Press Events, Presentations...Who Are We Impressing?   Water Quality Products September 2007   By G.A. “Andy” Marken
Making your management and message stand out
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Are you Semiretired   Water Quality Products September 2007   By Carl Davidson & Ric Harry
How to tell if you’re retired before you actually retire
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Meet the Lab   Water Quality Products August 2007   By Jill Hoffman
The test capabilities and staff in the WQA laboratory are growing by leaps and bounds
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Don’t be Fooled, Appearance Matters   Water Quality Products June 2007   By Neda Simeonova

Officer, I'd Like to Report a Missing Sales Department   Water Quality Products June 2007   By Carl Davidson & Ric Harry
Simple measures dealers can take to estimate sales performance

Another Tool in the Wallstreet Toolbox   Dealer Insight May 2007   By James Sbrolla
Private equity funds can stimulate relationships and credibility for many independent businesses

Feature Articles: More than Free Advertising   Water Quality Products March 2007   by G.A. "Andy" Marken
How planning & effort can expand your credibility

From Ring to Cha-Ching   Water Quality Products February 2007   By Carl Davidson & Ric Harry
How to turn calls into appointments

Extend Your Reach   Water Quality Products September 2006   Neda Simeonova, editor

Going Public   Water Quality Products August 2006   By James Sbrolla
The water industry takes advantage of the Capital Pool Company program

Buy Now, Pay Later   Water Quality Products March 2006   By Tim Droogsma
Flexible financing options help water dealers grow their businesses

Web-Based Support   Water Quality Products March 2006   By G.A. ‘Andy’ Marken
Focus on what you have, not what you want

Establishing a Culture of Success   Water Quality Products January 2006   By Ric Harry & Carl Davidson
Dealers must examine the message their words and actions send to their employees

Certification & Product Liability   Water Quality Products November 2005   Rick Andrew
Avoiding liability through development of standards and certification programs

Fear Factor   Water Quality Products November 2005   Richard Tanner

Living up to Your Title   Water Quality Products November 2005
If you were charged in a court of law with being a water equipment dealer, sales manager or a salesperson, would there be enough evidence to convict you? In other words, do your actions show that you are performing the job title you have acquired?

Revive Your Enthusiasm to Facilitate Sales   Water Quality Products September 2005   By Carl Davidson

Sales & Management Training Seminar—A Success   Water Quality Products September 2005   Neda Simeonova
Don’t miss the industry’s best Sales &Management Training Seminars featuring Carl Davidson coming up in Las Vegas on Sept. 22 & 23 and in Orlando on Nov. 17 &18 designed exclusively for sales people in the water equipment industry.

PR—Getting It Right   Water Quality Products August 2005   By G.A. "Andy" Marken
Remember, good public relations is not a part-time activity. Total communication affects everything, from the highest policy decisions to the way people are greeted at your door.

Earning & Keeping Customer Respect   Water Quality Products August 2005   By Carl Davidson & Ric Harry
Here is an old-fashioned one. We suggest you call customers by their formal titles until they give you permission to use more familiar terms. No matter what their age, they may not want you to call them “guys” or use their first names.

Eight Steps to Getting Free Press   Water Quality Products August 2005   By John Schulte
“You have to be confident enough to initiate the first contact, and creative enough to develop ways to present what you are selling in a newsworthy way.”

