Scaling UP! H2O

/*! 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 –

Today, I invited Aaron Walker AKA "Big A" back on the podcast to talk about his experience when he went on a two-month Sabbatical in 2021. As a business owner, Big A founded 14 companies over the past 42 years, and going on a Sabbatical was a difficult thing to consider. But with the persuasion of many of his Mastermind group members and his doctor, he went on a Sabbatical on November 1st, 2021, completely unplugging from everyone except his family for the rest of the year. Aaron has credited his wonderful team and his executive assistant to whom he delegated tasks for keeping his business on the right track while he stepped away for two months. I've always thought that a Sabbatical is just a fancy word for rich people to take an extended vacation, but it was so much more. Aaron Walker opened my eyes to what Sabbaticals are truly about. More than that, I learned that the strength of the business isn't due to the strength of the business owner; the strength of the business lies with the team that the business owner has developed. Bottom line: Aaron Walker will talk about his two-month Sabbatical and how it changed his life. Your roadside friend, as you travel from client to client. -Trace Timestamps: Goal Setting with The "12-Week Year" [02:00] Events in Water Treatment [04:31] Welcoming Aaron Walker AKA "Big A" back to the podcast [08:00] Aaron's Superpower: Giving hard advice in a caring and tactful way [10:33] Deciding to take a Sabbatical and talking to the staff [15:15] Dealing with the struggles of being a business owner stepping away from their business [18:45] What is a good Sabbatical objective [24:36] Aaron's day-to-day while on Sabbatical [26:50] Aaron's advice to those who want to go on a Sabbatical [31:04] How did Aaron's life, work, and relationships change post-Sabbatical [36:03] Thinking On Water With James [47:21] Thinking On Water With James: In this week's episode, we're thinking about how sodium hypochlorite, or bleach, controls microbiological growth? What's happening outside the microbiological cell? What's happening inside? What are the chemical species causing this? How much time is required to get effective microbiological control? How does pH impact these chemical species? Does the "reservoir effect" soften the impact of pH? Take this week to learn more about sodium hypochlorite and its impact on microbiological growth. Quotes: "I help ordinary men become extraordinary." - Aaron Walker "My life's vision is motivation. Helping other people achieve their goals and dreams." - Aaron Walker "You've gotta say hard things often, (even though) these are things you don't wanna say." - Aaron Walker "I think we're designed to be in a community. Humanity is designed to have other parts around you that can supplement where you are possibly weak." - Aaron Walker "I went into business to be able to have a lifestyle that I wanted to live. I didn't go into business to be a slave to the job." - Aaron Walker "It was very telling of me, as an individual, taking a Sabbatical, because I'm really having time now to reevaluate things that I was doing, that I wasn't really aware of." - Aaron Walker "Because we're so busy and clouded with activities, we can't get to a point where we can really think through what we want to accomplish" - Aaron Walker "You have to experience a Sabbatical on your own. No one can convince or talk anybody into doing it. It's a leap of faith." - Aaron Walker "At the end of six weeks [the Sabbatical], I was fired up, I was rested, I had a plan, and I was ready to come back." - Aaron Walker "Everybody can't do a Sabbatical initially, but you can set a target date to get yourself in a position to be able to do it." - Aaron Walker "What I really learned out of the Sabbatical is really doing a deep dive with myself." - Aaron Walker "I'm not where I want to be, but I'm a lot better off than I was." - Aaron Walker "I was amazed by the depth of my thinking. I was able to think through what I wanted to accomplish." - Aaron Walker "We're so busy and so clouded with activities we cannot get to that level." - Aaron Walker "My Sabbatical in one word would be 'Energizing." - Aaron Walker "We're a lot better off being an inch wide and a mile deep because the riches are in the niches." - Aaron Walker Connect with Aaron Walker: Phone: (615) 207-3018 Email: [email protected] Website: ironsharpensironmastermind.com LinkedIn: in/aaronwalkerviewfromthetop TuesdayNoon.Live with Aaron Walker ( Streaming Every Tuesday at 12 PM CST) Iron Sharpens Iron Mastermind View From the Top The Mastermind Playbook Links Mentioned: CWT Prep Course The Rising Tide Mastermind 244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision) 184 The One Where I Interview My Mastermind Mentor (with Aaron Walker) Events: International Conference on Biological Wastewater Treatment Technologies and Systems – June 2 to 3 in New York, NY NRWA In-Service Training – June 7 to 9 in Anaheim, CA World

Five years ago, I recorded Episode 1 with my Bluetooth headset and sent it off for approval on Apple Podcasts. My primary goal when I made the first episode was to create something that industrial water treaters could listen to while they drove from account to account. I wanted to make something that would help water treaters expand their general water treatment knowledge. What I didn't expect when I launched Episode 1 was that this podcast would create a community of people with similar passions. Today, we are not only celebrating the fifth anniversary of the Scaling UP! H2O podcast, but also the fifth birthday of the Scaling UP Nation, our global community of water treaters. It is an honor to celebrate this milestone with you. That's why in this episode, I am going to take a page from Atlanta's Morning News' Scott Slade, and share with you some of my favorite Top 5 lists in three categories: Community Wins, Books written by podcast Guests, and Inspiring Quotes. There were so many amazing guests and inspiring quotes so narrowing it down was a challenge. If you were making a list of the top 5 things about the podcast, what would they be? Please share your lists on social media with the hashtag #ScalingUpH2O . The last five years are dear and near to my heart, and I'm looking forward to spending the next few years with the Scaling UP Nation by "Scaling up our knowledge, so we don't scale up our systems." Bottom line: Happy 5th anniversary, Scaling UP Nation! Your roadside friend, as you travel from client to client. -Trace Timestamps: Happy 5th Anniversary, Scaling Up Nation! [00:50] Thinking On Water With James [03:32] 5 Years Ago: The Beginning of the Scaling Up H2O Podcast [04:31] Top 5 Community Wins: Creating communities of passionate water treaters [09:04] Top 5 Books Written by Podcast Guests: Some of my favorite Books [18:29] Top 5 Inspiring Quotes: Quotes to pick you up and remind you that better is possible [37:42] Thinking On Water With James: In this week's episode, we're thinking about whether you can rely upon the tracer to determine product concentrations in your water systems, or are there other ways to confirm? Should you be regularly testing beyond just tracers like PTSA? Can anything impact the tracer to make it an unreliable indicator of product levels and performance? How might time, biocides, etc. impact tracer levels? Even if the tracer levels are correct, what else may be happening in the water system to impact other product ingredients? Take this week to think more about the tracers you use and learn more about them. Quotes: "A candle loses nothing by lighting another candle." - James Keller "If you can dream it, you can do it." - Walt Disney "You are the average of the 5 people you spend the most time with." - Jim Rohn "I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." - Maya Angelou "There are a thousand hacking at the branches of evil to one who is striking at the root." - Henry David Thoreau "[When I first started the podcast], I created procedures. I will learn about a new topic as much as I can, and then I will write out procedures so I don't have to relearn it every time I go do it." - Trace Blackmore "I learned that you don't need to be creative [when it comes to episode titles], you need to be simple, you need to find things that are repeatable, and people just understood what was going on." - Trace Blackmore "Five years ago, Scaling UP H2O was born. [But] what was also born, was the Scaling UP Nation" - Trace Blackmore "I started the podcast because I wanted a community. I wanted people to come together in an industry that people don't normally come together in." - Trace Blackmore "I am so amazed and humbled and honored that I get to be the tribe leader of the Scaling UP Nation." - Trace Blackmore "Ask big, because you can get answered big." - Trace Blackmore "I know what the intent is behind everything that I say, but the people that hear me say it, they have no idea what that intent is." - Trace Blackmore "If you don't ask, you won't get. Never think that what you need is not important to someone else" - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o linkedin.com/in/traceblackmore Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: Atlanta's Morning News – 95.5 WSB with Scott Slade 158 the One That's Virtually Live At 2020 AWT Conference 001 A New Podcast for Water Treaters Apple Podcasts for Creators 246 The One About How To Patent New Water Treatment Technologies 029 The One with the Submarine Captain 039 The One That Will Change Your Sales Department 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others 148 The One About The Big Thirst 164 The One With Chris McChes

