water treatment programs you are managing? How can it impact the pretreatment, chemistry, and water efficiency? Is the end user aware of these potential impacts? Take this week to think about how water quality varies within your area and the impacts it may have. Quotes: "A conference is a way to take the temperature of the industry." - Antoine Walter "If you build storytelling into your podcast episode you'll catch people and have key take-home messages." - Antoine Walter "I want to be in wastewater. You can do so many rewarding things in this specialty" - Antoine Walter "Water is essential and the bedrock of all other industries." - Antoine Walter Connect with Antoine Walter: Email: [email protected] LinkedIn: in/antoinewalter1 Website: www.georgfischer.com Don't Waste Water Podcast: dww.show The Water Show with Björn Otto: company/the-water-show/about Subscribe to the (Don't) Waste Water Newsletter: https://www.linkedin.com/newsletters/don-t-waste-water-6884833968848474112/ Events: 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. Links Mentioned: Trace's interview on the (don't) Waste Water Podcast Shure SM7B Vocal Dynamic Microphone International Water Association (IWA) SUEZ Water Sustainable Development Goals - Goal 6: Ensure availability and sustainable management of water and sanitation for all Veolia 253 The One About Biofilms 3 Paths to Reach SDG 6 by 2050: All Our Hopes are on #3! (DWW episode with David Lloyd Owen) What would it Empower, if Water Actually Became a Non Fungible Token? (DWW episode with Katrina Donaghy) Listen Notes: The best podcast search engine The Rising Tide Mastermind Submit a Show Idea Books Mentioned: Where the Water Goes: Life and Death Along the Colorado River by David Owen The Worth of Water by Gary White & Matt Damon Global Water Funding by David Lloyd Owen SPIN Selling by Neil Rackham Water Always Wins: Thriving in an Age of Drought and Deluge by Erica Gies The Sustainability Puzzle by Alice Schmidt and Claudia Winkler

Trace has been hosting the podcast since 2017, and in this episode, he is going to answer your listener questions. Do we record our episodes live, or do we pre-record them? Why did Trace Blackmore start the podcast? What does Trace get out of hosting the weekly podcast? How do our listeners find the podcast? Why does he strongly support the Association of Water Technologies (AWT)? Who is on the podcast team, and what do they do? What metrics do we look at to know that listeners enjoy our episodes? Does he use any special microphones when recording? Will he ever invite the spouses of water treatment professionals on the show? What is the best thing that has happened to Trace since starting the podcast? Where do most of our listeners download the podcast? Trace will answer those listener questions in this episode as he sets the stage for this month's Scaling UP! H2O theme: Podcasts. You read that right. This is not the last episode about podcasts. In the next few weeks, we are going to hear from hosts of other podcasts in the water industry as they talk about their shows and the behind-the-scenes of making them. Bottom line: Trace Blackmore will answer listener questions about the Scaling UP! H2O Podcast. Timestamps: Trace Blackmore welcomes you to the latest Pinks and Blues episode and Upcoming Events for Water Treatment Professionals [00:20] Thinking On Water With James [14:58] Trace Blackmore answers listener questions about the Scaling UP! H2O Podcast [19:57] Thinking On Water With James: In this week's episode, we're thinking about the mass balance around a cooling tower system. Sure, you have the makeup water, evaporation, and blowdown, but where else may water enter or leave the cooling tower system? Is water lost to the overflow when the system is shut down and water drains back from the piping? Is excessive water lost due to drift or windage? Are there process leaks either removing water from the system or even adding water to the system? Is there a secondary makeup source? Is there a leak in the basin? How much water is lost due to the backwash of a sidestream filter? Is the blowdown valve closing all the way? Take this week to think about the mass balance around a cooling tower system and what you may have seen or could see. Quotes: "I started the podcast because I enjoy teaching." – Trace Blackmore "When I teach something, I learn it better." – Trace Blackmore "Q: Why Volunteer? A: The more you give, the more you will get out of it." – Trace Blackmore "I love the water treatment industry." – 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: Industrial Water Week Submit an idea for a future Scaling UP! Podcast episode The Hang (November 10, 2022) 221 Raw Materials Supply Chain Update Roundtable 265 The One About Legionella and a FedEx Package, Part 1 AWT (Association of Water Technologies) The Rising Tide Mastermind Shure SM7B Vocal Dynamic Microphone Events: 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.

Welcome to the last day of Industrial Water Week. I'm your host Trace Blackmore, and I'm bringing back listener favorite Shawn McGrade of Kurita America for today's interview. Shawn's 2 previous episodes about his career experience in water treatment are some of our most shared podcast episodes, so if you know of someone considering a career in water treatment, this is the perfect episode to pass along to the water career-curious people in your life. How did you get started in this industry? Were you born into it, like me, or did you fall into it like Shawn McGrade and James McDonald? What does your day-to-day look like? What does a bad day look like for a water treater? How do you show value to your clients? How do you not take losses personally? What advice do you have for professionals considering a career in water? Join me as Shawn answers these questions and a few more in this celebrated episode. Bottom line: Shawn McGrade will introduce the abundant opportunities available to individuals considering careers in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: Trace Blackmore welcomes you to Careers Friday [00:01] James McDonald's Careers Water Story [05:30] Careers with Shawn McGrade [10:40] What I wish I knew about having a Career in Water Tammy Faber [19:55] Detective H2O: The Case of Seeing the Dead [25:15] Quotes: "A day doesn't go by when you don't learn something new and exciting. You always need to have your thinking cap on, but that's all part of the fun." – Shawn McGrade Connect with Shawn McGrade: Email: [email protected] Phone: 651-788-2185 Website: www.kuritaamerica.com LinkedIn: in/shawn-mcgrade-08187114a Links Mentioned: Water Cake Recipe 188 The One To Listen To If You Are Considering Becoming A Water Treater, Part 1 (with Shawn McGrade) 258 The One To Listen To If You Are Considering Becoming A Water Treater, Part 2 (with Shawn McGrade) 252 The One About the Operations Manager Turned Sales Manager (with Tammy Faber) Water Week 2023

On day 4 of Industrial Water Week, we are celebrating Wastewater Thursday with water treatment expert and consultant Dave Christopherson. What is Wastewater and Wastewater Treatment? How do you describe what you do for a living to those unfamiliar with your field? What are the 4 types of Wastewater? Do you only work in sewers when working in Wastewater (*asking for a friend)? What do you need to know about your client's water before you meet with the client? What's the best advice for Jar Testing? I'm asking those questions and more in today's Wastewater Thursday interview with Dave Christophersen. Join me, Trace Blackmore, the host of the Scaling UP! H2O Podcast and Dave Christophersen, as we celebrate Wastewater Thursday together. Bottom line: Dave Christophersen will introduce Wastewater to students and recent graduates considering careers in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: Trace Blackmore welcomes you to Wastewater Thursday [00:01] James McDonald's Wastewater Story [05:07] Wastewater Thursday interview with Dave Christophersen, CWT [10:50] What I wish I knew my first day as a water treater with Shawn McGrade [19:40] Detective H2O: The Case of Breaking Free [28:44] Quotes: "Wastewater is water that has been used for some purpose, and now has some components that need to be removed if you want to reuse that water.'' - Dave Christophersen "On my first real Wastewater Project, I learned how complicated it is. I learned that the more complicated the problem was the greater the learning opportunity, which meant the greater the reward was." Dave Christophersen Connect with Dave Christophersen: Phone: 937.477.7129 Email: [email protected] LinkedIn: in/dave-christophersen-a3291328 Links Mentioned: Industrial Water Week 078 The One with The Waste Water Guy (Part 1) (with Kevin Cope) 079 The One with The Waste Water Guy (Part 2) (with Kevin Cope) 255 Pinks And Blues: Testing for Halogen in A Water System 269 The One About The Water Treater Risk Factor Index (with Dave Christophersen) 271 The One With The Secrets to Buying A Company (with Chuck Hamrick) AWT Technical Reference & Training Manual, Chapter 6: Wastewater (Edited by Peter Hawkins)