Not What It Seems   Water Quality Products July 2005   Carl Davidson
This article is about sales and management techniques that sound good but usually don’t work. You may think they will be successful in increasing sales and profits but in the end they fail. Take a look, maybe we can help you avoid trying them before you waste a lot of time and money.
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Sales Solutions: Three important techniques that can help you succeed   Water Quality Products June 2005   Carl Davidson
Like many of you, in March I attended the WQA Aquatech show in Las Vegas, and as always, I learned a lot. It was great to meet dealers from around the country and see what is happening. Of the many things I learned, there are three I would like to share with you
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Closing Techniques   Water Quality Products May 2005   By Carl Davidson
Remember, no close or technique works unless you try it, and practice is essential to success.
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Profit From Used Equipment   Water Quality Products April 2005   By Carl Davidson
Many people were selling because they wanted a new softener, and they were great leads.
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Financing   Water Quality Products March 2005   By Judi Anderson and Andrea Swiney
“Financing in the hands of a well-trained and effective sales force can increase sales and grow an existing business well beyond its perceived limits.”
—Brad Fox, Sales Manager, Culligan, Orlando, Fla.
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Getting the Most from Trade Shows   Water Quality Products August 2004   By G.A. “Andy” Marken
…How to make certain you are getting maximum return on your investment and minimize wasted time and money at trade shows.
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Looking for Trouble   Water Quality Products August 2004   By Carl Davidson
Take inventory of your company and see how many of these mistakes you are making.
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‘No More Playing by the Rules’   Water Quality Products May 2004   By Wendi Hope Bishop, WQP Staff
As large companies continue acquiring smaller companies in the water treatment industry, smaller companies emerge and continue to grow this industry and provide dealers with options
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Corporate Image   Water Quality Products March 2004   G.A. "Andy" Marken
Building a positive corporate image requires skillful long-term planning. Management cannot limit its focus to the next few weeks or months. Plans to ensure a positive corporate image should create an impression that will last for years.
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Great Salespeople Sell Themselves   Water Quality Products February 2004   Carl Davidson
When a salesperson doesn't sell, you are losing about $10,000 per month that they should be bringing in through profit, you are losing face with current staff by allowing non-productive staff to stay, and you are burning leads that cost between $200 and $400 to generate. For all these reasons, it is important to get sales applicants off to a quick start. Here are a few steps you can do to help them make it or break it in a big hurry.
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Taking the Lead   Water Quality Products December 2003   Walt Denny
Not having a strategic sales lead management process in place inevitably results in lost opportunities. Consequences can range from drooping product sales to being driven out of business by eager competitors.
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More Than Money   Water Quality Products November 2003   G.A. "Andy" Marken
If you want to improve results and morale throughout the organization, here are some tips on ensuring your employee incentive program meets your goals.
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Going to 'Hell in a Hand Basket'   Water Quality Products October 2003   Carl Davidson
The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry full of charlatans, praying on the weak with high pressure tactics. Nothing could be further from the truth.