I've always said that the water treatment industry is the best industry in the world. The opportunities in the water industry are endless. If you work in the water treatment industry, you know that you'll be secure for the rest of your life. Businesses will always need water treaters, everyone will always need clean water. In today's episode, my lab partner is someone who's worked in the water treatment industry for 42 years: Jerry Angelili. Jerry started his career at Betz Laboratories, where he worked as a Sales Representative and Account Manager for 14 years. He then worked at three more companies before joining Chem-Aqua in 2007. He started as a Senior Engineer, responsible for technical assistance to the corporate sales force in selling and servicing prospects and customers in the area of boiler, cooling, and wastewater treatment applications. He would eventually become the Manager of Oxidative Technology, managing Chem-Aqua's existing and potential applications of chlorine dioxide ozone, and peracetic acid, and the Manager of Engineering until he retired in 2020. An expert in Chlorine Dioxide and its applications, Jerry holds two patents to his name: one for the portable water treatment system and apparatus (US 8211296) and another for the portable water treatment method (US 8226832), which were both issued on April 9, 2010. He was also a member of AWT, serving in the Technical Committee, specifically with boilers. Jerry aspired to become a doctor when he was in college, majoring in Biology at the University of Pittsburgh. But lucky for us that Jerry decided to go into water treatment or we wouldn't have some of the technologies and industry knowledge we have today. Bottom line: Armed with 42 years of experience in water treatment, Jerry Angelili will share with us how we can embrace new technologies to make the entire water treatment industry better. Your roadside friend, as you travel from client to client. -Trace Timestamps: CWT Prep Course [00:01] Submit your show ideas and upcoming events in water treatment [02:40] Introducing Jerry Angelili [9:27] Falling into water treatment [14:42] Working at multiple water treatment companies [21:33] Serving as a member of AWT's Boiler Technical Committee [24:37] Getting the most from your time when driving from account to account [29:19] Embracing the technological advances in the servicing, communication, and application of water treatment programs [31:30] Jerry's patented inventions [36:40] Jerry's advice to aspiring industrial water treaters [42:45] Lightning round questions [45:51] Thinking On Water With James [51:14] Thinking On Water With James: In this week's episode, we're thinking about the order corrosion coupons are installed. What is the proper order? What does flow have to do with order? If you have great corrosion rates, why does order matter? If you have terrible corrosion rates, why does it matter? What is the science behind the order? Where would you find the proper order when in doubt? Would there ever be a reason to install one out of the standard order? Take this week to think about the proper order of corrosion coupons and why it matters. Quotes: "I provided Betz with assistance without being denigrating. I tried to lift people up, if they did something wrong, we worked through it." - Jerry Angelili "Get through a year; whatever happens, don't quit. If you can succeed one year in this business, you'll never have to worry about having a job again for the rest of your life." - Jerry Angelili "What we have available today, like the Scaling Up! H2O Podcast, and the different things you can listen to in the car, you'll have more positive information that motivates you." - Jerry Angelili "There is always research being done for better and better chemical technology for water treatment. When you look at it over 42 years, it's amazing how much it changed." - Jerry Angelili "All the advances in technology have been amazing and exciting to watch." - Jerry Angelili "If you want a certification, the industry standard has become the CWT of the Association Water Technology."- Jerry Angelili "You can say 'I don't know', but follow it up by saying 'I will find the answer for you'." - Jerry Angelili "Worrying about something has no positive outcome. Action provides a positive outcome, not worry." - Jerry Angelili Connect with Jerry Angelili: Phone: (214) 226-8285 Email: [email protected] LinkedIn:in/jerry-angelilli-5aa6a19 Links Mentioned: Submit a Show Idea AWT (Association of Water Technologies) 244 The One About Water Treaters For Clean Water (with Steve Spear of Team World Vision) Events: The Hang - April 14, 6:00 p.m. EST, USA World Vision Global 6k: Join Team Scaling UP! Nation or make a donation HERE. Books Mentioned: The Bosses Club by Richard A. Gregory My Cross to Bear by Alan Light and Gregg Allman Please Be with Me by Galadrielle Allman

Scaling UP Nation, I will talk about something that I personally don't gravitate to, and maybe you have been putting it on the back burner as well: Marketing. That is why I invited Marketing Professional Mark Robinson, the co-founder of LeadPillar to teach us different Marketing Techniques so we can create our own Marketing Plan. Mark calls himself a "Marketing Nerd" or "Marketing Addict". One of the things he likes doing most is looking at Marketing Campaigns to find any hidden message and what makes them work. But more than that, as a Marketing Professional, Mark helps his customers by finding their own "big idea" that differentiates them from all other products in the market. He has helped launch products, software, and generate experiences that lead to customers. Mark leverages his years of experience in Management Consulting and technology to deeply connect to customers and understand where they want to go. If you are a water treatment company owner and you don't have a Marketing plan for your company, this episode is for you. Bottom line: Marketing is not a mystery, it's a system; and today Marketing Expert Mark Robinson is going to show you how to create a system for your company. Your roadside friend, as you travel from client to client. -Trace Timestamps: April Fools and upcoming Events [1:25] Thinking On Water With James [07:14] Introducing Marketing expert, Mark Robinson [11:10] Making a memorable Marketing Campaign [14:24] Starting Marketing at your water treatment company[15:18] The Marketing process: understanding the customer [16:50] Pinpointing your Advertising to your target market [20:31] Guerilla Marketing Technique: creatively do it yourself [22:33] Marketing Advice for the Scaling Up!H2O Podcast [24:14] What drives the best Marketing Campaigns [26:41] Language for water treaters to use in advertising [29:29] Lightning round questions [32:53] Mark and I are in the same Mastermind group and this is what it looks like [35:00] Thinking On Water With James: In this week's episode, we're thinking about what times of the year evaporation is the heaviest and lightest in a cooling tower? How do the humid, dog days of summer impact cooling tower evaporation? Conversely, how do the frigid days of winter impact evaporation? How does this factor into your industrial water treatment calculations? What is a yearly average for evaporative cooling in your area? 75%? 80%? Something else? How do changing rates of evaporation impact the Holding Time Index throughout the year, and why could this matter? Take this week to think about how cooling tower evaporation may change with the seasons and the impact it may have on your system. Quotes: "What makes Marketing good is when someone hears the message, and they take it, and they internalize it, and it becomes their own message." - Mark Robinson "If the company has customers today, you would really want to start by establishing relationships with customers." - Mark Robinson "The more you understand the customer's pains and results that they want, the more you can create the right marketing that sells to the customer." - Mark Robinson "Marketing Campaigns have one main component: the very deep connection to the person you are trying to reach." - Mark Robinson "A successful campaign is based on loving other people and giving them what they need and what they want." - Mark Robinson "Let's not do any random Marketing; let's not copy people. Just because other people are getting success from one marketing technique, doesn't mean you will have the same results." - Mark Robinson "If it's not measurable, it's not Marketing." - Mark Robinson "Masterminds are a great idea, and I encourage the Scaling Up Nation to join what's right for them." - Mark Robinson Connect with Mark Robinson: Cell Phone: (423) 903-9432 Website: leadpillar.com LinkedIn: https://www.linkedin.com/company/leadpillar Facebook: https://www.facebook.com/markrobinsonpro/ Links Mentioned: The Rising Tide Mastermind Iron Sharpens Iron Mastermind Events: The Hang - April 14, 6:00 p.m. EST, USA Water Quality Association Convention & Exposition - April 6 to 8 in Orlando, FL Wastewater, Water and Resource Recovery Conference - April 10 to 13 in Poznan, Poland Books Mentioned: Scientific Advertising by Claude C. Hopkins The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand Out From The Crowd by Allan Dib