The time has come for us to celebrate Day 3 of Industrial Water Week with Cooling Wednesday. For today's special episode, I invited Cooling experts and the father-and-son duo from Guardian CSC, Bruce Ketrick Sr., and Bruce Ketrick Jr. Listen to this episode as Bruce Sr. and Bruce Jr. share with the Scaling UP! Nation the meaning of Cooling, primary concerns when it comes to Cooling, things industrial water treaters should know when working in Cooling, and of course, the importance of efficiency in Cooling. How are Green products helping the industry? What are the top 4 things to look out for with Cooling? What does metal loss look like? What methods are used to save both energy and water? What does the future look like for people working on Cooling systems? Team Ketrick will answer these questions and so many more in this interview. Join me, Trace Blackmore, the host of the Scaling UP! H2O Podcast and Bruce Ketrick Sr. and Bruce Ketrick Jr., as we celebrate Cooling Wednesday together. Bottom line: Bruce Ketrick Sr. and Bruce Ketrick Jr. will introduce Cooling to students and recent graduates considering careers in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: Trace Blackmore welcomes you to Cooling Wednesday [00:01] James McDonald's Cooling Water Story [02:52] Solving Water Treatment mysteries with Trace Blackmore [06:34] Cooling Wednesday interview with Bruce Ketrick Sr. and Bruce Ketrick Jr. [11:50] What I wish I knew about Cooling on my first day as a water treater with Russell Baskin [22:27] Detective H2O: The Case of Misdiagnosis [29:28] Quotes: "I look at Cooling as the opportunity to improve people's lives. The more efficiently we do that, the less energy is utilized and the less water is utilized" - Bruce Ketrick Sr. "The top 4 things to look out for with Cooling: Corrosion, Biological (fowling and industrial hygiene), Asset Management, and Energy Management." - Bruce Ketrick Jr. Connect with Bruce Ketrick Sr.: Email: [email protected] Website: guardiancsc.com LinkedIn, personal: in/bruce-ketrick-94111511 LinkedIn, company: company/guardiancsc Connect with Bruce Ketrick Jr.: Email: [email protected] LinkedIn, personal: in/bruce-ketrick-jr-cwt-9b11189 LinkedIn, company: company/guardiancsc Links Mentioned: 137 The One That's All About Cooling Towers, Part 1 (with Brett Alexander of EVAPCO) 138 The One That's All About Cooling Towers – Part 2 (with Brett Alexander of EVAPCO) 237 Pinks and Blues: Cooling Towers, Part 1 240 Pinks and Blues: Cooling Towers, Part 2 265 The One About Legionella and a FedEx Package, Part 1 (with Russell Baskin of Tower Water) 266 The One About Legionella and a FedEx package, Part 2 (with Russell Baskin of Tower Water) Scaling UP! H2O's Legionella Resources page

Welcome back to the Scaling UP! H2O Podcast. The podcast where we scale up our knowledge so we don't scale up our systems. In today's special Industrial Water Week episode, we are going to celebrate Boiler Tuesday! What better way to mark the second day of Industrial Water Week than by having a Boiler expert on the show? I am proud to welcome back Chuck Hamrick Jr. of Eagle Engineering Water Technology, on the podcast! Prevention is always better than cure; which is why Chuck will tell the Scaling UP! Nation the Boiler problems we need to be aware of so that we can nip those problems in the bud before things get out of control. If you are a new Water Treater, what should you look at when treating a Boiler? What is the difference between a Fire Tube Boiler and a Water Tube Boiler? How do you know how to identify a Steam Boiler from a Closed-Loop Boiler? Why do Boilers foam and how do we prevent foaming from happening? Chuck Hamrick will answer these questions and so many more in our educational discussion about Boilers. Join me, Trace Blackmore, the host of the Scaling UP! H2O Podcast and Chuck Hamrick Jr., as we celebrate Boiler Tuesday together. Bottom line: Chuck Hamrick Jr. will introduce Boilers to students and recent graduates considering careers in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: Trace Blackmore welcomes you to Boiler Tuesday [00:01] James McDonald's Boiler Water Story [04:56] Using all your senses when diagnosing a problem with Trace Blackmore [08:23] What I wish I knew on my first day as a water treater with Bruce Ketrick Sr. [11:41] Boiler Tuesday Interview with Chuck Hamrick Jr. [17:32] Detective H2O: The Case of Standing [32:57] Quotes: "When selling Water Treatment, especially Boilers, make sure you do everything thoroughly. Do a complete audit of the system before talking to your client." - Chuck Hamrick Connect with Chuck Hamrick Jr.: Phone: 419-345-4866 Email: [email protected] Website: eaglewatertech.com LinkedIn: in/charles-d-hamrick-jr-cwt-b18062125/ Links Mentioned: Spirax Sarco's Steam Boilers - The Inside Story Playlist 271 The One With The Secrets to Buying A Company with Chuck Hamrick Jr.

Finally, the time has come. We are kicking off Industrial Water Week, and this year, we are going to do something special. We are sharing Water Treater stories about things they wished they knew on their first day as a Water Treater. As is our tradition here at Scaling UP! H2O, I've invited experts to talk about Pretreatment, Boilers, Cooling Towers, Wastewater, and Careers in Industrial Water Treatment this week. Starting this Industrial Water Week series is a chemical engineer and the technical manager at Syntec Corporation, Semra Gül. Semra is an active member of the Association of Water Technologies (AWT), serving as a member of the cooling committee and chair of the Pretreatment committee. What is Pretreatment? How does the AWT Pretreatment Committee contribute to the water industry? Why is Pretreatment important? What should you share with customers who are not interested in Pretreatment? What is the future of Pretreatment? Those are just some of the questions that Semra will answer in this episode. A native of Turkey, Semra will also talk about the differences in how her native country and the United States differ in handling Pretreatment. Join me, Trace Blackmore, the host of the Scaling UP! H2O Podcast and Semra Gül, as we celebrate Pretreatment Monday together. Bottom line: Semra Gül will introduce Pretreatment to students and recent graduates considering careers in water treatment. Your roadside friend, as you travel from client to client. -Trace Timestamps: Kicking off the 5th Industrial Water Week [0:01] Trace Blackmore welcomes you to Pretreatment Monday [05:35] James McDonald's Pretreatment Water Story [10:16] Pretreatment Monday interview with Semra Gül [14:24] What I wish I knew on my first day as a water treater with Jeff Garratt [26:32] Detective H2O: The Case of Normalization [31:15] Quotes: "Pretreatment will be more and more critical. Our water sources are not getting any better, it's becoming worse due to the increasing population, global warming, pollution, and other reasons caused by humans." - Semra Gül Connect with Semra Gül : Phone: 646-988-7081 Email: [email protected] Website: www.syntec.com LinkedIn: in/semra-gul-2a572541 company/syntec-corporation Links Mentioned: 001 A New Podcast for Water Treaters Association of Water Technologies (AWT) Resources (Members-Only Access) Water Cake Recipe Rising Tide Mastermind

Want to learn the secrets to purchasing a company or the top 5 sales tips? If so, my podcast interview with Chuck Hamrick Jr. is a must-listen. I'm Trace Blackmore, host of the Scaling UP! H2O podcast, and in this episode I have the pleasure of interviewing Chuck Hamrick Jr. of Eagle Engineering Water Technology, and today we're covering everything from purchasing a company, sales tips, creating a work-life balance, and publishing papers. Don't miss this career-benefiting interview. Listen to Episode 271 on Scaling UP! H2O's website or tune in wherever you get your podcasts. Bottom line: Chuck Hamrick shares his secrets to buying a company. Your roadside friend, as you travel from client to client. -Trace Blackmore Timestamps: Thank you to everyone who came up to me during the AWT Conference and upcoming Events for Water Treatment Professionals [01:44] Chuck Hamrick Jr.'s career journey in water treatment [ 13:51] The secret to buying out a company [19:46] The top 5 tips for sales and Chuck's favorite sales tools [22:40] The best way to pass the baton to the next owner of your company [27:05] Creating the best Work-Life Balance [31:48] What you need to know when writing technical papers [33:37] Advice for professionals and students [36:28] Lightning round questions [40:00] Thinking On Water With James [46:03] Thinking On Water With James: In this week's episode, we're thinking about softening before or after a reverse osmosis unit. What are the advantages and disadvantages of placing a water softener either upstream or downstream of an RO? If placed downstream, how do you keep the RO from scaling up? When feeding antiscalant, how may stroke and speed pump settings impact effectiveness? Does criticality of the RO system impact the design of where the softener is placed? If an RO removes dissolved solids, why would a water softener even be needed downstream? Are there any reasons to place the water softener upstream that can offset the reduced capital costs of placing it downstream? Take this week to think about whether a water softener should be placed before or after an RO unit. Quotes: "If you are given an option to buy out a company, try to learn as much as you can immediately about how the business works." - Chuck Hamrick Jr. "A 'no' is just one step closer to a 'yes'. The more 'nos', the more chances that I'll be making more sales." - Chuck Hamrick Jr. "If you find a trusted and knowledgeable person, don't hesitate to come up and talk to them, introduce yourself to them, and learn from them" - Chuck Hamrick Jr. Connect with Chuck Hamrick Jr.: Phone: 419-345-4866 Email: [email protected] Website: eaglewatertech.com LinkedIn: in/charles-d-hamrick-jr-cwt-b18062125/ Links Mentioned: Wilson Learning 5 Simple Rules For Transitioning a Family Business To the Next Generation, from Inc. Grit: the power of passion and perseverance | Angela Lee Duckworth (TED Talk) The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Jeffrey Gitomer-Sales Training Programs Events: 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. Books Mentioned: Traction: Get a Grip on Your Business by Gino Wickman What the Heck Is EOS? by Gino Wickman I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman Boiler Water Treatment by Colin Frayne Drop by Drop: Articles on Industrial Water Treatment by James McDonald THE HOUR That Changes Everything by Richard Pearson Grit: The Power of Passion and Perseverance by Angela Duckworth Consistency Selling: Powerful Sales Results. Every Lead. Every Time by Weldon Wong Life According to Jesus by Jack Graham The Little Gold Book of YES! Attitude by Jeffrey Gitomer Little Platinum Book of Cha-Ching by Jeffrey Gitomer Confronting Reality: Doing What Matters to Get Things Right by Larry Bossidy and Ram Charan Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr

