April 22, 2024 • 25 mins
According to the 2023 Portable Sanitation Benchmark Report revenue from events in 2023 grew 300% over 2022. That growth makes sense considering covid restrictions in 2022, but PROs predict that events in 2024 will create the same, if not more revenue for their business. This episode is all about helping you get your slice of this lucrative pie.
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Episode Transcript
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(00:00):
UnknownWhat's up, guys? Today's episode is all about events. According to the Portable Sanitation Benchmark Report. Revenues from events grew 300% in 2023 over 2022. And that makes a lot of sense considering that we were coming out of the pandemic. But this year it's predicted to stay steady. If not grow even further. So we've brought in Wendy, our resident expert in events.
(00:25):
UnknownShe's a former operator and we've had her, the queen of events. So let's talk to the queen.
UnknownIf there is one word that you could use to describe doing events as a portable sanitation operator, what would that word be? I have somehow I thought that you were going to say something similar to that, because we hear that a lot because events season is the season where portable restroom operators get extremely busy, but it's also can be a very lucrative season.
(01:11):
UnknownSo you're a former operator. So tell us a little bit about what you used to do as a portable sanitation operator. I was a portable toilet operator here in Wisconsin and worked for a company that did not only portable toilets, but also septic. And my role there was the sales director. But like we know with most of our operators, you wear many hats.
(01:35):
UnknownSo I also backed up our customer service folks answering the phones, helped with some of the operations, took care of the drivers, all of that stuff. Got it. So what types of events did you manage? So what I was mainly responsible for, there was a wide range of events. Some really large events that had hundreds of toilets that needed to be placed for it and organized.
(02:06):
UnknownSo it might have been really large public events or like the lakefront fireworks such as that. But then I also did a lot of events that were our smaller community events, the farmer's market. So it really could range in size from one or two units to, you know, three or 400 units for a specific event. Got it. When portable restroom operators are thinking about, you know, if they're if they don't do events today and they want to get into it or if they're doing some, but they realize they could be doing more than in some of the bigger ones, like a marathon or, you know, the 4th of July celebration in your your city.
(02:50):
UnknownI think first we need to back up a little bit and say if someone's thinking about that, we're not doing it. How do you land those types of customers as a pro? Yeah, I mean, it's so important to be aware of what's going on around you in the communities that you're serving. So, you know, you mentioned a marathon or like I had said, you know, the farmer's market or the community events, get in touch with your business development area managers in the different communities.
(03:18):
UnknownReach out to them, go meet them in person, show up at the events and try and kind of assess for yourself who is currently providing services for these events and, you know, explain how you could probably offer the same, if not better service for them. Got it. You know, I think that there if you're in an area that is has other portable restroom operators in the same, you know, service in your same area, how do you stand out from them?
(03:51):
UnknownYou know, let's say you land the job. I think that sometimes it's the relationship to get the job. But you have to provide really good service and you have to do an awesome job for for them to want you to come back. But how do you keep the competition at bay so they don't come swoop your event the following year?
UnknownYeah, that's a really important piece. So, yes, you want to establish a strong working relationship, a partnership with these folks in your area. And it's most important to remember, not only are you providing good customer service and always striving to be better than the best each year, but you also want to be consistent. You want to be the problem solver for these event organizers, no matter how big or how small.
(04:40):
UnknownSo many of these folks are a little intimidated by figuring out I'm going to need toilets or sinks or a restroom trailer at my event. I don't know anything about that. They might have assumptions. They may have heard from others in the past what they might need as a portable toilet operator. It's your opportunity to come in and educate them on what is really needed to break down some stigmas about it, but also to really inform them and help build the trust that you can continually make their event successful time and time again.
(05:21):
UnknownGot it. What do you know you said about relationship and building that and you use the word consistent. And I think that that is really important because if you're, you know, it's once a year you talk to someone that's not really building a relationship. Can you maybe tells a story or say more about how do you keep keep consistency with those relationships?
(05:43):
UnknownYeah. Excuse me. Yeah, it is. You know, when you start developing these relationships and you're within your community, there are opportunities outside of these once a year events that you can stay in touch or you could kind of halfway through the season, you know, do a check in. Maybe it's an email, maybe it's, you know, a handwritten card off to them.
(06:08):
UnknownMaybe it's stopping in at their office just, you know, with a little gift or or something just so that you continue that that friendship, that partnership that you're establishing. And it's really appreciated and I think kind of goes gets overlooked as to how the little gestures actually can mean a lot in this industry and with these relationships because like I said, these are event planners, big or small.
(06:38):
UnknownThey're looking for someone to take that burden away from them, someone that they can trust, someone that they feel good about. Yep. I'm just going to contact them again next year. I know they'll have it handled for me. They understand what we're accomplishing. Great. I have one less thing I can I have to worry about. It makes a lot of sense.