Opportunities Bring Cash   Water Quality Products August 2003   Wendi Hope King
As many of us wonder when the economy will make its massive turn around, others of us feel that maybe this will be as favorable as it gets for a long time. We must make the best of it. To assist you, we offer our Annual Buyer's Guide complete with supplier and product listings, a product/service guide and an index of associations and government entities that may help advance you even further down the road to prosperity.
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Lead Generation   Water Quality Products August 2003   Carl Davidson, Sales & Management Solutions
Having enough leads allows you to attract and keep great salespeople. Nothing increases recruiting results like being able to say, "We provide the leads and appointments." It also increases production. Dealers who provide leads average twice the sales per salesperson as those who do not. The best thing you can do for your company is to lock yourself in a private room for a few hours and plan your marketing plan for the next 12 months. If you decide to do this exercise, here are a few areas you might consider.
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Who's Really Running Your Dealership?   Water Quality Products July 2003   Carl Davidson
The most profitable things you can do for your company are recruiting, training and managing great salespeople.
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Avoiding Consumer Complaints   Water Quality Products June 2003   G.A. "Andy" Marken
It's precisely at times like these that companies must be especially concerned about guarding and strengthening their customer relationships in the areas of product and service reliability to preserve the integrity of their operation. Consider taking a day to gather information on how your organization actually is operating from the standpoint of consumer protection.
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Top 10 Signs Your Sales Career is Dying   Water Quality Products May 2003   Carl Davidson
Here are the top 10 signs I have noticed over the years that are warnings your productivity as a salesperson is waning. I put them before you, not to be critical, but in the hope that recognizing the early warning signs may help you stay on top of your game for years to come.
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Prospecting for Salespeople and Owners   Water Quality Products April 2003   Carl Davidson
Prospecting is quite important to your career if you are in sales and to the company if you are in management. Often we get proficient at things we do not initially like if it is important. The following is a snapshot at just how important prospecting is.
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Enhancing Your Leadership Skills   Water Quality Products April 2003   G.A. "Andy" Marken
In these days of consolidation, downsizing and mergers and acquisitions, you need to be viewed as a person whose leadership qualities transcend your present firm and gives you value in the marketplace.
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Focus on Organization, Practices and Technology Paying Off for Tampa   Water Engineering & Management April 2003   Barb Luck
By focusing on people, practices and technology, the Tampa Department of Sanitary Sewers plant has achieved significant progress toward meeting its goal of becoming a world-class competitive organization. In order to facilitate people skills, a significant training and certification program was developed. Practices were evaluated and modified to support more flexible and productive employees. Technology was assessed with an eye toward achieving the best practices by using appropriate supporting technologies.
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The New Communications Challenges for Business   Water Quality Products December 2002   G.A. "Andy" Marken
there has been an increased demand for responsible and responsive management. Answering this call is a new breed of senior managers who will be challenged by all of the organizations' stakeholders. They, in turn, will challenge the total spectrum of an organizations' communications capabilities--internally and externally.
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In Management, One Size Does Not Fit All   Water Quality Products December 2002   Carl Davidson
Great salespeople learn to customize their sales presentations to the thousands of customer types. However, many owners and managers stop customizing when it comes to their employees. This article will look at some of the sales profiles you may have on your team and ways to get the most out of them.
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Eight Ways to Build Employee Commitment   Water Quality Products November 2002   Adrian Gostick
Creating a fairy-tale work environment begins with recognition. Your employees need it more than money, perks or titles. Here are eight tips regarding recognition. Remember these, and your employees may just start whistling while they work.
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Straight Talk About Ethics   Water Quality Products October 2002   Carl Davidson
Our industry seems racked with questions about ethics when, in my opinion, its real problems are problems of selling skills. But many market areas have seen fast-talking companies come in and turn the public against the water equipment industry. Let's take a look at the issues and the answers.
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Conflict Resolution--Dealing with Hostile Audiences   Water Engineering & Management September 2002   Anthony J. Sadar, M.S.
In order to help speakers cope and succeed in such challenging settings, the following general guidelines for effective public speaking are offered.
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The 6 Rules of Never: What a General Manager Must Know About Technology to Thrive   Water Engineering & Management August 2002   Alan Manning
You cannot apply technology without changing what people do or how they do it. The only way to get a return from technology is to have your staff specifically design a plan that involves all your utility's policies and procedures, assessing and modifying them to maximize the payback from integrated technology. This applies to utilities of any size. Technology must be implemented as a strategy to thrive, to grow and improve.
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Workplace Injury Causes and Costs   Water Quality Products June 2002   Liberty Mutual Group
The 10 leading causes of disabling workplace injuries account for 86 percent of the estimated $40 billion in wage and medical payments made to workers injured on the job in 1999, the last year for which data are available, according to the second annual Liberty Mutual Workplace Safety Index by Liberty Mutual Group.
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Recipe to Outside Sales Success   Water Quality Products June 2002   Jason B. Schell and Peter Strain, Water Depot University
There are 10 ingredients to a successful sales team. Read the following 10 items to see if your sales force measures up.
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Cold or Gold?   Water Quality Products June 2002   By Carl Davidson
Remember that opportunity is calling your company every day. Take a moment to ask who is answering and are they turning those calls into cold or gold?
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Electric Deregulation Provides Opportunity for Wastewater Treatment Facility Owners   Water Engineering & Management June 2002
A recent federal court decision discusses the factors to be considered in determining civil penalties under the Clean Water Act for alleged National Pollution Discharge Elimination System (NPDES) permit violations. United States v. Allegheny Ludlum Corporation, 187 F. Supp. 2d 426 (W.D. Pa. 2002). Although the case involved an industrial firm defendant, the court’s analysis may be instructive for utility wastewater systems.
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Hedging Your Hiring Bets   Water Quality Products May 2002   Carl Davidson
Whom you hire is an important decision. The right candidate will bring sales and profits to your company. The wrong one can mean serious losses and lawsuits. On average, you invest $20,000 in potential profit, training and payroll in each new candidate. Here are some tips from great sales managers as to how to make the right choice of whom to hire.
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Bottled Water Quality   Water Quality Products May 2002   Barbara L. Marteney and Kristin Safran, National Testing Laboratories
Due to growing concerns about environmental contamination from industry and the use of everyday products as well as fears of intentional tampering of water supplies, people are becoming more conscious of water quality. Letting your customers know that bottled water is regulated by the U.S. Food and Drug Administration (FDA) as a food product and that it is safe is an important part of your business.
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Ten Low-Cost Steps to Keep Employees from Job Hunting   Water Quality Products April 2002   G.A. “Andy” Marken, Marken Communications, Inc
The primary motivation for individuals who are job hunting seldom is simply a bigger paycheck. There are low-cost efforts you can undertake to retain the people you want to keep.
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Getting Paid to Listen   Water Quality Products March 2002   Carl Davidson
Is there a job out there where you get paid big bucks to listen? I mean sitting with someone over a coffee and just listening? You may guess a psychiatrist or lawyer and that would be correct. The truth is, all of us in the sales profession get paid big bucks to listen.

