Portable Sanitation Association International

Association Insight June 20 2018

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WEEKLY EDITION June 20, 2018 Survey of Sales Staff Reveals Rapid Change By Karleen Kos, PSAI Executive Director Mark Wayshak, a sales strategist and one of the PSAI's 2016 Nuts and B olts keynote speakers, leads a company focused on helping sales professionals be more effective. He recently completed a survey that looks at how the art of selling is changing. While his survey reached a broad range of people engaged in sales and was not specific to portable sanitation, some of the insights can be helpful as you promote your company and try to gain new customers. To read the full survey visit Mark's website here . For this g roundbreaking study, Wayshak surveyed nearly 400 salespeople to ge t powerful insight into today's selling world: how it's changing, what it means for in the field, and how to be a top performer. Taken together, these sales statistics show a rapidly changing sales environment requiring new skills — and a completely differe nt out look — than just a few years ago. Here are highlights from some of Wayshak ' s top 18 sales statistics glea ned from the survey. Transporting Units Containing Waste The following article is an excerpt from the 2018 PSAI Indus try Resource Directory. It has been reprinted this week for your benefit. CONTINUED ON PAGE 9 CONTINUED ON PAGE 2 134 2018 INDUSTRY RESOURCE DIRECTORY Bad things happen. In the summer of 2014 a Vermont-based portable restroom company was !ned $6,000 in New Hampshire after one of its trucks was found to be transporting units with human waste in them. Doing so is against the law in New Hampshire, and the rivulets of dripping waste trailing the truck as it sped down the road caught the attention of the highway patrol. TRANSPORTING UNITS CONTAINING WASTE If you Google the phrase "porta potty truck spill" you will !nd numerous other incidents in which an accident of some sort—unfortunate, dangerous, and expensive—led to smelly messes, backed up traf!c, and hazmat situations because the units being transported contained human waste, pre!ll, or both. Based on the news coverage, the public makes little distinction between spills involving only pre-!ll and those involving waste. No portable restroom operator wants to be known as "the guys who spilled [excrement] on the highway." Yet every time a truck enters a roadway with any sort of liquid in them, there is a risk of being the next story on the news. Industry standards and state laws say "no." Since the early 1990s at least, the PSAI has had a standard that reads, "Portable restroom units

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