Let's talk about money. Not many people know about finance because it is daunting. When I was just a little boy, my grandfather introduced me to stocks and investments, and that opened the door to my interest in finance and learning how to make my money work for me. In today's Pinks and Blues, I am going to talk about why you should take advantage of company-sponsored retirement accounts, how to get your money to work for you, and where you should put your money to make it grow. I'm answering your questions about the basics of finance, and if you have more questions, drop the Scaling UP! H2O team a comment, and we might make another episode for you in the future. Bottom line: Trace Blackmore is answering listener questions about Basic Finance in today's Pinks and Blues so our listeners can make better financial decisions. Your roadside friend, as you travel from client to client. -Trace Timestamps: I'm at AWT and Upcoming Events for Water Treatment Professionals [01:31] Women of Water (WOW) [3:30] Thinking On Water With James [09:13] Working hard for your money and getting that money to work for you [15:11] Taking advantage of your company-sponsored retirement account AKA Free Money [19:03] Understanding compound interest [24:02] Equity, Creating a Budget, Capital Gains Taxes, and Credit Card Debt 101 [26:55] Growing your money with Stocks, Systematic Investing, Dollar-Cost Averaging, Fund Managers, and Mutual Funds [29:57] Making money by loaning your money to someone else with Corporate Bonds, and Muni or Municipal Bonds [38:38] Doubling our money using The Rule of 72 [43:15] Thinking On Water With James: In this week's episode, we're thinking about cooling tower side stream filtration. When and why would you recommend sidestream filtration for a cooling tower system? What are the benefits? What types of filters are available? Which should you choose? How big of a filter do you need? Why filter a sidestream instead of full stream? Does the filter have a waste stream, and where does it go? Take this week to think about cooling tower side stream filtration and what it means to the cooling systems you manage. Quotes: "Every woman I know in the water treatment industry is wildly successful. Every single one of them." - Trace Blackmore "You work hard, your money should work as hard as you do." - Trace Blackmore "Now that I am older, I have more freedom to make more choices because of the choices I made when I was younger." - Trace Blackmore "Q: How can money work for you? A: Own it or loan it." - Trace Blackmore "When you buy a bond, you are buying someone else's debt." - Trace Blackmore "When you pay yourself first, it will totally change the options that you have as you live your life." - 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: Women of Water (WOW) 185 The One Where We Talk About How To Make Your Money Work For You Dave Ramsey Financial Peace University How To Invest With Dollar-Cost Averaging The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: 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.

What will you do if you have a novel idea that you know could help the Water Treatment Industry? Not many of us would take the first step and make whatever idea we have a reality. My guest today took a leap of faith and created something out of an idea he had. He created a matrix that all Water Treaters could use, wrote a paper, gave a presentation at AWT, consulted with peers, and now helps other companies be better. Let's welcome Dave Christophersen, Certified Water Technologist and owner of Dave Christophersen Consulting LLC to the Scaling UP! H2O podcast. Dave created the W.O.E. Relative Risk Factor Index, a critical service and reporting criteria using three site risk factors: Water, Operation, and Equipment. The WOE formula can be applied to any water treatment system including boiler, cooling, clarification and wastewater, membrane systems, closed loops, and specific processes. And in this episode, Dave is going to tell us exactly how. Dave has more than 43 years of experience in the industry. His experience spans from wastewater treatment, boiler water treatment and pretreatment, and cooling water, to membrane technologies over very broad industrial, commercial, and institutional markets all over the world. This includes oilseed, steel, manufacturing, power, chemical, mining, commercial and institutional industries. With his experience in business management, field management, technical support, sales and marketing, chemical product development and product formulation of water treatment chemicals, and training of field and site personnel, Dave has conducted training in an array of topics such as water treatment chemistry, boiler and cooling systems and treatment, wastewater treatment and jar testing, membranes systems and cleaning procedures, plant operations, and industrial services. Dave has a degree in Chemistry from Grove City College and an MBA from Butler University. He worked in big Water Treatment companies before founding his own consulting company, servicing the industrial and commercial water treatment industries. What Dave created was a common language that all of us Water Treaters understand, leading to a clearer understanding between the Water Treater and the customer. Bottom line: Dave Christophersen is going to tell us what the W.O.E. Relative Risk Factor Index is, and how it can make us better Water Treaters. Your roadside friend, as you travel from client to client. -Trace Timestamps: See you at the AWT Convention in Vancouver next week and upcoming Events for Water Treatment Professionals [01:26] Thinking On Water With James [08:46] Who is Dave Christophersen of Dave Christophersen Consulting? [12:05] How can you overcome the challenges of starting your own company? [18:07] What is the W.O.E Relative Risk Factor Index that Dave Christophersen created? [23:04] How should water treaters use the W.O.E Relative Risk Factor Index? [28:10] How can a Water treater set up their own Risk Matrix? [34:56] How can you start implementing a Risk Matrix in a company's survey process? [39:15] How can you best communicate the W.O.E Relative Risk Factor Index with your customers? [42:47] Lightning round questions [47:39] Thinking On Water With James: In this week's episode, we're thinking about reverse osmosis makeup for boilers. What are the advantages of using RO makeup for a boiler system? What is the recommended maximum number of cycles for a boiler on RO makeup? How might RO makeup impact condensate corrosion and neutralizing amine usage? How will a high percent condensate return impact the economics of installing an RO? What boiler savings may be the highest when changing from soft water to RO makeup? Is it the water? Wastewater? Fuel? Chemical costs? Why would a chemical company want to recommend RO equipment for boiler makeup? Take this week to think about using RO makeup for boilers. Quotes: "Water Treaters, especially as they get more years of experience, almost intuitively, assess risks." - Dave Christophersen "What is a risk? Risk is not having outcomes that you want." - Dave Christophersen "The W.O.E Relative Risk Factor Index allows you to access risk in three areas: Water, Operations, and Equipment." - Dave Christophersen "What makes something high risk? What makes something low risk? You need to know your risk level." - Dave Christophersen "If you know what is risky and know all the different things that are involved in assessing and having a successful outcome, then you can set goals for improvement, and from time to time reassess the numbers you assigned." - Dave Christophersen Connect with Dave Christophersen: Phone: 937.477.7129 Email: [email protected] LinkedIn: in/dave-christophersen-a3291328 Dave Christophersen's AWT Presentation: 2021 Risk Factor Index Critical Service and Reporting Criteria Using Site Risk Factors - 2021 AWT Conference Paper Plant Water Treatment Risk Identification Matrix and RFI Template 1 to 3 scale Links Mentioned: The Rising Tide Mastermind