Happy World Water Day! We've been celebrating World Water Day since 1993, and this year we are celebrating in an extra special way. My guest today is someone whom I introduced on Episode 236 when I interviewed Reid Hutchison; it's none other than Steve Spear of Team World Vision. World Vision is a Christian humanitarian organization dedicated to working with children, families, and their communities to combat poverty and injustice. They are also the largest non-governmental provider of clean water in the world. One of the ways they provide clean drinking water to families and children is by organizing a yearly event that we are going to talk more about in this episode: the Global 6K for Water. But first, let me introduce you to Steve Spear. Steve leads a team of 40 staff at World Vision, the largest Christian organization on the planet, engaging churches across the U.S. to make a difference for the most vulnerable children. Before that, he held a senior-level leadership position at Willow Creek Community Church in South Barrington, IL for 15 years, and was the head of various pioneering efforts. Steve has done many mind-blowing things for his advocacy to bring clean water to communities that need it the most. He ran across the country, from Los Angeles to New York to raise over $500,000 for clean water. In 2017, the U.S. Congress recognized Steve for his humanitarian work and as a role model for all Americans. I'm also happy to announce that the Scaling UP! H2O podcast has created a team for this year's Global 6K for Water happening on Saturday, May 21, 2022, and I want YOU to join our team! You can learn more about Team Scaling UP! Nation or make a donation HERE. We'd love for you and your friends, family, and co-workers to join Team Scaling UP! Nation, but if you'd like to make your own Global 6K for Water team for your business/employees, please reach out to Steve Spear at [email protected]. Bottom line: You can bring clean drinking water to communities that need it most just by putting one foot in front of the other at the Global 6K. We can bring awareness to this issue, and participate as a global water treatment community. Your roadside friend, as you travel from client to client. -Trace Timestamps: Happy World Water Day! [01:11] Thinking On Water With James [04:00] Introducing Steve Spear of Team World Vision [06:04] Running across the United States in 2013 for clean water [07:23] Pushing on amidst the challenges [14:49] What does World Vision do, exactly? [17:05] What can water treaters do to help end the world water crisis? [18:46] Painting a picture of what it's like in communities with no access to clean water [20:40] Finding his purpose: bringing clean water to communities that don't have access to it [25:39] Why is it a 6K run and not a 5K: a distance of solidarity [26:01] How World Vision brings clean water to communities [30:00] How to sign up for the Global 6K for Water and get involved [35:44] Thinking On Water With James: In this week's episode, we're thinking about how saturated brine is then diluted during the softener regeneration brine-draw cycle. Why is this? On the surface, it seems oxymoronic to work so hard to achieve a saturated brine in the brine tank only to dilute it during the brine-draw cycle in the regeneration process. What impact would using saturated brine have on the resin beads? Operationally, why does it make sense to dilute instead of achieving the desired brine concentration upfront? You've probably not even thought much about this one part of the softener regeneration process before, but take this week to think about it and the entire process. Quotes: "When I got to Battery Park (after running across 14 States), there was just this overwhelming sense of gratefulness." - Steve Spear "World Vision officially began in 1950, and we are now in about 100 countries, with 40,000 staff worldwide." - Steve Spear "World Vision's goal is to serve the most vulnerable children." - Steve Spear "The work that we do on the ground is done indigenously." - Steve Spear "Sometimes, we take water for granted here in the US. In the developing world, we know the lack of clean water is the number one cause of preventable death on the planet." - Steve Spear "Education becomes an opportunity, healthcare skyrockets because the base layer of water, which is needed for every other building block to move a community out of poverty, is taken care of." - Steve Spear "One of the key things we do at World Vision that activates people is child sponsorship, putting a name and a face to the cause." - Steve Spear "I devote myself to inviting others to put one foot in front of the other to create a whole new future for children with no access to clean water." - Steve Spear "6K is the average distance that women and children walk in the developing world to get water." - Steve Spear "6K is a distance of solidarity." - Steve Spear "Anybody can do a 6K; people run it, tons of people walk it." - Steve Spe

On episode 221, I hosted a Raw Materials Supply Chain Update Roundtable with Mike Standish of Radical Polymers, Jill Cavano of Scranton Associates, John Zibrita of Zibex, and Gary Garcia of Masters Company. We talked about Supply Chain issues, and how it is affecting the water treatment industry. Since then, I've received numerous questions about something that is concerning many water treaters right now: Price Increases. People in the industry are concerned with the number of Price Increases we are getting hit with right now in all areas of business from Asset Control, Labor Raises, Business, and Workforce Growth, to Transportation, Insurance and Utilities; how should we pass those Price Increases to our customers, and what are the consequences of passing on those Price Increases to them? Today, I am going to talk about what happens if we don't increase our prices, the economics of pricing your services, and how to have a "Price Increase" conversation with a customer. Bottom line: Today we're going to talk through the economics of Price Increases. Your roadside friend, as you travel from client to client. -Trace Timestamps: Pinks and Blues and new events [2:00] Thinking On Water With James [08:52] Price Increases: The questions on everybody's mind [10:40] Simple Economics: Why you should increase your Pricing [15:02] When your customer objects to a Price Increase [18:50] The Supply Chain Materials Shortage Issue [19:58] How to initiate a Price Increase conversation with a customer [25:15] Why keeping a good relationship with a customer is important [30:48] How to create a Win-Win for you and your customer [35:20] Episodes to listen to get more information about the Supply Chain issue [40:57] Thinking On Water With James: In this week's episode, we're thinking about the dangers of our job and how we can be safer. Industrial Water Treatment has inherent dangers that must be acknowledged and managed. From hot, pressurized boilers, acids, and caustics to confined spaces, energized equipment, and environmental exposure. Do you think about your safety every day? You are the first line of defense in your own safety, after all. What resources do you have to not only learn about any dangers but also how to manage them? Take this week to think about your safety and the impact not just upon you but upon those around you as well. Quotes: "When we're talking about Price Increase, we are not talking about price-fixing. We're talking about responding to the market and to all of the things that happen." - Trace Blackmore "(Losing a business due to a Price Increase) might not be the worst thing depending on how you're looking at the full picture." - Trace Blackmore "We need to look at making sure we're doing regular Price Increases just to keep up with all increased prices."- Trace Blackmore "If the company is not making a profit, we are not in a healthy company." - Trace Blackmore "Strong companies are constantly evaluating how much money is coming in, how much money is going out, and is that acceptable with what the company has to make." - Trace Blackmore "We are in a Supply Chain breakdown right now." - Trace Blackmore "If the material is not available, the Price is going to go up." - Trace Blackmore "Anything that is not a win on both the client's and customer's side will not work long term successfully." - Trace Blackmore "We have to make sure that we get a win so that we can help our customer win too." - Trace Blackmore "The more information your customer knows, the better decisions they can make." - Trace Blackmore "When Prices go up, a healthy company needs to increase their Pricing." - Trace Blackmore "We have to make a profit in order to stay in business. Profit is essential in order to stay a valuable company." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: CWT Prep Course Submit a Show Idea 236 The One Where We Talk About Waters Treaters Changing The World Team World Vision: Join Team Scaling UP Nation for the 6K 221 Raw Materials Supply Chain Update Roundtable 223 Pinks and Blues: Phosphonate Replacements The Rising Tide Mastermind Events: The Hang - April 14, 6:00 p.m. EST, USA 2022 AWWA Sustainable Water Management Conference – March 27 to 30 in Denver, CO World Water Day – March 22 Books Mentioned: The 7 Habits of Highly Effective People

