PureGreen Sales Marketing
Download
Report
Transcript PureGreen Sales Marketing
Utilizing Biosolids Marketing
to Improve Your Bottom Line
Encina Water Pollution Control Facility
Crisis – Strategy – Management
EWA in Fiscal Year 2001
Influent of 22.4 MGD
Class B biosolids
Belt filter presses
Land application in
Riverside County
$645,000 for biosolids
disposal
One Year Later…….
• Riverside County Class B ban
• Energy crisis
• $1 Million for biosolids disposal
• Belt presses at end of useful life
• 5 Trailers per day, 7 days a week
Yuma, Arizona – 400 mile round trip
730,000 transportation miles/year
267% Increase from FY 2001 – FY 2008
Biosolids Annual Hauling Costs
$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$2001
2002
2003
2004
2005
2006
2007
2008
Biosolids Strategic Plan
Long-term biosolids
strategy
Pursue heat drying
treatment to achieve
Class A EQ biosolids
Assess potential markets
for granular product
Biosolids Strategic Plan Implementation
2004 - Phase V design
2006 – Construction
commences
2008 - Biosolids
Management Plan
2009 – Heat dryer online
BMP Development Process
1.
Market assessment
2.
Evaluation of
reuse/disposal
options
3.
Cost analysis
4.
Product management
scenarios
5.
Diversified portfolio
Diversified Portfolio
Tier I
• Biofuel
• Contract agriculture
• Landfill
Tier II
• Fertilizer distributors
• Soil blenders
• Specialty agriculture
• Golf course/turf/sod
• Local communities
• Research &
demonstrations
BMP – Tier 1 Execution
Alternative fuel contract with CEMEX
One trailer a day, 5 days a week
Victorville, California - 260 miles round trip
67,500 transportation miles/year
222,133 in net transportation costs in FY 2012
Back-up contracts for land application and landfill
disposal
Green House Gas Emissions
Metric Tons Per Year Based on CCR General Reporting Protocol
1200
1000
800
600
400
200
0
2008
2009
2010
Tier II Execution
Learn your product
Nitrogen/phosphorous/potassium
Micro and secondary nutrients
Iron/calcium/zinc/magnesium
Low salt index
Low heavy metals
High water holding capacity(WHC)
Pathogen content (frequent testing)
Educate your executive team, operations staff and
potential customers
PureGreen Analysis
%Solids Cake
%Solids Pellets
TKN
Phosphorus
Arsenic
Cadmium
Copper
Lead
Mercury
Molybdenum
Nickel
Selenium
Zinc
Sulfur
Sodium
Manganese
Magnesium
Iron
Concentration
(mg/kg)
Concentration(mg/k
g)
Dry Weight
Dry Weight
Projected
25 -27%
>90 %
60,000
60,000
14
3
600
27
2
13
2
10
1,200
20,000
3,000
200
7,000
Actual 12/2012
23.5 %
92.7 %
50,565
62,000
<5.5
1.4
540
13
1.1
11
15
8.7
650
16,737
1,120
155
5,542
Ceiling Concentration*
(Table 1, 40 CRF 503.13) (daily
maximum)
NA
NA
NA
NA
75 mg/kg
85 mg/kg
4300 mg/kg
840 mg/kg
57 mg/kg
1375 mg/kg
420 mg/kg
100 mg/kg
7500 mg/kg
NA
NA
NA
NA
Develop a Marketing Plan
Research Your Ag Market
Contact your local Farm Bureau
Top 10 local crops/nurseries/sod & turf farms/golf
courses
What type of soil is in the area?
Research your potential customers
Who cannot use PureGreen?
a) Leafy Green Partnership & OMRI certified farms
Lessons Learned
Biosolids have tremendous value so have confidence in
your product
Develop and promote your brand name
Diversification opens new windows of opportunities
Blending with other nutrients greatly increases the
value of the product
Blended & bagged products reduce odor and reheating
issues
Find a Tier II partner or partners who has similar goals
Start research projects
Think Like a Private Company
Lab testing during the production process/quality of
product is crucial
Know federal, State & local regulations concerning Class
A EQ product
Logistics/flexible hauling is a must
Allocate required staff
Develop contacts
Develop a Customer Presentation
Package
Use 3rd party nutrient
analysis
NANI report (heavy metals)
State fertilizer label and
registration
MSDS
Waiver agreement
Pertinent research
Hand deliver product and
information
Annual Hauling Costs
$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$-
Five Year Audited Performance
Holding the Line
$15,000,000
$12,500,000
$10,000,000
$7,500,000
$12,756,366
$14,368,167
$13,148,783
$12,603,281
$12,649,520
FY 2010
FY 2011
FY 2012
$5,000,000
$2,500,000
$-
FY 2008
FY 2009
Eric M Have
PureGreen Sales & Marketing
Encina Wastewater Authority
[email protected]