ASSOCIATIONINSIGHT
Portable Sanitation Association International News
BIWEEKLY EDITION JANUARY 20, 2021
Page 23
INTRODUCING A
COMPREHENSIVE
INSUR ANCE SOLUTION
For A Competitive Quote Today, Contact:
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PROTECTING YOUR BUSINESS IS OUR PRIORIT Y
What to Do about Competitors Who Don't Play Nice…continued from page 17
• Educate customers—and potential customers—about the pros and cons of using a broker versus doing
business with you directly. Also help your customers understand components of your pricing and how to
determine the best value for their money. It is often a knee-jerk reaction for people to shop for portable
sanitation based on price because they see our service as a commodity. Show them the differentiators that
make your company a value decision.
• If you are offered subcontract jobs through a broker, make a decision about whether to take the work
based on how the broker advertises. Some operators provide a lot of services on behalf of various brokers,
others refuse to deal with brokers at all. That is certainly up to you, and you should make that decision based
on a variety of factors. If you decide not to work with a company whose material is misleading, you shouldn't
hesitate to tell them how offensive you find their advertising.
• Call or visit any"new kids on the block" in your market. Introduce yourself and tell them about the value of
the PSAI. Once in a while a member will tell us, "I don't want my competitor to join; the PSAI is 'my place.'"
While we love that you feel that way, it's a little short-sighted. When your competitor is a member, they are
agreeing to follow the same code of excellence you are. They could be reading this article and better learning
how to do things. Many, many portable restroom markets are comprised of friendly competitors that actually
help one another with large contracts, staff training, and more. Those things are legal, and if you have a
"friendly" market, everyone wins.
Do you have more ideas or questions about how to handle competitor behavior? Let us know. We'll cover it in a
future issue of Association Insight. v