Manzanar   Water Engineering & Management February 2002   Mike Harrington
Two months after the bombing of Pearl Harbor (December 7, 1941), President Franklin D. Roosevelt signed Executive Order number 9066, calling for the relocation of Japanese American citizens and aliens. The order authorized the secretary of war to exclude citizens and aliens of Japanese descent from the West Coast as a security measure against sabotage and espionage. This order empowered the round-up of 70,000 U.S. citizens of Japanese descent and 42,000 resident aliens.
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Legionella Management and Monitoring: Part 2   Water Quality Products February 2002   Paul S. Warden, Kristen S. Fallon, Ph.D., M.S.E.L., & Colin R. Fricker, Ph.D.
Well-designed water distribution and cooling systems, coupled with sound management and operational procedures, are essential to control Legionella in industrial facilities—and a monitoring program should not be considered as a replacement. However, most experts even those ill-disposed towards routine Legionella monitoring, would agree that monitoring should be considered if enough legionellosis risk factors apply to the system in question. No management program, regardless of its treatment, maintenance or monitoring components, can guarantee the absence of future legionellosis, but prudent operational practices combined with ongoing review of risk factors will allow facility managers to minimize exposure to Legionella and to its legal consequences.
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Wasted Time, Money and Energy   Water Quality Products February 2002   G.A. “Andy” Marken, Marken Communications, Inc.
It’s too bad that so many water management and manufacturing firms waste so much money on public relations (PR) activities that have little or no impact on the press or, more importantly, on their prospective customers.
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Smart Management Through the Downturn   Water Quality Products January 2002   G.A. "Andy" Marken, Marken Communications, Inc.
Not since l990 have we seen a downturn in the economy as we have for the past five months. Most indicators point to only a mild improvement through the middle of this year. While the downturn?okay, recession?was tough in the early 1990s, you have to go back to the early 1980s to see one that had the global scale as the one we?re experiencing now.
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Creating a Positive Image   Water Quality Products January 2002   Walt Denny, Walt Denny, Inc.
Whether you?re marketing commodity products or highly specialized services, your success rides heavily on your ability to project the right company image?to create and sustain a positive "buzz" among consumers and business and trade press about who you are and what you have to offer. A strong PR program can provide the visibility and credibility needed to put you on the radar screens of the right people, while instilling a sense of confidence and goodwill in their minds about your company, products and services.
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How Many Demos is a Full Day's Night?   Water Quality Products January 2002   Carl Davidson
Recently, several salespeople and managers told me they don't believe a reasonable person can average a minimum of two demos per day as we recommend on our recorded training videos. Are we leaving out important practical considerations? This article will take a look at this issue and help you make this important decision. Your financial success is determined by the decisions you make, so choose wisely.
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Are We a Target for Terrorism? One Small Community’s Efforts at Prevention   Water Engineering & Management January 2002
The security measures for Community Water System are based on the established credo "detect, delay and respond."
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Beyond the Hype of CRM   Water Quality Products December 2001   Lorraine Keating, Prism Visual Software
For water treatment companies, automated Customer Relationship Management (CRM) software is a necessity for becoming a successful, well-organized and customer satisfying business. CRM software integrates daily business routines inside the office and on the road and takes care of repetitive and organizational tasks reliably and consistently. So look for the right CRM software product to get beyond the CRM hype into the down-to-earth improvement of your daily operational challenges.
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Can Technology Help You Sell More? Part 2   Water Quality Products November 2001   By Carl Davidson
Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a few more selling ideas that have proved themselves worthy of a salesman’s efforts.
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Utilities Rethink Failing Maintenance Strategies   Water Engineering & Management November 2001
To ensure utilities achieve Quality of Service (QoS) targets in a cost-effective manner, Convergent Europe’s asset performance team has developed a unique reliability centered maintenance (RCM) practice designed to support utilities in transforming the effectiveness of asset management programs.