I met my lab partner today a couple of years ago at an AWT panel of Young Professionals in the water industry, and I was impressed with the things he does and how he has engineered solutions to problems that many water treaters face. A few years later, he now has his own company that provides bacteria testing, test kits, buffers, and digital refractometers. I'm proud to introduce to you Landon Markes, owner of Fluid Maintenance Solutions LLC. Before making his way to the water treatment industry, Landon worked for a decade in sales in industries such as metalworking and food processing. In 2020, he started his own company called Fluid Maintenance Solutions LLC. Fun fact, Landon actually went to school to become a teacher! Several episodes ago, I did a Pinks and Blues about Dip Slides. Today, Landon is going to share EVEN more information about Dip Slides, including a new space-saving and reliable alternative to Dip Slides… because water treaters never run out of things to talk about when it comes to Dip Slides. Bottom line: Landon Markes is going to share what you need to know about Dip Slides and their alternatives. Your roadside friend, as you travel from client to client. -Trace Plate Counts: Timestamps: Stories from Scaling UP Nation [1:50] Introducing Landon Markes [11:44] Owning a business: What's it really like? [15:16] When Dip Slides don't work [18:47] An alternative to Dip Slides [20:16] Incubating your Dip Slides correctly [26:40] Why Dip Slides should not be used to test Legionella [30:30] Thinking On Water With James [32:53] Thinking On Water With James: In this week's episode, we're thinking about how much water flashes off a hot water sample from a boiler. Ideally, a sample cooler would be used to collect a boiler water sample, but why? What is lost as the hot water sample changes from the pressure of the boiler to atmospheric pressure? How much water is actually flashing off and is it enough to affect your test results? Is there anything else flashing off the sample besides water? What are the safety concerns? Take this week to think about the impact of taking a hot water sample from a boiler versus a cooled sample. Quotes: "Owning your own business can be absolutely terrifying." - Landon Markes "I started my company because I found a niche market." - Landon Markes "Don't keep your Dip Slides in the fridge, keep them at room temperature." - Landon Markes "Dip Slides are fantastic when they work. When they don't work, things can go wrong." - Landon Markes "Incubate your Dip Slides. The 48 hours that a Dip Slide takes to have growth is based on incubation." - Landon Markes "If it's completely saturated with bacteria, that's data. Make decisions based on what the data is." - Landon Markes Connect with Landon Markes: Phone: (405) 612 7869 Email: [email protected] LinkedIn: in/landon-markes-a0550272 in/fluid-maintenance-solutions-llc-4712081b7 Links Mentioned: 117 The One With Temperament Expert, Kathleen Edelman 179 Another One that Teaches Us to Communicate Better with Others 214 Pinks And Blues: Dip Slides The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) How to Apply or Renew Your Passport? Books Mentioned: I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman

My lab partner today is someone the Scaling Up Nation can learn a lot from: Michael Byerley of Global Water Technology, Inc. I met Michael several years ago, and I was instantly amazed by how put together and intelligent he was. His ability to learn and listen made a strong impression on me, that when I started the Rising Tide Mastermind, Michael was one of the first people I reached out to! Michael Byerley started in the water treatment industry when he interned at Global Water Technology, Inc. in 2009. He eventually joined the company full time after graduating from Northwestern University. GWT was also founded by one of the few women in the industry, Michael's very own mother, Maria Villarreal-Byerley, in 1990. With years of experience under his belt, Michael was able to position GWT as a company that continually achieved high growth. GWT has grown 2,400% since 2011 and achieved an average annual growth rate of 42% the past nine years through high organic growth and the acquisition of nine companies. Michael has also expanded the reach of GWT to 26 states, established four terminals across the US, launched their headquarters, and started up many new high grossing product and service lines. Aside from all of these achievements, Michael is also very proud of the work culture he helped to create at GWT. The company is committed to maintaining a positive employee and customer-first culture, transparency, communication, quality of service, and technical resourcefulness which his mother started 31 years ago. Bottom line: Michael Byerley is going to share his career journey working at a legacy water treatment company. Your roadside friend, as you travel from client to client. -Trace Timestamps: What don't you know [01:33] Being born into Water Treatment[08:50] Becoming an effective water treater [15:40] Developing a learning mindset [19:21] Joining the Rising Tide Mastermind [23:39] Complimenting growth with acquisitions [28:40] Lessons learned from acquiring 9 companies [35:14] Advice to people just getting into water treatment [41:56] Lightning round questions [43:50] Thinking On Water With James [53:20] Thinking On Water With James: In this week's episode, we're thinking about ways to calculate Cycles of Concentration or, as some say, Concentration Ratio. How many ways can and do you calculate this useful number? Do you use conductivity? Neutralized or unneutralized conductivity for boilers? Total Hardness? Calcium Hardness? Magnesium Hardness? Chlorides? Silica? Total Alkalinity? Why can't you use pH? Can you use water meters? What are the benefits and disadvantages of each? What if the numbers from the various versions don't agree with each other? What added chemical products may interfere with the accuracy of the calculations? Take this week to think about Cycles of Concentration or Concentration Ratio and why it is more than just a number. Quotes: "People are not afraid if you don't know, they are more afraid if you don't communicate." - Michael Byerley "If you simply say "Let me get back to you, or I don't know, or I'll refine my answer", they (your customers) can't poke a hole in that answer. They can only accept your honesty." - Michael Byerley "Everyday in the water treatment industry is supposed to be a learning experience." - Michael Byerley "I live my life by listening." - Michael Byerley "Global Water Technology doesn't buy a company just for the sake of buying companies. We don't grow just for the sake of growing."- Michael Byerley "We want to make this all about the clients and the people." - Michael Byerley "If you decide to go to water treatment, lean in. It is an industry like no other." - Michael Byerley "There are not enough women in the water treatment industry." - Michael Byerley Connect with Michael Byerley: Phone: (301) 740-1421 Email: [email protected] Website: www.gwt-inc.com LinkedIn: in/mbyerley1 Links Mentioned: 022 The One with Tim Fulton Audible AWT (Association of Water Technologies) The Rising Tide Mastermind Submit a Show Idea Events: IIAR 2021 Natural Refrigeration Conference & Expo – March 6 to 9 in Savannah, GA AWRA 2022 Geospatial Water Technology Conference – March 21 to 23 in Austin, TX 2022 WEF Public Health and Water Conference & Wastewater Disease Surveillance Summit – March 21 to 24 in Cincinnati, OH Books Mentioned: Greenlights by Matthew McConaughey Born a Crime by Trevor Noah