In today's episode, I am bringing another seasoned Water Treater from one of the leading Industrial Water Treatment companies in the United States: Jeffrey L. Garratt, the president of the Garratt-Callahan Company. Jeffrey L. Garratt started working part-time at Garratt-Callahan in 1983, blending, packaging, and shipping formulas. He was then hired full-time in 1986 and serviced customers for 10 years. Jeffrey moved to California in 1996 to work in their Corporate Office after his uncle Bill, then president, retired. In 2001, Jeffrey became the president of Garratt-Callahan, and in 2021, under his leadership, they hit 100 million in sales, which is three times their sales in 1996. Garratt-Callahan is the largest privately-owned industrial water treatment company in North America, with offices and manufacturing plans across the United States - in California, Texas, New Jersey, Illinois, and Georgia. It was founded in 1904 by Edward C. Garratt and John Callahan in Seattle, Washington. The company offers an array of services, from extensive research and development facilities to modern analytical laboratories, nationwide production facilities, and advanced technical services. In today's episode, Jeffrey will talk about his almost 40 years of experience in Water Treatment, supply chain issues, price increases, the downside of lowballing, the importance of communication, and making a difference as a Water Treater. Bottom line: Jeffrey L. Garratt shares timeless advice for professionals in the water treatment industry. Your roadside friend, as you travel from client to client. -Trace Timestamps: Raising the bar in Water Treatment and events in the industry [01:25] Thinking On Water With James [07:03] Introducing Jeffrey Garratt of Garratt-Callahan, the largest privately-owned industrial water treatment company in the USA [09:05] The history of Garratt-Callahan and working at a multigenerational company [14:47] Passing the baton to the next generation of water treaters [19:17] What does the future hold for the Water Treatment Industry? [24:20] Why everyone should avoid lowballing clients [30:30] Mentoring and the power of communication [39:45] What Jeffrey wants all Water Treaters to know [43:10] Lightning round questions [45:41] Thinking On Water With James: In this week's episode, we're thinking about azoles. I'm talking about benzotriazole and tolyltriazole (don't forget the second "l" in tolyltriazole). First, why are these azoles used? Why is one used instead of the other at times? What is the impact of oxidizing biocides on each of them, such as sodium hypochlorite? What are the recommended concentrations of benzotriazole and tolyltriazole in a cooling tower or in a closed loop? When might you use a supplemental feed of azole to a system? Take this week to think about benzotriazole and tolyltriazole. Quotes: "If you do a good job as a Water Treater, you take care of the customer, and (if) they know you are working hard, you are not gonna lose the business." - Jeffrey L. Garratt "When you lowball, nobody wins." - Jeffrey L. Garratt "It is really important for employees to be recognized. It is important to feel like you are working for something that is making a difference." - Jeffrey L. Garratt "I want to see this industry get better and our reputation going up." - Jeffrey L. Garratt "Make people happy, be a part of making people feel joy in their lives." - Jeffrey L. Garratt Connect with Jeffrey L. Garratt: Phone: (650) 697-5811 Email: [email protected] Website: www.garrattcallahan.com LinkedIn: company/garratt-callahan-company/ Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE. Books Mentioned: Who I Am by Pete Townshend Times Remembered by Joe La Barbera, Charles Levin, and Hal Miller Owls of the Eastern Ice by Jonathan Slaght

A few episodes ago, I talked about the economics of Price Increases and what happens if we don't increase our prices. I am going to talk more about that today. Supply Chain Issues are something that the Scaling UP! Nation constantly thinks about, and that is why I dedicated another episode to talk about this very topic. Whether you are a business owner or an employee, Supply Chain Issues impact you. What can you do today to make sure that your company is sustainable and makes a profit? How can you make a profit in this economy? How can you work with your customers to maximize your resources and time? Buckle up; this episode is packed with information. I even did Math, and I know some of you, listeners, don't like it when I do. Bottom line: Today, we're going to talk about how you can make a profit. Your roadside friend, as you travel from client to client. -Trace Timestamps: Celebrating special days in September and other events for Water Treaters [01:29] How do Supply Chain Issues impact you as an employee? [07:59] How do you make sure that your company is sustainable? [12:46] How do you increase profit? [14:34] How can you overcome the fear of increasing prices? [21:58] What happens to your profit if you don't increase your prices? [24:06] How can we maximize our resources? [26:55] Thinking On Water With James [33:08] Thinking On Water With James: In this week's episode, we're thinking about keeping chemical dosing pumps primed. How does the chemical product being pumped impact how well a dosing pump stays primed? Is flooded suction always better than a suction lift or vice versa? When would one be desired over the other? Does the distance a pump sits above the liquid level matter? How might bubbles and gasses that build up in tubing be removed? How do you know when a pump has lost prime? Can you tell by sound or touch? How could a system alert you when priming is lost? Take this week to think about keeping your chemical dosing pumps primed. Quotes: "We are in the water treatment industry together, and by sharing information, by working with each other, we're not only going to get through Supply Chain Issues, but we are also going to be better by going through it together." - Trace Blackmore "Company Profit is not a bad thing. If the company is profitable, it can sustain itself. If a company is not profitable, that company goes out of business." - Trace Blackmore "EBIDTA or Earnings Before Interest, Taxes, Depreciation and Amortization are the things that we can control in our companies that tell us what our profit is." - Trace Blackmore "The best thing any company can do is to increase their prices, the second best thing that a company can do is reduce their cost, but if we can sell more, that's even better." - Trace Blackmore "There are three ways to increase Profit: price increase, reduce cost, and sell more." - Trace Blackmore "Companies can sell themselves out of business. More Sales = More Costs." - Trace Blackmore "Profitability Trifecta: raising prices, increasing customers, decreasing overall costs" - Trace Blackmore "When we understand the numbers, when we understand how much things cost, and what those costs mean to our company, we can make better decisions each and every day." - 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 Article Mentioned: Yale School of Management: On the Nature of Price Increases Links Mentioned: 204 Pinks and Blues Questions From The Nation! Being Profitable 221 Raw Materials Supply Chain Update Roundtable 243 Pinks And Blues: Price Increases The Rising Tide Mastermind Yale School of Management: On the Nature of Price Increases Events: Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE. Industrial Water Week – October 3 to 7, 2022

Last week, we heard from Tower Water's Russell Baskin. He talked about the letter he received from FedEx with the Legionella Legislation from the Commissioner of New York City that forever changed how he does business. He set the scene for what he is about to tell us today: ways we can all start scaling up our Legionella knowledge BEFORE Legionella Legislation pushes us to make hasty adjustments to the ways we treat water in our local communities. Russell is an expert in water treatment, waterborne diseases, and Legionella compliance. He holds a number of certifications including a NY and NJ Pesticide Applicator License, a Certified Water Technologies (CWT) accreditation from the Association of Water Technologies (AWT), and an OSHA 30 Certification. If you haven't listened to episode 265 yet, I suggest you listen to that episode first before listening to this one. My hope is that you learn not only about Legionella but also what you can do as a Water Treater to spread awareness about this bacteria with your customers and team Bottom line: Russell Baskin is going to give you the best advice on what to do before Legionella Legislation is passed in your area. Your roadside friend, as you travel from client to client. -Trace Timestamps: Upcoming Events and Thinking On Water With James [02:14] Continuing the conversation about Legionella and a FedEx package with Russell Baskin [7:00] Top things to start recording today before Legionella Legislation passes in your area [10:30] What is it like to have an account in New York, NY right now? [12:55] What do you wish Legislators knew about Legionella that Water Treaters already know? [15:22] What is the ASSE-12080 Certification? Who needs it, and why do we have to be aware of it? [17:55] NYC vs New York State's Legislation [21:00] Writing a Legionella Plan for your clients [22:44] Explaining Legionella to your clients and working with them to make things better [26:00] Protecting your water treatment company without throwing your client under the bus [30:37] Convincing a customer to act before it's too late [34:59] The future of Legionella Legislations in New York City [38:24] Lightning round questions [41:10] Thinking On Water With James: In this week's episode, we're thinking about choosing a Cycles of Concentration set point for cooling towers and boilers…or, as Trace likes to say, Concentration Ratio. Back in March, we thought about how to calculate the Cycles of Concentration in this series. Now, let's think about how we choose the set point. What will limit how high we can concentrate water in a cooling tower or boiler? What is the basis for these limits? How do you know what the limits are? What guidelines do you use? How does the chemistry you apply to a system impact what the upper limits may be? What water analysis should you run on a system in the future to ensure you are staying within your limits with no problems? Take this week to think about choosing the set point for Cycles of Concentration or Concentration Ratio. Quotes: "You need to get your resources in order. You need to start up things today so you are ready for an emergency tomorrow." - Russell Baskin "Start recording: model numbers, serial numbers, number of cells, operational data, volume, recirculation rate, filtration vs. no filtration, how it backwashes, any kind of areas that would cause stagnation, what floors the cooling towers are on, and what floors the machinery and pumps are on because inevitably you'll need to a drawing of those systems before laws are passed in our area so you are prepared." - Russell Baskin "It's (ASHRAE 188) forcing Water Treatment companies to go up and look at the cooling tower, fix alarms on Water Treatment equipment, and test that pumps and controls are working, Legionella testing every 90 days, a full inspection of the tower, and a twice-a-year cleaning." - Russell Baskin "Water treatment is as much an art as it is a science, and what may work here might not work properly across the street." - Russell Baskin "You should have an ASSE-12080 Certification in order to write water management plans. It puts a practical spin on Legionella management. I recommend it for any professional water treater." - Russell Baskin "You want to be an expert in your field because if you are not going to be, one of the major companies out there is going to be."- Russell Baskin "We need to prove to our clients that we're doing best practices all the time." - Russell Baskin "The best advice I can give all water treaters: There could be talk about Legionella Legislation right now being worked on by your state legislator. You might not even be aware of it. If there is a draft- get a copy, take it to an attorney, and figure out what you should do about it." - Russell Baskin "ASHRAE 188 is not just for cooling towers, it is for the entire building." - Russell Baskin Connect with Russell M. Baskin: Phone: (212) 518-6475 Email: [email protected] Website: www.towerwater.com LinkedIn: i