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In Need of an Economy Upswing   Water Quality Products October 2001   G.A. Marken, Marken Communications, Inc.
Historically, the economy improves only when people are convinced that it is improving. Apparently, the Bush Administration hasn’t been all that convincing because the economy isn’t steadily improving. At least, not according to corporate managers and, most importantly, not according to consumers.
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Can Technology Help You Sell More?   Water Quality Products October 2001   Carl Davidson
Many of us went into sales because we were good with people and bad with paper work. As a result, many of us have shied away from changing technology during the last few decades.
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Facts Get in the Way of Winning Customers, Marketshare   Water Quality Products September 2001   G.A. "Andy" Marken, Marken Communications, Inc.
Despite leading market research firms that show solid marketing has a cumulative effect, management often views the marketing budget as an expense rather than an investment. It?s time for managers to nail down marketing plans.
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City Develops Risk Management Plan   Water Engineering & Management September 2001
The objective of the RMP was to protect the environment from an accidental release of hazardous materials.
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VSP Approach to Improve Customer Service   Water Engineering & Management September 2001
The District of Columbia Water and Sewer Authority (DC WASA) has entered a Vertical Service Provider (VSP) partnership with ORCOM to replace its current water billing system.
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Non-Discharge Lagoon/ET Wetland Technology for Small Wastewater Treatmnet Facilities   Water Engineering & Management August 2001   William Li, P.E.
A non-discharge wetland system can help small wastewater facilities avoid the burdensome regulatory monitoring compliance and record keeping required for a discharge system.
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Packing and Positioning   Water Quality Products June 2001   Carl Davidson
There are two pillars to success in our industry that some salespeople overlook. They make a big difference to sales and profits and deserve some study. They are what separates the big earners from the not-so-big earners.
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Duty Calls For Local Awareness   Water Quality Products May 2001   Wendi Hope King
Editorial: May 6—12 is National Drinking Water Week (NDWW). It is our duty and opportunity as water professionals to make this week work for us by incorporating local companies, expertise and even the Water Quality Association (WQA) into NDWW.
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Top 12 Things We All Do That Kill the Close   Water Quality Products April 2001   Carl Davidson
Sometimes we are so close to the sale we can taste it until we do something that kills it in its tracks. To prevent us all from doing this, here are the top 12 things we all do sometimes to kill the sale.
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A Leading Team   Water Quality Products March 2001   Wendi Hope King, WQP Staff
After nine months of silence, the Osmonics team emerges renewed and ready for a future full of success.
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The Crisis Counselor   Water Quality Products March 2001   G.A. Marken
Business trips give you an excellent chance to catch up on your reading since you’re isolated on a plane for two to three hours. So there was no better time to review Jeff Caponigro’s, The Crisis Counselor (Contemporary Books), a guide to managing business crises, than the round-trip flight from San Francisco to New York.
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I've Never Met a Rich Sharecropper   Water Quality Products March 2001   Carl Davidson
Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the owner. They do what they are told and have no land to farm themselves.
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Managing Discontinuous Change in the Water Industry: Part 2   Water Engineering & Management February 2001   O. Mark Marcussen
Structure plays an important role in the pursuit of excellence in executing selected activities. In most industries there are three types of players: the Innovators, the Imitators and the Inheritors.
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Privatize Without a Contract   Water Engineering & Management February 2001   Don Renner
The manner in which your plant performs its function and operation as well as the physical appearance of the plant and personnel often are perceived differently by the public and administrative leaders of the community than by the operating personnel.
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International Business: The Business Card   Water Quality Products January 2001   Eric Aparnieks
Have you ever wondered why we carry business cards? If you ever stopped to think about it, they really are unique in many ways.