On the last Pinks and Blues episode, Episode 237, we had a listener ask about "all things Cooling Tower cleaning". Well, in true Trace Blackmore fashion, I took you on the scenic route, and we never got to talk about actually how to clean a Cooling Tower; instead, we focused on WHY we clean Cooling Towers, what they are, and how they work. If you haven't listened to episode 237 yet, I encourage you to go back and listen to that one first before listening to this episode. Now, back to the original listener's question, today I promise you that we will talk about HOW to clean when it comes to a Cooling Tower. There is so much we need to know as water treaters, and it's always my hope that you learn something new with each episode. Bottom line: In this Pinks and Blues, we are going to learn the steps it takes to clean a Cooling Tower. Your roadside friend, as you travel from client to client. -Trace Timestamps: Cooling Towers, Part 2 [0:35] Upcoming Events [02:14] What to consider before scheduling the offline Cooling Towers cleaning [4:20] Partnering with your customer [11:45] Technique tips when cleaning [13:30] Don't forget the pump strainer [22:49] The last steps to get a clean and shiny basin [26:30] Schedule your next cleaning with the customer before you go [30:00] I'm a water treater, should I be the one to clean the Cooling Tower? [31:20] Thinking On Water With James [34:00] Thinking On Water With James: In this week's episode, we're thinking about chlorine-tolerant softener resin. Chlorine can have a negative impact on softener resin over time, causing it to break down and lose its structural integrity. At normal free chlorine levels, you may not have ever noticed it, but at higher levels, you may have seen the impacts on softener resin. One option available is what some refer to as "chlorine-tolerant" softener resin, but what does this really mean? Is the resin made of tougher material than before, or is the resin just made of more of the same material so it can last longer in its harsh environment? Take this week to think about the impact of chlorine on softener resin and what a chlorine-tolerant resin ultimately is. Quotes: "If you put a badly fouled Cooling Tower louver into a basin of a Cooling Tower, your water treatment products will clean it for you, you can hose it off, and it will look brand new." - Trace Blackmore "If you have to order a new Cooling Tower louver… order 2, and rotate through which one is in use and which one is being cleaned in the basin with your water treatment products. Work smarter, not harder." - Trace Blackmore "It is also not a bad idea that about a week before you clean the Cooling Tower you increase your dispersant and biocide from a normal feed." - Trace Blackmore "We want to be water treatment professionals. We want to make sure customers see the value in everything we do." - Trace Blackmore "If you have 5 inches of dirt on the bottom of your Cooling Tower then you've waited way too long to clean it and I promise you you have far more problems in your heat transfer system than just 5 inches of crud on the bottom of your basin." - Trace Blackmore "A pressure washer is my least favorite tool to use in a Cooling Tower. My favorite tool is a fire hose because you can have a high volume and wide disbursement." - Trace Blackmore "If we are not getting all the crud out of the pump strainer, then we are starving the pump for flow, and you didn't fully finish the job." - Trace Blackmore "If you want to get a photo of the clean Cooling Tower, take it before you put water back in it and turn it back online, not after the water is in there." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) 237 Pinks and Blues: Cooling Towers, Part 1 Goodway Tower Cleaning Devices Events: 2022 AMWA's Water Policy Conference – March 7 to 9 7th IWA Young Water Professionals BeNeLux Conference 2022 – April 4 to 6

Throughout the years, selling has developed a negative connotation, and there are even salespeople who don't admit that it's their job! Don't get me wrong; I love that I am a salesperson. I love that I get to connect others with the potential solution that I can offer them. So in this episode, I invited someone who will redefine what you think of sales: Bob Davis. I met Bob in one of the classes I attended, in which he was the trainer. I truly enjoyed the two days I spent in his class, and I must say, Bob has the best mix of learning, lecturing, and getting together in break-out rooms I've ever seen. Bob started his career in sales selling capital equipment, consumables, and services. Now, he works as a senior consultant for Wilson Learning, in which he has been awarded the Wilson Learning "PaceSetter Award" for meeting established goals for 19 consecutive years. Bob is not only a sales expert, but he is also an authority in the field of Negotiating. Bob delivers national and global meeting presentations to groups as large as 600 people in the US, Canada, and Europe on the topic of sales and negotiation. With his experience in sales, marketing, and technical support, Bob has helped clients achieve greater success through the delivery of a broad curriculum of communication offerings and consulting. He currently teaches three classes: Negotiating, Consultative Selling, and how to be a Versatile Salesperson, and if you want to attend any of these courses, you can find his details below. Bottom line: Bob Davis is going to teach us how to negotiate. Your roadside friend, as you travel from client to client. -Trace Timestamps: We are all involved with selling [1:00] Introducing negotiating expert, Bob Davis [3:00] Understanding negotiation by redefining "Salesperson" [7:40] Practicing role-playing [14:30] What to say when your client says "That price is too high" [19:30] Navigating sales by committee [26:00] Metrics to monitor [30:30] 3 step process to follow in sales [33:00] Classes Bob Davis teaches [37:10] Lightning round questions [40:00] Thinking On Water With James [43:05] Thinking On Water With James: In this week's episode, we're thinking about how pressure and temperature affect the flux rate of water through a reverse osmosis membrane. As the makeup water temperature increases, how does this impact how much water can get through an RO membrane? Does it increase or decrease or remain unchanged? Similarly, how can an increasing RO feed pressure impact how much water gets through the membrane? How do these two changing parameters impact the overall performance of the RO? How can they muddy the waters…so to speak…when trying to judge changes in RO performance to determine when it is time to clean the membranes? How do they impact the rate of dissolved solids making it through the membrane? Quotes: "My background in social services helped my career as a salesperson." - Bob Davis "The key skill of negotiation is understanding why that price is giving that person angst." - Bob Davis "The biggest mistake salespeople make is they too quickly start talking about their stuff." - Bob Davis "I'm here to find out what's going on with you so we can decide together if what I have to offer is useful to you." - Bob Davis "Practice. Practice. Practice. That's how you get good at negotiating. That's how you get good at selling." - Bob Davis "Focus the conversation on the customer and what value looks like from their perspective." - Bob Davis "Never ask "Are you the decision-maker?". It is the worst question to ask to a room of people you are selling." - Bob Davis "One of the biggest mistakes in sales is that sales people confuse a strong influencer with the decision-maker." - Bob Davis "Dealing with people's issues. Explore issues. Presenting an offer that cannot be refused." - Bob Davis "Stop telling people about your product, focus on why they want your product." - Bob Davis Connect with Bob Davis: Phone: (617) 319 5141 Email: [email protected] Website: nuvue.com www.wilsonlearning.com LinkedIn: in/bobdavis Links Mentioned: Wilson Learning NuVue SIEMENS The Rising Tide Mastermind Submit a Show Idea 237 Pinks and Blues: Cooling Towers, Part 1 Books Mentioned: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Getting Past No: Negotiating in Difficult Situations by William Ury You Can't Always Get What You Want: My Life with the Rolling Stones, the Grateful Dead and other wonderful Reprobates by Sam Cutler