Nation, what would you do if your company was told they needed to service ALL of its cleaning towers within the next 14 calendar days? How would you do that and what would it look like? Today's interview is all about how a FedEx letter with Legionella legislation changed a New York water treater's company forever. Join me as I interview Russell Baskin, a Water Treatment, Waterborne Diseases, and Legionella-Compliance Expert who experienced first-hand how Legionella legislation can rock your business to the core if you're not ready for it. Russell graduated from the College of New Jersey with a degree in mechanical engineering in 1988. After college, he went on to work as a Technical Sales and Territory Consultant at a top water treatment firm. After six years, Russell launched his own very own full-service water treatment company, Tower Water. With more than 30 years of involvement with designing, servicing, and testing automatic chemical water treatment injection and filtration systems used to protect commercial, industrial, and institutional water systems against scale, corrosion, biofilm, Legionella, and other waterborne diseases, Russell spearheaded the growth of Tower Water as one of the top water treatment companies in the Northeast and the New York Metro Area. Today, Russell will talk about his 2018 AWT convention presentation, "How ASHRAE 188 Changed His Business" in Orlando, Florida. Russell's involvement in Legionella awareness spans years since he started writing Water Management Plans for the control of Legionella after ASHRAE 188 was released in 2015. He has worked with industry experts like Matt Freije of HCINFO, Janet Stout of Special Pathogens Laboratory, Bill Pearson of Arthur Freedman Associates, and Jay Farmerie of Cyrus Rice in developing Water Management Plans using ASHRAE 12-2000 procedures which he has modified to meet NY State and NY City regulations, including Local Law 77. Bottom line: Russell Baskin is going to tell you why you need to pay attention to the Legionella legislation in the city where you treat water. Your roadside friend, as you travel from client to client. -Trace Timestamps: Continuing Legionella Awareness Month and upcoming events for water treaters [01:20] Thinking On Water With James [06:10] Introducing Russell Baskin, President, and Visionary at Tower Water [07:54] Who is Russell Baskin, CWT? [12:57] Getting the dreaded FedEx letter with Legionella Legislation from the Commissioner of New York City [26:27] Why legislation happened and where the tasks and timelines came from [28:57] Cleaning 300 Cooling Towers in 5 days [30:32] Talking about "How ASHRAE 188 Changed His Business" at the AWT Conference [32:40] Why you need to pay attention to ASHRAE 188 before legislation forces you to jump into action [35:47] Thinking On Water With James: In this week's episode, we're thinking about writing field service reports. What should you really be writing in a field service report? Should you write "All is good" while also listing the issues found? How might a badly written field service report haunt you later? How many overly general statements cause later problems? How much detail is too much? Who actually reads your field service reports? Do you ensure all the proper parties are fully aware of any issues or actions needed to be taken on top of just emailing the report out? Does your report actually provide value each visit or is it just a repeat of the last report that the customer finds no value in reading each time? If it's not written down, it didn't happen, and the field service report is high-profile proof of the value you bring when written, communicated, and shared properly. Take this week to think about your field service reports and how you can work to increase their value. Quotes: "When I received the letter, it was devastating to me, I needed to figure it out. I was gonna stay at work until I figure out what we're gonna do, how we're gonna handle this, what the clients are gonna think, and how we're gonna get this done." - Russell Baskin "In 5 days, I needed to turn over all water treatment reports from the past year." - Russell Baskin "The difference was that Quebec, Canada had about 90 cooling towers, and New York City had about 10,000 cooling towers. There were not enough people to get the job done." - Russell Baskin "The ASHRAE 188 legislation was my defining moment at my company." - Russell Baskin "I heard about ASHRAE 188 for 10 years before the legislation passed, and I always thought I had more time to work out the details." - Russell Baskin Connect with Russell M. Baskin: Phone: (212) 518-6475 Email: [email protected] Website: www.towerwater.com LinkedIn: in/russell-baskin-77437216 Visit our Scaling UP! H2O Legionella Resources Page: Legionella Resources Links Mentioned: Bill Pearson Submit a Show Idea The Rising Tide Mastermind Books Mentioned: Traction: Get A Grip On Your Business by Gino Wickman I Said This, You Heard That Workbook by Kathlee

Nation, for the 2nd week of this year's Legionella Awareness Month, I am bringing back Dr. Janet Stout to talk about what we, as Water Treaters, need to know about Legionella, what's new in Legionella risk management, ASSE-12080 Certification Training, and many more. Buckle your seatbelts because this is going to be one groundbreaking conversation! Dr. Janet E. Stout is the Executive Vice President and founder of Special Pathogens Laboratory, A Pace laboratory. She is also a research associate professor at the University of Pittsburgh Swanson School of Engineering in the Department of Civil and Environmental Engineering. Dr. Stout is a globally-recognized infection disease microbiologist sought out for her seminal discoveries and pioneering research in Legionella. Her expertise includes prevention and control strategies for Legionnaires' Disease in building water systems. In more than 30 years that Dr. Stout has been doing research, her research has been published in peer-reviewed medical and scientific journals. She has also authored textbook chapters on Legionella and Legionnaires' Disease, one of which is the Legionella chapter in the Association for Professionals in Infection Control and Epidemiology (APIC) Text. Dr. Stout also assisted in developing the first Legionella prevention guideline in the United States (published in 1993). It has continued to serve as a framework for future national and global health agencies and organizations. Dr. Stout currently serves on the ASHRAE Legionella Standard Committee Guideline 12 and the Committee for ANSI/ ASHRAE Standard 188-2015, Legionellosis: Risk Management for Building Water Systems, which was the first US standard for Legionella risk management. Special Pathogens Laboratory, together with the American Society of Sanitary Engineers (ASSE) and the International Association of Plumbing and Mechanical Officials (IAPMO) created the first certification for Legionella risk management, ASSE-12080, and Dr. Stout is the first certified instructor of the ASSE-12080 Legionella Water Safety and Management Specialist Certification Training. Bottom line: Dr. Janet E. Stout will share with us what water treaters need to know about Legionella. Your roadside friend, as you travel from client to client. -Trace Timestamps: Continuing the celebration of Legionella Awareness Month and other events in Water Treatment [01:29] Thinking On Water With James [06:02] Welcoming back Legionella Expert, Dr. Janet E. Stout [07:40] Integrating ASHRAE 188 with Public Health Law and how to stay on top of Legislation [11:27] Helping Water Treaters know what they need to know about Legionella [17:03] What is the ASSE-12080 Certification process and who should take the class? [24:12] What is new in Legionella Testing? [27:43] What do we need to know about Percent of Positivity and Legionnaires Disease? [32:05]] Legionella sterilization vs. disinfection [34:00] What did we learn when buildings reopened after the COVID shutdown? [39:15] Helping Organizations through the Entrepreneurial Operating System, Masterminds, and by having an assistant [41:24] Say "Hello" to Janet and her team at AWT! [50:30] Lightning round questions [52:35] Thinking On Water With James: In this week's episode, we're thinking about corrosion coupons. Do you use corrosion coupons in all of your accounts? Why or why not? Do you use pretreated or pre-stressed coupons? Why or why not? Why should you avoid touching fresh, new coupons with your fingers when installing? Do you consider the orientation of the coupons when installing them? Do you install them so the flat side is vertical or horizontal or have you never thought of this? We've previously thought about the order of the coupons but now's another good time to think about that, too. How many days do you leave them in the system? What would be the impact of removing them sooner rather than later? What can be determined by visually observing the corrosion coupons upon removal? How do you communicate the results? Do you save the old ones for annual reviews, take a picture or scan, or dispose of them? Take this week to think about corrosion coupons and how to most effectively use them. Quotes: "Everyone needs to be aware that ASHRAE Standard 188-2018 and Guideline 12-2020 are in continuous maintenance." - Dr. Janet E. Stout "Standard 514P is a new proposed standard from ASHRAE." - Dr. Janet E. Stout "There is a real need for input from people in Water Treatment to comment on Legionella standards." - Dr. Janet E. Stout "If any facility should be testing for Legionella, it should be healthcare." - Dr. Janet E. Stout "When it comes to Legionella, any gaps in knowledge need to be filled, so I worked to make education standards for Legionella." - Dr. Janet E. Stout "We (Special Pathogens Lab) stepped into the role of one of the first instructors to deliver training so people could sit for the certification exam and get the credential as a Certified Legionella Water Safety and M