Guest Editorial: Federal Grant Program Merits Support of Wastewater Industry   Water Engineering & Management January 2001   Lamont W. Curtis, P.E., DEE
Federally mandated upgrades to wastewater collection systems and treatment plants that do not comply with clean water standards are placing a heavy financial burden on America's cities and counties.
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Managing Discontinuous Change in the Water Industry: Part 1   Water Engineering & Management January 2001   O. Mark Marcussen
Managing during a pattern of change is one thing; dealing with unforseen changes is another. This article provides observations of how managers operate effectively in treacherous times.
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Oh Yeah? Well, I Quit!   Water Quality Products December 2000   Carl Davidson
I was giving a seminar last week when one of the managers attending said, "You can’t tell people to work hard in this job market or they just quit." The other managers agreed.

Global Yet Local: An Interview with Andrew Seidel of Vivendi Water.   Water Engineering & Management November 2000   Bill Swichtenberg
President and COO of Vivendi Water North America talks about the company's mission.

Who Are You Most Like?   Water Quality Products November 2000   Carl Davidson
We have observed that great salespeople spend a lot of time examining their attitudes and habits and selling themselves everyday on the ones that lead to success. Success requires recharging and selling yourself everyday. Look at the chart and see which column best describes you.

Innovative Market Expansion: The New Office Coffee Service Operation   Water Quality Products October 2000   Patrick Rolfes
In this time of competition, a new opportunity exists for bottled water suppliers: the addition of the office coffee service (OCS).

Surge Suppression Protects Utility Authority   Water Engineering & Management September 2000
With its 34 water wells and 280 sewage lift stations, the Escambia County Utility Authority (ECUA) in Pensacola, Fla., is the largest water provider and wastewater manager for a population of about 85,000 in the Florida Panhandle. It also is extremely prone to lightning strikes.

Optimizing the Water Business Enterprise   Water Engineering & Management September 2000   Terrance M. Brueck and Paul G. Cassidy
A value chain approach to running a water business can break down organizational barriers to improve performance throughout the enterprise.

Best Meter Management Practices for Water Utilities   Water Engineering & Management August 2000   Donald L. Schlenger, Ph.D.
Meter management practices directly affect a water utility’s competitive position in the marketplace. Not only does the meter serve as the "cash register" for the utility, but it also offers unique opportunities to improve productivity and enhance customer service.

Understanding Organizational Climate: Start Minimizing Your Workforce Problems   Water Engineering & Management June 2000   Rob Altmann
Although many U.S. businesses are experiencing increased demands for their products and services, it is becoming increasingly difficult for them to maintain an elevated status within their respective industries.

Collaboration: Personal Power, Not Position Power, Part II   Water Quality Products May 2000   G.A. "Andy" Marken
The following article is part two of a two-part series that began in the April issue. The most valuable asset a leader of any kind can have is the ability to determine the strengths and weaknesses of key people and leverage their talents and interests so they deliver results for the program and themselves.

Fleet and Distribution Outsourcing   Water Quality Products April 2000   Ralph K.F. Stockmayer
Should a water quality company consider distribution or fleet outsourcing?