Today, a very special colleague of mine came to the show: Charlie Heineman, CWT. Charlie and I first met when we took the Certified Water Technologist (CWT) Exam in Atlanta back in 2002. To date, Charlie is still an active member of AWT in the CWT and Business Resources committees. With more than 40 years of experience in the water treatment industry, Charlie started his water treatment career with Nalco Chemical Company (Basic Industry Group) as a Field Representative in Wichita, Kansas. After six years, Charlie was selected to start up Nalco's Utility Group in Dallas, Texas. Nalco's Utility Group (Dallas) grew from $100K sales to $4MM sales over the next seven years. In 2001, Charlie founded Precision Water Technologies in Dallas, Texas, and joined AWT in 2002. Charlie became a Certified Water Technologist in 2002. Aside from AWT, he is also a member of BOMA, IREM, and TAFE Associations. A United States Marine Corps veteran and the recipient of the Navy Cross of Gallantry Medal for combat operations in Vietnam, Charlie went back to college after two years of serving. He graduated from Missouri State University with a degree in Education (Biology/Chemistry), and today he is on the show to share lessons he has gleaned over the years in the best industry in the world, industrial water treatment. Bottom line: Charlie Heineman is going to share his career journey starting out, not knowing what a boiler was, to becoming a water treatment business owner. Your roadside friend, as you travel from client to client. -Trace Timestamps: Helping others get further faster in life by joining a Mastermind group [02:13] Introducing Charlie Heineman of Precision Water Technologies [08:38] Accidentally getting into water treatment[12:01] Starting his own business, Precision Water Technologies [14:09] Becoming a Certified Water Technologist (CWT) [16:35] Charlie's AWT journey [21:34] Charlie's biggest accomplishment in water treatment [26:15] Charlie's advice on learning [32:32] Lightning round questions [34:37] Thinking On Water With James [39:09] Thinking On Water With James: In this week's episode, we're thinking about how long after an oxidizer feeds to a cooling tower, should you wait to test the residual? Should you test immediately? Wait 30 minutes, an hour, or several hours? How long does it take the oxidizing biocide to be effective? What's happening to the oxidizing biocide over time within the system? Is it fed at a time of day that makes it easy to test at the appropriate time afterwards? Should you manually initiate a feed so you can test afterwards or not? What do you write in your field service report if you miss the optimal testing window? Take this week to think about the optimal time for testing oxidizing biocides after they are fed. Quotes: "You have to do a good job in order for your customers to hire you back." - Charlie Heineman "AWT is an excellent organization because the trainers they train still look at Chemistries the same way we did 20, 30 years ago". - Charlie Heineman "What is in a product and what are its parameters, water treaters need to know these things." - Charlie Heineman "Having a CWT gives you prestige and proves you know water treatment." - Charlie Heineman "I enjoy networking, when I go to the AWT conventions, I know half the people there." - Charlie Heineman "When you start a company, you have to be everything and know everything." - Charlie Heineman "The rewards are enormous when you open your own company." - Charlie Heineman "If there's one thing I learned from my mentor, it's that part of your job is to get out there and sell chemicals, but your focus is to take care of your people." - Charlie Heineman "Every water treater should know the chemistries involved and the processes of water treatment; the basics." - Charlie Heineman "If you don't know something, let the customer know you don't know it. But then research it, and come back to the customer." - Charlie Heineman "It's what a Mastermind group is; it's where people are coming together to learn more about each other. But, the simple purpose is, "how do we help each other get further faster in life?". - Trace Blackmore "The [Mastermind] group is all about community, and community is just getting out there and meeting other people." - Trace Blackmore Connect with Charlie Heineman, CWT: Phone: (972) 488-6755 Email: [email protected] Website: precisionwater.net LinkedIn: in/charlieheineman Links Mentioned: AWT (Association of Water Technologies) The Rising Tide Mastermind Become a Certified Water Technologist (CWT) Nalco Water Submit a Show Idea BOMA (Building Owners and Managers Association International) IREM (Institute of Real Estate Management) TAFE (Texas Association of Future Educators) Events: Water & Wastewater Equipment, Treatment & Transport Show – February 21 to 24 in Indianapolis, IN 2022 AMTA/AWWA Membrane Technology Conference & Exposition – February 21 to 24 in Las Vegas, NV World Water Day – March 22 Book

Nation, welcome to 2022's very first Pinks and Blues episode. For all of our new listeners, at least once a month, the Scaling UP! H2O podcast answers YOUR questions, and we call these episodes "Pinks and Blues". In today's Pinks and Blues, I start answering a very interesting question from one of our listeners: "What are the dos and don't of cleaning a Cooling Tower?". Before I can answer that question, it is important to know what a Cooling Tower truly is, and why it is important that we clean it. This is the first episode of the two-part series about Cooling Towers, so buckle your seatbelts because it's going to be a great episode. Bottom line: WHY we should clean our Cooling Towers proactively. Your roadside friend, as you travel from client to client. -Trace Timestamps: Completing your goals this year [00:01] If you don't have a standing desk, you don't know what you are missing [02:47] Upcoming Events [04:46] What do we need to know about cleaning a Cooling Tower? [09:50] A Cooling Tower, explained [11:43] What does it mean when "A Cooling Tower is not running efficiently?" [18:51] How to stay safe when inspecting a Cooling Tower [20:58] What is the ripple effect when a Cooling Tower isn't working properly? [22:48] How often should we clean a Cooling Tower? [24:17] The "Quadrinity" of water treatment: the four areas water treaters deal with to have a complete water treatment program [26:30] Why a filter is important [29:00] Thinking On Water With James [35:47] Thinking On Water With James: Interferences in your water analysis tests In this week's episode, we're thinking about testing interferences. What are the interferences in your water analysis tests you run each and every day? How do you know your test results are not artificially high or low due to an interference? Do you know how to recognize an interference? Is iron an interference? High alkalinity? pH? Chlorine or other oxidizers? Is molybdenum an interference for iron testing in a closed-loop? Read your test procedures, ask your technical support department, and search online. Take this week to think about and research test interferences and which ones may impact you the most. Quotes: "Scheduling (how often a Cooling Tower needs to get cleaned) deals with a bunch of unknowns." - Trace Blackmore "We normally find that towers are cleaned as a reactive approach that something's not working right instead of a proactive approach." - Trace Blackmore "Remember: a Cooling Tower is all about exchanging heat." - Trace Blackmore "Less surface area for the water to come in contact with the air means that the Cooling Tower is less efficient as a heat exchanger." - Trace Blackmore "More energy means more cost to run the Cooling Tower." - Trace Blackmore "A Cooling Tower is a heat transfer device because it allows air to interface with water, and that interface is the heat exchange." - Trace Blackmore "If there is dirt and debris in that tower somewhere, it's not allowing us to be efficient." - Trace Blackmore "A non-efficient heat transfer device is not doing a very good job at transferring heat." - Trace Blackmore "Mark Lewis said: the dirt that settles out at the bottom of the tower basin should never exceed one quarter inch." - Trace Blackmore "There's only so much we, as water treaters, can do without our customers committing to all the things they have to do." - Trace Blackmore "A successful Legionella program is not that you have no Legionella in the system ever, it's that you know how much Legionella is in the system." - Trace Blackmore "A lot of times, we overclean to overcompensate for not having filtration in the system." - Trace Blackmore "The 'quadrinity' is the balance of chemical and mechanical working together so we can get the optimal job done." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: 004 It's Not Easy Being Green! (the episode with Charlie Cichetti) The Tim Ferriss Show (Podcast) AWT (Association of Water Technologies) Submit a Show Idea The Rising Tide Mastermind 2023 Events for Water Professionals Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.