In 1976, there was an outbreak of a mysterious disease that caused attendees of the American Legion Convention in Philadelphia, Pennsylvania to suffer from a pneumonia-like disease. It was discovered that this disease was caused by a bacteria later named Legionella; to commemorate the Legionnaires who suffered and lost their lives from this disease. This month, we are celebrating Legionella Awareness Month by celebrating information about this bacteria. As Water Treaters, we can help educate the public that Legionella exists and that there are people out there that are more susceptible to it. If you own a building, it is your responsibility to make sure that you understand the water that's in your building and that there is potential for this bacteria to grow within that building's water system. The more we know, the better we can educate other people; the better we can do for ourselves and our companies. In this episode, I am answering your questions about Legionella: How was Legionella discovered? What should you do if your water system tests positive for Legionella, or worse, if there is a Legionella outbreak in your community? What should the public know about Legionella? Can Legionella only be found in Cooling Towers? What's the difference between Pontiac Fever and Legionnaires Disease? Why is everyone asking water treaters to test ice machines for Legionella these days? Nation, these are just some listener questions I'll be answering today. Thank you to all of the listeners who keep submitting excellent show ideas to our team! We couldn't do the show without you. Bottom line: Let's celebrate Legionella Awareness Month by making sure we are armed with information about the Legionella Bacteria and Legionnaires Disease. Your roadside friend, as you travel from client to client. -Trace Timestamps: We are celebrating Legionella Awareness Month by celebrating information [01:52] How and when Legionella was first discovered? [04:06] What fascinates me most about Legionella? [08:43] How should the public react when they hear there is a Legionella outbreak? [11:39] What resources can water treaters use to educate ourselves and clients about Legionella? [15:44] What are the things to consider when making a Water Management Plan? [21:17] What do we do if a Water System tests positive for Legionella? [28:19] In what environment does Legionella Bacteria grow? [35:24] What agencies should you be familiar with if we want to learn about Legionella? [40:14] Thinking On Water With James [45:52] Thinking On Water With James: In this week's episode, we're thinking about jar testing. What kind of equipment do you use? How do you make down and dose coagulants and polymers? What is the math involved in making down and dosing? How long do you stir each test? At what speed should each step be stirred? Does your standard procedure match the actual conditions of the system? If not, how might you adjust your procedure? Do you use round jars or square? Are there guidelines on where to start with certain types of waters? How would you teach someone else how to do a jar test? Take this week to think about jar testing and what you may still need to learn. Quotes: "Legionella is the actual name of the bacteria. Legionnaires Disease is a type of pneumonia that you get when you get sick from Legionella Bacteria." - Trace Blackmore "Serogroup 1 or Legionella Pneumophila is the most hazardous species of Legionella when it comes to a health concern." - Trace Blackmore "Legionella Bacteria is out there, and if you own a building, it is your responsibility to make sure that you understand the water that's in your building and there is potential for Legionella Bacteria to grow within a building's water system." - Trace Blackmore "We are never going to get rid of Legionella, it's always going to be here, but we do need to take care of people that might be susceptible to Legionella." - Trace Blackmore "Water Treaters should educate the public that there is a bacteria out there called Legionella and that certain people are more susceptible to it than other people." - Trace Blackmore "A Water Management Plan is the Water Treater and the Building Owner's friend." - Trace Blackmore "If you don't know, document what you don't know. If you are making some assumptions, document what those assumptions are. " - Trace Blackmore "Ignorantia juris non excusat" (Ignorance of the law excuses not) "Ignorantia legis neminem excusat" (Ignorance of law excuses no one) 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 Visit our Scaling UP! H2O Legionella Resources Page: Legionella Resources Links Mentioned: Legionella Bacteria Legionella Bacteria The American Legion 212 The One About What To Do When Your System Tests Positive For Legionella Al

I'm your host Trace Blackmore and in today's episode, I answer your question in this Pinks and Blues episode that is all about PROFIT. As many of you know, my favorite thing about this industry is solving my clients' problems. Early in my career I didn't want to take the time to look at my business' numbers, but once I understood how to look at the data, I could make better decisions, which increased my profits, and that increase in profit made my business better. Everyone knows that profit is important. But how do you know what you're really making when you service that new account of yours? In today's episode, I'm answering your questions and we're going to walkthrough: What is Profit, Revenue, Gross Profit, Gross Margin, Operating Profit, Net Profit, and Labor Costs How to know if you are making a profit How to see the big picture so you can make better decisions for your company The secret thing every business owner needs to share with their employees to increase the company's profit Bottom line: When you unpack the real cost of what it is that you do, you can truly see where you should be spending your time. Your roadside friend, as you travel from client to client. -Trace Timestamps: Questions from the Nation: What do revenue, gross profit, and margin mean? How can we calculate that manually if our company doesn't have a reporting system? [3:58] When you run your own business, you are responsible for every piece of that business [6:25] Figuring out Gross Margin [9:30] Looking at Operating Expenses and Net Profit [11:50] CTA: Look at your data [14:09] Challenge for business owners: share your financial data with your team [16:26] Business lessons learned from my Mastermind and Business Coach [17:36] James' Challenge: "Install or change out corrosion coupons." [23:38] Quotes: "If you understand the data, you'll be able to make better decisions." - Trace Blackmore "When you run your own business, you have to be responsible for everything in that business." - Trace Blackmore "Gross Margin: A company's net revenue minus the cost of goods." - Trace Blackmore "Most people don't think about operating expenses." - Trace Blackmore "Once you subtract Operating Expenses from the Gross Profit what you have left is the Net Profit." "Many of us do not know what the actual profit is on an account we are service." -Trace Blackmore "Profit is all that matters." - Trace Blackmore "Many of us do not know what the actual profit is on an account we are servicing." - Trace Blackmore "How much is your time worth and are you using it at its highest and best value." -Trace Blackmore "When you unpack the real cost of what we do, you can truly see where you should be spending your time." - Trace Blackmore "I think if you ask any CFO worth anything, they will tell you the only number that matters is profit." - Trace Blackmore "Profit is all that matters." - Trace Blackmore "Profit allows us to grow the company and make it better." - Trace Blackmore Links Mentioned: Submit a Show Idea The Rising Tide Mastermind AWT (Association of Water Technologies) Books Mentioned: The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber Financial Intelligence, A Managers Guide to Knowing What the Numbers Really Mean by Berman and Knight Accounting for Non-Accountants by Wayne A. Label

We've talked about what Legionella bacteria is and how to prevent Legionella from developing in your clients' systems on previous podcast episodes (see list of episodes below), but what do you do when your building does test positive for Legionella bacteria? Over the past few months, the Scaling Up Nation has submitted dozens of questions on this topic, so on today's episode, we're answering your questions covering everything from what options to consider when treating Legionella bacteria in your client's systems to what the drawbacks those three remediation techniques have; and many more listener-submitted questions during my interview with Dr. Alberto Comazzi. For those of you who don't know Alberto Comazzi, let me introduce you: he is a member of the ASHRAE SSPC 188 committee, AWWA premise plumbing committee, and the AWT pre-treatment committee. Alberto is certified to ASSE/IAPMO/ANSI 12080 Legionella Water Safety and Management Personnel. The author and co-author of fifteen scientific papers, and the Technical Director at Sanipur US, based in Philadelphia PA, Alberto was the first person I thought to have on the show to answer questions about treating systems positive for Legionella. Alberto Comazzi has a Ph.D. in Industrial Chemistry from the University of Milan, Italy. His research during his academic experience was focused on the study of the stability and the interaction among different chlorine-based water disinfectants. He has presented at over 20 conferences and I cannot tell you how grateful I am to him for coming on the show today! Bottom line: Albert knows exactly what you should do when treating a system that tests positive for Legionella bacteria. Your roadside friend, as you travel from client to client. -Trace Timestamps: James' Challenge: Explain to a non-technical person how an absorption chiller works. [2:20] Introducing Alberto Comazzi, Ph.D. [8:13] Frequent testing for Legionella [12:59] The three Legionella remediation options and their drawbacks: Heat and Flush, Filters, Supplemental Disinfectant [14:52] If a customer requests Supplemental Disinfectant, what should you consider and what questions should you ask so you can develop the right plan for them? [28:05] Other harmful water pathogens and re-opening buildings after COVID [36:55] Why should your company get involved with Water Hygiene? [46:47] What are some unforeseen pitfalls to look out for and your best advice for our water treatment listeners? [50:07] Lightning round questions [55:25] Quotes: "The awareness about Legionella is much higher than it was two years ago for two main reasons: buildings are reopening and public awareness of infections in general." -Alberto Comazzi, Ph.D. "There isn't one silver bullet for water management." -Alberto Comazzi, Ph.D. "You need to be proactive about testing for Legionella; that's the only way to know if your plan is working." -Alberto Comazzi, Ph.D. "A water treatment provider needs to give their customer what they want and be able to do what's best for them." -Alberto Comazzi, Ph.D. "We're coming out of COVID and as buildings are re-opening there is definitely an increased awareness about Legionella and other waterborne pathogens from the people outside of the healthcare industry." -Alberto Comazzi, Ph.D. "When you do water hygiene, you are helping public health, buildings, and you are saving lives." -Alberto Comazzi, Ph.D. "The most important reason to do water hygiene is to help public health." -Alberto Comazzi, Ph.D. Connect with Alberto: Phone: 267-326-2353 Email: [email protected] Website: www.sanipur.com Linkedin: https://www.linkedin.com/in/alberto-comazzi-132637128/ Links Mentioned: The Rising Tide Mastermind AWT (Association of Water Technologies) Dr. Richard Seligman invented the plate heat exchanger in 1923 Legionella Episodes: 203 The One With Our Across The Pond Legionella Expert, John Sandford 199 The One About Cooling Towers and Legionella Bacteria 153 The One Where We Answer Your Questions About Legionella 152 The One Where We Talk More About Legionella 151 The One Where We Talk About Legionella 150 The One Where We Talk Legionella Basics