Water Resources Management in Grand Turk - Part 2   Water Engineering & Management April 2000   Fernando Pérez Monteagudo and María Fernandez Miquel
The first part of this article traced water resources development, its quality and the demand in Grand Turk. It appeared in the March issue.

Water Resources Management in Grand Turk - Part 1   Water Engineering & Management March 2000   By Fernando PÚrez Monteagudo and Marâa Fernandez Miquel
The Turks and Caicos Islands (TCI) are located 575 miles southeast of Miami and 100 miles north of Hispaniola. The capital, Cockburn Town, is on Grand Turk Island. These islands are expected to experience a real estate and tourism boom1 and water will be a limiting factor in this expected development.

Lessons From the Field: Private Sector Involvement in Water Projects   Water Engineering & Management February 2000   Zane O. Gresham and Katherine E. Shlaudeman

Renewing a Leader Brick By Brick: An Interview with Calgon Carbon's Jim Cederna   Water Engineering & Management February 2000   Bill Swichtenberg

Managing People: Your Most Difficult, Most Rewarding Task, Part II   Water Quality Products February 2000   G.A. "Andy" Marken
When you really understand yourself and your interrelationship with people who work with and for you, everyone can accomplish more. The following article is continued from the January issue.

Managing People: Your Most Difficult, Most Rewarding Task   Water Quality Products January 2000   G.A. "Andy" Marken
To be an effective manager you must know yourself by examining your motivation for working and wanting to own or run a business. Unless you feel people can be enhanced, developed and "grown," you will undoubtedly be unhappy and unproductive, and more importantly, you will be counterproductive to those you manage.

What Customer Service Means for You   Water Quality Products January 2000   Carl Davidson
Many of us talk about how we make customers our number-one priority. But surprisingly, this area is sometimes cast aside, lacking the necessary effort or without solid direction.

Plant-wide Monitoring, Control Using the Facility Environmental Management and Monitoring System   Water & Wastes Digest January 2000   Rita Bellini-Goetze

Energy-Efficient Retrofit Saves Electricity and Money for Wastewater Plant   Water Engineering & Management January 2000   Joseph Polaski and Greg Schmalz

Strategic Alliance Creating New Business Opportunities for Companies, Part II   Water Quality Products December 1999   Eric Aparnieks
This is the last part of a column that began in November. Forming an alliance with a Canadian company can offer your organization a strong partner.

Fishing for Good Employees   Water Quality Products November 1999   Mike Henning
Privately owned companies need good outside employees to grow and remain profitable. They need excellent outside managers for running smoothly, receiving fresh perspectives and ideas, to mentor inside managers and support the owners. But keeping employees on board can be more difficult than hiring them

Strategic Alliance Creating New Business Opportunities for Companies, Part I   Water Quality Products November 1999   Eric Aparnieks
Cooperation often takes many forms—everything from joint ventures to both simple and complex licensing agreements. One such partnership that has been successfully employed for some time in the business world but is now gaining a new following is the idea of forming strategic alliances.

Rentals vs. Sales: Who Decides?   Water Quality Products September 1999   Carl Davidson
If you want to get all the sales you can get, there is only one person who can decide if it should be a sales or a rental, and that person is the customer.

The Importance of Enhancing the Image of Engineers   Water Engineering & Management March 1999   Robert L. Sylar, P.E.
This article details why the National Society of Professional Engineers is tryinbg to improve public knowledge of the role engineers play in society.

Investing in People and Technology:   Water Engineering & Management March 1999   Molly Whitehead
mproving Employee Efficiency Abstract:As much as treatment facilities rely on effective equipment to perform, this facility's management realized that staff morale and efficiency is much more important to the steady running of the system.

Computer System Provides a Strategy for Integration   Water Engineering & Management February 1999   John Jennow, George Madden and Thomas G. Valorose
One water authority needed to find software that could integrate three separate and distinct systems into one compatible unit.

Bill Processing Simplified by the Internet