In today's episode, we are bringing back Reid Hutchison of HOH Water Technology in Palatine, IL to talk about what YOU, as a professional water treater, can do to change the world. I know that sounds like a lofty goal, and maybe that sounds too high-reaching, but hear me out… industrial water treaters can change the world. Reid is proof that if you prioritize the right things today, you, everyone around you, and the world will be better for it. I'm also happy to announce that the Scaling UP! H2O podcast has created a team for this year's Global 6K for Water happening on Saturday, May 21, and I want YOU to join our team! You can learn more about Team Scaling UP! Nation or make a donation HERE. We'd love for you and your friends, family, and co-workers to join Team Scaling UP! Nation, but if you'd like to make your own Global 6K for Water team for your business/employees please reach out to future podcast guest and Team World Vision representative Steve Spear at [email protected]. Bottom line: Reid Hutchison will tell us how water treaters are changing the world, one step at a time. Your roadside friend, as you travel from client to client. -Trace Timestamps: Thinking On Water With James [03:27] What has changed since Reid was last on the show? [06:37] The enormous impact of World Vision's Global 6K [09:30] How can the Scaling UP! Nation get involved to solve the world water crisis? [14:24] How joining a Mastermind group can change your personal and professional circles, for the better [18:25] Lesson takeaways from the 2021 Rising Tide Mastermind Live Event [26:00] The positive ripple effect that happens when you apply the Temperaments to your communications [28:10] Lightning round questions [47:02] What you need to know about AWT, Temperaments, and joining World Vision's Global 6K for Water [52:00] Thinking On Water With James: What is an acceptable water loss in a closed loop? In this week's episode, we're thinking about water loss in a closed loop system. What is an acceptable water loss? Is it 10%, 5%, or even 0%? How does the volume of the system factor into what size water loss is acceptable? What is being lost beyond water with a leak? What can cause a closed loop to lose water? How do you know it's losing water? Are there times when a makeup water meter may miss a low-flow makeup? What things may be introduced with fresh makeup water that could cause problems within the closed loop? What is the cost of the water loss? Do you know the value of the closed loop's water in $/1000 gallons or even $/100 gallons for smaller systems? Knowing the value may help get other parties on board to address the water loss, if necessary. Take this next week to think about water losses in closed loop systems and what you may or may not deem as acceptable. Quotes: "The World Vision 6K for Water: an event that raises awareness and money for clean water efforts in the world, and specifically serves people who do not have access to safe drinking water." - Reid Hutchison "The World Vision 6K for Water allows people to move their feet and invite others, raise awareness, and raise money to help bring an end to the global water crisis." - Reid Hutchison "It is called a 6K for water, not a 5K, because 6K is the average distance that folks who do not have access to clean water need to walk daily in order to get water." - Reid Hutchison "Our biggest goal is to inspire people to participate in the World Vision 6K for Water." - Reid Hutchison "By 2030, it is possible that the global water crisis will be solved or ended. The only way to reach that goal is to mobilize more people to engage in the effort to help millions of people." - Reid Hutchison "For those of us in the water treatment industry, it is a great cause to be involved with because it is personal to what we do and each person can make an impact." - Reid Hutchison "It has been an honor to facilitate a Rising Tide Mastermind group." - Reid Hutchison "We crowdsourced advice and crowdsource questions to move the ball forward for members of the Rising Tide Mastermind group facing issues." - Reid Hutchison "I Said This You Heard That instantly made everyone aware and alert to what they were saying and why and how people were receiving what they were saying." - Reid Hutchison "I Said This You Heard That was immediately practical and helpful." - Reid Hutchison "I Said This You Heard That: It's simple. It's powerful. Everyone can relate to it." - Reid Hutchison "As soon as you get familiar with the Temperaments, and how they may play out in your communication, everyone has extra grace or empathy towards one another." - Reid Hutchison "We're solving problems and making the industry better." - Trace Blackmore "It's a lot easier to move through life with your own personal board of directors, which is why Rising Tide Mastermind is so important." - Trace Blackmore Connect with Reid Hutchison: Email: ​​[email protected] Website: www.hohwatertechnology.com LinkedIn: i

I asked Michael Loewenstein on the podcast today to talk about his trailblazing presentation at AWT on Legionella Testing, and thankfully, he generously agreed to come on the podcast as my lab partner today. After listening to our cutting-edge conversation, I have a feeling you are going to want to learn more about the Cultural Method vs. the Rapid Method and submit Legionella samples to Michael for the next phase of his study so we've linked his contact information below. You know as well as I that when water treaters come together to share what we know, we can raise the bar for our entire industry, so I encourage everyone to further advance our industry by submitting samples as soon as they can. Buckle your seatbelts because this is going to be one groundbreaking conversation! For those of you who missed his presentation at AWT, Michael Loewenstein is the Vice President of Scientific Consulting at Q Labs LLC in Cincinnati, OH. He earned his B.S. in Microbiology, with a research focus in Molecular Genetics and Cellular Physiology from The Ohio State University. After graduation, Michael obtained a position in Corporate R&D Microbiology at Procter & Gamble where he focused on the development and validation of rapid/alternative microbial test methods and developed and launched preservative systems across a broad range of P&G products. Throughout the course of his career, Michael has developed a substantial depth of expertise in "end-to-end" Microbiology - from product development and formulation through microbiological control of manufacturing, and he has published several articles on this subject. Michael worked as Site Microbiology Manager for a P&G drug manufacturing facility just prior to accepting the position with Q Labs in December 2018. Michael currently serves in a volunteer capacity for several professional associations, including the AOAC Microbial Contaminants Expert Review Panel, and both the Microbiology Committee and Manufacturing Hygiene Task Force of the Personal Care Products Council (PCPC). Michael is also looking forward to becoming more involved with the Cooling Water subcommittee of AWT. Bottom line: Michael Loewenstein is on the show to share the revolutionary results of his most recent scientific study on Legionella testing. Your roadside friend, as you travel from client to client. -Trace Timestamps: Upcoming events [0:30] Thinking On Water With James: Are you stuck in a rut? [4:06] Getting to know Michael Loewenstein [6:15] Why the "Gold Standard" Method for Legionella testing isn't standardized [8:50] The new/modern Rapid Method's capabilities [10:50] The Cultural Method vs. Rapid Method [11:40] Understanding Quantitative vs. Qualitative Legionella analysis [17:50] Potential pre-treatment problems with the Cultural Method [20:50] How COVID-19 increased public knowledge on PCR testing [ 23:08] What you need to know when switching from the Cultural Method to the Rapid Method [24:30] How to make a Hazard Strategy [29:00] Advantages to the PCR Method [30:40] Lightning round questions [37:50] Thinking On Water With James: Are you stuck in a rut? In this week's episode, we're thinking about being stuck in a rut. Are you stuck in a rut in your industrial water treatment career? Are you running the same old pinks and blues in the same accounts day after day? If so and you feel stuck in a rut, what are you missing by just going through the motions at each account? What other water parameters should you be testing? What other value-added projects are just waiting to be done that you currently cannot see while stuck in a rut? What equipment needs to be repaired or replaced? What new things can you learn? How can you take a fresh look at your accounts, testing habits, control equipment, daily routine, and knowledge base to mix things up a little and make you an even more valuable partner for your customers? If you feel stuck in a rut, take this next week to think about it and possibly reach out to someone else within your company and network to help get you out. Quotes: "In reality, the "Gold Standard" of Legionella testing methods are not the same." - Michael Loewenstein "Today, the Rapid Methods can distinguish live from dead cells, they are quantitative, and can characterize the Legionella to some degree." - Michael Loewenstein "Modern technologies have found ways to discount the genetic materials from dead cells, so they now only count the genetic materials from live Legionella in the water sample." - Michael Loewenstein "PCR is much more sensitive than the Cultural Method, so it puts the water treater in a proactive position rather than reactive." - Michael Loewenstein "At low levels, the Cultural Method is highly variable and not particularly sensitive." - Michael Loewenstein "Quantitative - how much Legionella is there? vs. Qualitative - is Legionella there or not?" - Michael Loewenstein "The limits for the Cultural Method are set semi-arbitrarily. There is nothing magic about less than

Darrell Amy knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn't, and he is sharing this information in his new best-selling book, Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth. Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies. As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world. Bottom line: Darrell Amy is going to teach us how to align sales and marketing to drive accelerated growth. Your roadside friend, as you travel from client to client. -Trace Timestamps: Connecting with associations and upcoming events in 2022 [1:30] Introducing Darrell Amy, best-selling author [7:00] Where does revenue come from? [10:00] Sales and Marketing working together [13:00] The importance of Processes [20:00] Visualize the customer experience and measure success with metrics [26:20] Growth goals using the Ruler Method [32:39] Lightning round questions [38:33] Thinking On Water With James [45:45] Thinking On Water With James: Damaged underdrains in a water softener In this week's episode, we're thinking about damaged underdrains in a water softener. What purpose does the underdrain serve? What troubleshooting steps could you take to determine if a softener underdrain is damaged before you have to remove the resin and gravel? What makes you suspect the damage, and what other causes can be ruled out first to save you time? What can damage a softener underdrain? Take this next week to think about and understand underdrains in softener units and their performance. Quotes: "Every business has an engine. That engine is the sum total of your Sales and Marketing efforts moving towards growing the company." - Darrell Amy "Revenue is the lifeblood of business. It allows us to fund new projects and fund new growth." - Darrell Amy "Revenue opens up opportunities." - Darrell Amy "Marketing is the message of the company to a prospect, and the Sales Team is communicating one to one with an individual prospect." - Darrell Amy "Buyers don't buy products and services; they buy the outcomes your products and services enable. So what outcomes does your client want?" - Darrell Amy "What do we want our customer's journey to look like? Think through those stages." - Darrell Amy "The selling doesn't stop when you get an order. The selling just begins." - Darrell Amy "Number of clients and revenue per client helps you to set goals." - Darrell Amy Connect with Darrell Amy: Phone: 501-626-4110 Email: [email protected] Website: www.revenuegrowthengine.net LinkedIn: in/darrellamy Podcast: Revenue Growth Podcast Podcast with Larry Levine: Selling from the Heart Links Mentioned: Submit a Show Idea AWT (Association of Water Technologies) 232 The One Where We Celebrate What We Learned In 2021 204 Pinks and Blues Questions From The Nation! Being Profitable Entrepreneurial Operating System Convergo The Rising Tide Mastermind Events: European Smart Water Utilities 2022 Exhibition and Conference – January 26 to 27 International Conference on Wastewater Treatment Processes and Water Quality – January 28 to 29 (New York, NY) Books Mentioned: Revenue Growth Engine by Darrell Amy Start With Why by Simon Sinek The Infinite Game by Simon Sinek Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller Selling from the Heart by Larry Levine Traction: Get A Grip On Your Business by Gino Wickman