When you know that you need to hire someone, what do you look for? How do you know if the person you are interviewing is a good fit? What does your hiring process look like? In today's market, do you still find it easy for you to find the right person for an open position? If hiring the right person is something that you are struggling with, then this episode is for you. My lab partner today, Chris Bellizzi, is someone who has been coaching business owners for years on this topic, and this is something he is very passionate about. Chris Bellizzi started his career in the Water Treatment industry fresh out of college. After graduating with a degree in Chemical Engineering in 1994 from the University of Washington, he went on to work at NALCO. He started as a Sales Representative, and was promoted to District Manager three times and eventually became the Regional Manager in the middle market business sector at NALCO. Currently, Chris is the General Manager at EAI Water and the Managing Partner at ApHinity. ApHinity from EAI is a brand of technologies based on the science of chemical affinity. The technologies ApHinity offers play a critical role in the challenging water conservation, reuse, and recycling environments of today. Chris is also a Certified Legionella Water Safety and Management Specialist and a Certified Water Treater. Chris and his wife Elsa have four daughters - two of whom are now working in the water industry (not for Chris!), and he loves being able to "talk shop" with them. If you are a Water Treatment company owner or a hiring manager, this episode is for you! Chris will share with us why building trust and delivering results are the foundations of finding the right people for your company, the 10 traits that he looks for when interviewing someone, why setting expectations is important, and how perpetuating the OKG (our kind-of-guy / our-kind-of-gal) mentality made him and his team better Water Treaters! Bottom line: Chris Bellizzi will share with us his keys to hiring the best people for open positions at your company. Your roadside friend, as you travel from client to client. -Trace Timestamps: Why the water treatment industry is the best industry for people who love to learn [00:54] Thinking On Water With James [06:55] Promoting Legionella Awareness Month in August and other industry events [08:15] Finding the right people is difficult [11:23] Introducing Chris Bellizzi, the General Manager at EAI Water and the Managing Partner at ApHinity [14:02] Why building trust and delivering results are the foundations of finding the right people [18:49] Where to find candidates and the 10 traits to look for when interviewing candidates [22:00] The art of hiring slowly [43:21] Setting expectations [50:33] Perpetuating the OKG (Our-Kind-of-Guy / Our-Kind-of-Gal) mentality [55:04] Lightning round questions [1:03:57] Thinking On Water With James: In this week's episode, we're thinking about how to properly store pH probes. Why is pH probe storage important? What can happen if stored improperly? Can a pH probe be stored dry? Can it be stored in city water or distilled water? What about storing it in a pH 4, 7, or 10 buffer solution? Why would one be better than another? Is there a storage solution designed for pH probes? How might the storage solution be applied to the rubber cover often used to protect probes between uses? Take this week to think about your pH probe and what proper storage means to its accuracy and lifespan. Quotes: "I was able to become a District Manager at a very young age, and it forced me to learn how to run teams and grapple with the issue of hiring at a very early age." - Chris Bellizzi "What are the core values that clients really buy from over the long term? Number 1, they buy trust, number 2, they buy results." - Chris Bellizzi "Credibility + Reliability + Intimacy ÷ Self-Focus = Trust." - Chris Bellizzi "The non-negotiable traits I look for in an interview are people with low self-ego, high-integrity, high emotional intelligence, someone who cares, and a passion for mechanical and chemical things. The negotiables are work ethic, someone that got your back, social leadership, competitive drive, an aptitude for mechanical and chemical things." - Chris Bellizzi "There is no one solution in Water Treatment; there are a variety of ways to get from Point A to Point Z." - Chris Bellizzi "In the Water Treatment Industry, people that are successful are those that are very comfortable initiating the relationship." - Chris Bellizzi "The longer the interview process, the better. The art is in managing your expectations as the hiring manager and the interviewee's expectations, and not losing people along the way." - Chris Bellizzi "Prioritize hiring the right values and behaviors over experience and booking business." - Chris Bellizzi "The Water Treatment Industry should never be boring. It comes with its built-in alarm, and that alarm is if you ever feel bored, you are doing this job

Back in episode 256, I had Bruce Ketrick Sr. on the show and we talked about having a fulfilling and successful career In Water Treatment. In today's episode, I am bringing back my Blending Mentor to the Scaling UP! H2O Podcast, and this time, we are getting more technical. Buckle up as Bruce Ketrick Sr. teaches us all about Blending. With his almost 50 years of experience, Bruce has had a colorful career. He started as a technical support for boiler water, cooling water, and wastewater treatment programs before becoming a manager for four Water Treatment companies before becoming the owner of his very own company, Guardian CSC, in 1988. Bruce has written and presented papers on various topics including Boiler Water Treatment, Objectives of Water Conditioning, and Neutralizing Amines and Field Determination of Deposits. A pioneer in his field, Bruce also created a Molybdate-based product for corrosion control for National Aeronautics and Space Administration (NASA) in 1974, 14 years before Molybdate Chemistry became popular. When it comes to Blending there is a lot to know, it's a little bit art and a little bit chemistry, and if make a mistake it can be quite dangerous and expensive. No matter where you are in your professional career in industrial water treatment I know you are going to learn something new when listening to Bruce's episode. Bottom line: Bruce Ketrick Sr. is going to teach us how Product Blending is both an art form and chemistry. Your roadside friend, as you travel from client to client. -Trace Timestamps: Paying yourself first by taking advantage of your 401K and staying out of debt [01:32] Introducing my blending mentor, Bruce Ketrick Sr. of Guardian CSC [09:00] Blending: How should I start? [12:49] Teaching others to Blend [18:26] Understanding Serial Dilution [20:55] Using your Product Application Guide [22:30] Teaching Blending to new hires [24:30] Learning from mistakes [26:05] Thinking On Water With James [29:57] Thinking On Water With James: In this week's episode, we're thinking about the oxidation reduction potential or ORP. First, what is an ORP? What is it measuring? Why are you trying to control with it? Next, what can impact ORP? Can pH, temperature, and/or type of oxidant impact ORP readings? Can you pick an ORP number off a chart that will accurately maintain a target oxidant residual, or does the ORP setpoint have to be determined for each system based upon tested oxidant residual levels? How frequently does the ORP probe need to be calibrated? Take this week to think about Oxidation Reduction Potential or ORP. Quotes: "What are you trying to do with the system? Is it scale-control? Is it corrosion? Is it both?" - Bruce Ketrick Sr. "There is no one place you can go to learn how to formulate. You have to look at a number of different places." - Bruce Ketrick Sr. "We make different products for different applications." - Bruce Ketrick Sr. "There's no one place to learn how to formulate. You have to look at a number of different places." - Bruce Ketrick Sr. "When you are trying to teach people to formulate, you have to let them try and fail." - Bruce Ketrick Sr. "I teach my people to a level that they understand what raw materials do, what their actions are in the system. And how can I teach them what the actions are if I don't tell them what's in the product? - Bruce Ketrick Sr. "Bruce Ketrick Sr. told me when I started that Blending was as much as an art, as it was a science." - Trace Blackmore "When Blending, the Order Of Addition is everything" - Trace Blackmore "Think to yourself: Is that debt really worth it? Wait a week before buying the thing. Don't go into debt on an impulse." - Trace Blackmore "Your employer is trying to help you save for the future by offering you a 401K. Do yourself a favor and take advantage of it." - Trace Blackmore Connect with Bruce Ketrick Sr.: Email: [email protected] Website: guardiancsc.com LinkedIn: company/guardiancsc Links Mentioned: Dave Ramsey's Financial Peace University Dave Ramsey The 7 Baby Steps 256 The One About Having A Fulfilling and Successful Career In Water Treatment The Rising Tide Mastermind Articles Mentioned: Objectives of Water Conditioning by Bruce T. Ketrick Boiler Water Treatment AWT Presentation by Bruce T. Ketrick Events: American Chemical Society Fall 2022 – August 21 to 25 in Chicago, Illinois Water Quality Association's Aquatech Trade Show in Mexico – September 6 to 8 in Centro Banamex, Mexico City Association of Metropolitan Water Agencies' 2022 Executive Management Conference – October 30 to November 2 in Savannah, Georgia Industrial Water Week - October 3 to 7, 2022

My guest in this episode knows what entrepreneurs and small business owners need to do to make their businesses profitable. He knows the ins and outs of making businesses stay afloat through economic challenges. He is none other than Rocky Lalvani, Chief Profitability Adviser for Business Owners and certified Profit First Professional. Rocky ensures that entrepreneurs and business owners get paid, and making a business profitable is his top priority. He implements Mike Michalowicz's Profit First system, where they change the accounting formula of Sales - Expenses = Profit to Sales - Profit = Expenses which ensures that Profit comes first. Rocky immigrated to the United States with his parents when he was two years old. It was his parents' second time starting over in life as they moved here to experience the American Dream. Rocky loves to share his journey and inspire others to achieve their financial dreams even faster. Whether you are a Business Owner struggling to understand the health of your business or an employee wondering how you can make more money, this episode is for you. Bottom line: Rocky Lalvani is going to tell us why and how to put Profit First. Your roadside friend, as you travel from client to client. -Trace Timestamps: Events in Water Treatment [01:33] Self-improvement is a journey [05:30] Introducing "Profit First" Guru, Rocky Lalvani [08:29] Building wealth with Profit First [11:18] Knowing and understanding your Financials [14:26] Creating the 5 Spending Buckets [20:10] Using the Profit First System as an employee [28:06] How to start building wealth [33:16] Lightning round questions [38:48] Thinking On Water With James [45:56] Thinking On Water With James: In this week's episode, we're thinking about the mass balance around a steam boiler system. By mass balance, I'm talking about how much water is going into a steam boiler system compared to how much is going out. The two should be equal. What should be included, though? It depends upon where you draw your circle around the system. A typical circle may only include makeup and condensate return going in with steam and blowdown going out. But what about the water demands of pretreatment equipment? Drawing the circle a little bigger may also include softener regeneration wastewater, reverse osmosis reject, raw makeup, lost condensate, steam leaks, leaking feedwater pumps, and more. Have you drawn a diagram of your steam boiler system with all the ins and outs shown? Take this week to think about the mass balance around your steam boiler system. Quotes: "CPAs and accountants tell business owners that your Sales - Expenses = Profit. With Profit First, we do Sales - Profit = Expenses." - Rocky Lalvani "Build a business the way you want to live your life." - Rocky Lalvani "Where is your money going?" - Rocky Lalvani "The 12-month Balance Sheet is where your money is. It's the true picture of the health of your company." - Rocky Lalvani "You can be profitable and growing, and go out of business because of bad cash flow" - Rocky Lalvani "Start small. Build a habit. Profit is a habit, not an event." - Rocky Lalvani "Control your costs. Create efficiencies." - Rocky Lalvani "If you are not keeping up with your cost of goods going up, you are in trouble. Be proactive, not reactive when it comes to adjusting pricing to supplies, shipping, and fuel surcharges." - Rocky Lalvani "You don't need more resources, you need to be more resourceful." - Rocky Lalvani "The number one reason Profit First fails is because the person didn't start doing it." - Rocky Lalvani "The Entrepreneurial Operating System (EOS) is a wonderful way to systematize your business." - Rocky Lalvani Connect with Rocky: Phone: (717) 469-5449 Email: [email protected] Website: profitcomesfirst.com LinkedIn: in/rocky-lalvani company/profit-comes-first Podcasts: Profit Answer Man Podcast Richer Soul Links Mentioned: Profit First Overview Profit First Mike Michalowicz Profit Answer Man Podcast Richer Soul The Savannah Bananas The Rising Tide Mastermind Iron Sharpens Iron Mastermind Inc Magazine Submit a Show Idea AWT (Association of Water Technologies) Events: PWX 2022: Ready and Resilient (Public Works Expo) – August 28 to 31 in Charlotte, North Carolina AWT 2022 Business Owner's Meeting – September 20 in Vancouver, Canada International Desalination Association World Congress – October 9 to 13 in Sydney, Australia Books Mentioned: Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz Traction: Get a Grip on Your Business by Gino Wickman The Christian Man: A Conversation about the 10 Issues Men Say Matter Most by Patrick Morley The Ultimate Coach by Amy Hardison Life Force: How New Breakthroughs in Precision Medicine Can Transform the Quality of Your Life & Those You Love by Tony Robbins

Long-time listeners of the podcast know that I enjoy learning about leadership and self-development. I have had many guests on the podcast that introduced me to tools and today's guest has a tool which I know will help your team and all of your relationships. My lab partner is Tim Cooper. He is a Principal Consultant at The Table Group and the founder and president of Cooper Consulting. Tim has over 15 years of Team Leadership experience in his partnership with The Table Group. His clients include executives from Renaissance Learning, Chick-fil-A, Southern New Hampshire University, and Ørsted. Tim describes his approach to consulting as relational, particularly in tackling difficult interpersonal dynamics with the teams he serves. His specialties include building healthier relationships within executive teams that cascade throughout the organization. In this episode, Tim will talk about The 6 Types of Working Genius. These are 6 different types of gifts that are required of any group of people trying to get something done: The Genius of Wonder, The Genius of Invention, The Genius of Discernment, The Genius of Galvanizing, The Genius of Enablement, and The Genius of Tenacity. If you don't know what the 6 Working Geniuses are, after this episode, you will learn what they are and how you can use this knowledge to lead, be part of a team successfully, and be a better version of yourself. Tim loves talking about anything that has to do with Organization Health and the interplay between Smart and Healthy Organizations, and The 6 Types of Working Genius is the best tool he has come across that can help teams and individuals raise team morale, productivity, and organization health. Bottom line: Tim will tell us what the 6 Types of Working Geniuses are and how knowing these Geniuses can create better organizational health. Your roadside friend, as you travel from client to client. -Trace Timestamps: Running a business, facilitating team meetings, and upcoming events [01:44] Welcoming The Table Group's Tim Cooper [09:53] Introducing The 6 Types of Working Genius [14:28] Preventing burnout by knowing your Working Genius [20:49] Working together as a Team to create success in the three stages of a project: Ideation, Activation, Implementation [28:14] Assessments are about awareness, not permission [31:55] Understanding the Pain Points on a team and inviting the right people to the right meetings [37:05] Hiring the best people for a role using the Working Genius [45:56] Thinking On Water With James [1:01:01] Thinking On Water With James: In this week's episode, we're thinking about a salt bridge in a water softener system. What is a salt bridge? How do you know if you have one? What impact can it have on a water softener? How do you remove a salt bridge? How can it be prevented in the future? Take this week to think about salt bridges in water softener systems. Quotes: "Two of the big components of a healthy organization are high morale and high productivity, and the Working Genius is the tool that is best at raising both of those." - Tim Cooper "The Working Genius is 80% a production tool and 20% a personality tool." - Tim Cooper "The Wonder Genius are the people that ponder the possibilities of greater potential and opportunity." - Tim Cooper "The Invention Genius are the ones that create original and novel ideas and solutions." - Tim Cooper "The Discernment Genius are the ones that are using their intuition and their gut-feel." - Tim Cooper "The Galvanizing Genius are the people that get people moving." - Tim Cooper "The Genius of Enablement is the most relational of all Geniuses. They are the ones that ask, 'How can I help?'" - Tim Cooper "The Genius of Tenacity are the people that are all about execution." - Tim Cooper "If you get to spend most of your time focusing on the things that bring you energy and fulfillment, it hardly feels like work." - Tim Cooper "Burnout is not really too much work, it's too much of the wrong kind of work."- Tim Cooper "The best leader is a self-aware leader." - Tim Cooper "We need to be really kind when operating in people's competencies or frustrations. And we need to be really generous when giving people opportunities to lean into their geniuses." - Tim Cooper "We are breaking projects down into three stages: Ideation, Activation, Implementation." - Tim Cooper "When you skip over a project stage, you're not only skipping a stage of work, you're skipping over people who are trying to bring their best to the team." - Tim Cooper "Assessments are about awareness, not about permission. It is not permission for me to just be more of who I am, this is about awareness so that I can become a better version of myself." - Tim Cooper "The Working Genius is a production tool. It is the art of getting work done, both individually and on a team." - Tim Cooper "An Assessment can't tell you what brings you the most joy and fulfillment, it's up to you to answer that." - Tim Cooper "Work doesn't have

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 Seattl

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."

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 Risi

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 mindse

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 sam

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 (Mas

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 –