This is the podcast where we "Scale up on knowledge so we don't scale up our systems." I'm your host, Trace Blackmore, and today, I want to motivate you to be your best self this year. Before we dive in, I want to ask you a couple of questions: What do you want to accomplish in 2022? How are you going to accomplish what you set out to do? What is your motivation for wanting that accomplishment? How will you celebrate once you achieve your goals? Today, I'm going to walk through the strategies the Rising Tide Mastermind uses to accomplish our goals, and we will also be using THIS strategy from Brian Moran's book, 12 Week Year. Bottom line: I'm challenging you to stop living in default mode, and to truly stretch yourself to grow personally and professionally. Your roadside friend, as you travel from client to client. -Trace Timestamps: Don't live life by default [2:00] How The Rising Tide Mastermind members make goals and plans [3:20] It all starts with the review [8:15] A word of caution [12:20] Planning 3 years out [15:00] Goals for these 5 areas: Personal, Spiritual, Relational, Professional, Financial [18:50] Leveraging the "12 Week Year" [28:20] Using your calendar as a tool [34:00] Writing it down and sharing it [40:00] Thinking On Water with James [42:02] #TOW22 Thinking On Water with James: Control Ranges In this week's episode, we're thinking about control ranges for testing readings both you and your customer run and monitor. How many control ranges are enough, and when do you reach overkill? What are the key performance indicators? Should you set control ranges on tests and readings you cannot control, or do you set them anyway so you are warned to take action downstream? How tight are your control ranges? Can the controller maintain them? Are the test procedures used accurate enough to achieve them? Are the control ranges so broad a truck can drive through them? Take this week to think about your control ranges, and what you are really trying to accomplish. Each control range should have a solid reason why behind it. Quotes: "So many of us are so eager to start something new that we don't take into account what life is teaching us." - Trace Blackmore "Make sure you stretch yourself this year; that's where the personal growth will happen." - Trace Blackmore "Now might not be the right time." - Trace Blackmore "Are these goals appropriate for the season of life you are in right now?" - Trace Blackmore "Any goal you push off could lose steam." - Trace Blackmore "The hardest thing in this process is moving that first domino." - Trace Blackmore "Be specific and intentional about what you want to accomplish and write them down." - Trace Blackmore "Life is dynamic; your schedule needs to be dynamic as well." - Trace Blackmore "Accountability: it takes things out of your head and allows others to know about it." - Trace Blackmore Connect with Scaling UP H2O: Email: [email protected] (podcast producer) Submit a show idea: Submit a Show Idea Scaling UP! H2O on LinkedIn: company/scalinguph2o Scaling UP! H2O on Facebook: @H2OScalingUP Links Mentioned: 122 The One with Reid Hutchison 232 The One Where We Celebrate What We Learned In 2021 092 The One About My TED Talk Experience The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies) Events: The Hang Networking Event- @6pm EST, USA January 20, 2022 WEF (Water Environment Federation) Forum 2022 – Particles and Colloids – the Next Frontier in Intensifying Water Resource Recovery – January 10 to 12, 2022 2022 ABMA (American Boiler Manufacturers Association) Annual Meeting – January 14 to 17, 2022 Books Mentioned: The 12 Week Year Check Out Our Resources Page For Discounts

Happy New Year! 2021 was chocked full of incredible guests, great live events, fun networking at The Hang, and so many lessons learned. Join me today as I reflect back on some of the biggest lessons I learned in 2021 and I invite you to help me make the Scaling UP! H2O Podcast a more valuable tool for industrial water treaters around the world in 2022. We published 58 episodes this year, and thanks to generous guests, faithful sponsors, and talented staff, those episodes impacted the water treatment community to succeed in ways we could not have dreamed about nearly 5 years ago when I published the first Scaling UP! H2O episode. Bottom line: 2021 is a year worth celebrating. Your roadside friend, as you travel from client to client. -Trace Timestamps: What the pandemic has taught us over the past two years [2:00] Thank you! [4:50] Celebrating The Hang and other successes [7:20] What we learned in 2021 [11:00] Being profitable in 2022 [23:40] The Rising Tide Mastermind Live Event and the Scaling UP! H2O Meeting Up at AWT [31:00] Celebrating the 4th Industrial Water Week [33:40] Raw Materials Supply Chain Update [36:00] The last James' Challenge for 2021: "Always be improving. Those who plateau will never catch up." [42:45] Thank you Scaling UP! H2O staff and sponsors [44:00] Quotes: "We have a community, The Scaling UP Nation, and it brings water treaters together." - Trace Blackmore "Water treatment is too awesome to not talk about." - Trace Blackmore "When we come together as a community, we can help each other." - Trace Blackmore "We will get through this, we will learn some things as we go through this, and as a community, we are going to help each other get better as we go through it." - Trace Blackmore "Growth starts on the inside, after all." - James McDonald Links Mentioned: Rising Tide Mastermind 175 The First One of 2021 179 The Second One About Temperaments (with Kathleen Edelman) I Said This, You Heard That Study 184 The One Where I Interview My Mastermind Mentor (with Aaron Walker) ISI Mastermind 187 The One Where Conor Parrish Interviews Me, Part 2 190 Pinks and Blues Questions From The Nation! (4th Year Anniversary Special) 200 The One Where We Celebrate Our 200th Episode! 204 Pinks and Blues Questions From The Nation! Being Profitable AWT (Association of Water Technologies) 215 Industrial Water Week 2021: Pretreatment Monday 221 Raw Materials Supply Chain Update Roundtable 223 Pinks and Blues: Michael Standish on Phosphate Replacements 231 The One About Our Passion To Improve The Water Treatment Industry 182 The One Where We Share How We Create The Scaling UP! H2O Podcast Connect with: Kathleen Edelman on LinkedIn: in/coachkathleenedelman Aaron Walker on LinkedIn:in/aaronwalkerviewfromthetop Conor Parish on LinkedIn: in/conor-parrish-cwt-15208251 Michael Standish on LinkedIn: in/mike-standish-7890627 James McDonald on LinkedIn: in/james-mcdonald-pe Sean Dooley on LinkedIn:in/sean-dooley-0630b210 Corrine Drury on LinkedIn: in/corrinedrury Margie Davin on LinkedIn: in/margiedavin Books Mentioned: I Said This, You Heard That Workbook by Kathleen Edelman I Said This, You Heard That (2nd Edition) by Kathleen Edelman The E-Myth by Michael E. Gerber