(07:00):
UnknownSo we're at the point where we've landed a new event and it's coming in the future. Maybe it is that marathon or that big 4th of July event. Can you talk to us about describe some of the planning process and execution planning that goes into the point of these? Yeah, of course. So again, with with that relationship, you want to have plenty of conversation around expectations of the event.
(07:30):
UnknownYou know, you're talking with the event planner and they're anticipating this many people for this time span. This is what's in their head. As the expert, you want to come in and make sure that you're asking the questions of, okay, exactly how many people did you have last year are you aware of? So that we can factor any sort of growth moving forward, but also the duration of the event?
(07:59):
UnknownIs there going to be alcohol being served? Is there food being served? Is the event something that people are going to be at for the entire duration or just certain chunks of time during that? And then, you know, you're having these conversations and it's also important to meet up with them at the location, if possible, so that as the operator, you're able to get your eyes on their vision and then walk through kind of the need placement details, you know, all of that stuff.
(08:36):
UnknownSo it's important to meet with them, talk through the, you know, objective and then really start building the process from there. And as an operator, it's really important to know your analysis. You know, what is your event analysis tool that you're using so that you can provide the right service at the right price and still be profitable.
(09:04):
UnknownSo what are some of the logistical challenges? I'm sure you have some stories to share of running one of these large events and how have you handled them in the past? yeah. There's plenty that can go really well and plenty of that can be a challenge. And so many times it does come down to location or placement or expectations by the event planner.
(09:30):
UnknownThat might not be the most realistic for the operator to execute. So a lot of times it's I really think it would be great if the toilets were all placed over there in that gorgeous field. And, you know, everyone will have plenty of room to walk to them. That's great, except that field that it looks so lush and green.
(09:55):
UnknownIf it rains, that's the first thing that floods or the first thing that gets squishy. And now, you know, people are walking through squishy sod. And for you to deliver them and or pick up the toilets, you have quite a bit of challenge on your hand because you're not going to be driving trucks or trailers out there for that.
UnknownSo again, it goes back to that communication. A lot of times a vision or expectations really need to be talked about so that it's the best for both parties involved. What's a typical servicing schedule look like at one of these events? And you know, specifically as it pertains to how do you maintain your standards of good customer service so that way your brand that's on the toilet out there is seen in the highest regard?
(10:51):
UnknownYeah, that's a good question. And again, when you're factoring in all of the variables for this event, it's important to understand what is the anticipated usage of your toilets and handwash stations or restroom trailer, you know, what is the duration, what is the anticipated usage, because that will then determine do you need servicing each day? You know, each morning typically before the event starts?
(11:21):
UnknownIs it maybe just, you know, every other day, you know, So again, all the conversation that goes into helping educate these event planners on what's going to be best because they this isn't their field. They don't know if the toilets are going to need to be serviced every morning before the next day of the event or, you know, how any of that go.
(11:46):
UnknownSo it's a really great opportunity to share your knowledge, share your expertise, which again, goes back into solidifying that relationship and that trust so that they continue to call on you year after year. Did you ever have your staff go to the events and make sure that those standards are being upheld? You know, they may have had a servicing schedule.
(12:09):
UnknownThat was how you could just come every, you know, every other day. But you're realizing that it's probably getting backed up in those toilets and you should be doing it every day. And how did you communicate with your event planner or site contact? Yeah, it's definitely important to whenever able, you yourself take the opportunity to show up at these events or at least have some of your staff go in to check on how things are going.
(12:39):
UnknownBut also that event planner, make sure they're well aware that if suddenly they're noticing a situation or, you know, while it's been even more successful than we anticipated, that's where, you know, having the right contact numbers. Here's my cell phone. Call me if we need to do an emergency service thing. We can certainly figure that out. If for the next day, let's anticipate adding a few more toilets just to be safe.
(13:08):
UnknownYou factor in all of those pieces because the last thing you want to happen is an event that now the toilets are too full or you've had to kind of like some off because they are no longer usable. And, you know, that really has a negative effect on the event because nobody really wants to deal with an overflowing portable restroom, nor do you want to have an event where suddenly people have to go to the bathroom and they don't have options to do so.
(13:37):
UnknownSo that'll that'll have a negative review for your event across social media. Real quick, did you ever have an event in your time doing this where you had an unexpected situation come up that was like, boy, I remember that. most definitely. There's probably far too many to remember. And you kind of let those drift to the back of your memory.
(14:03):
UnknownBut yeah, there's times where something got, you know, either miscommunicated or there was an issue, you know, on site that prevented proper servicing of the event or whether, you know, weather can be a real big factor to suddenly, you know, some things, you know, like I mentioned before with placement, suddenly something's flooded or inaccessible and now you can't service the toilets that you really thought you were going to be able to.
(14:35):
UnknownBut yeah, there's there's always a lot of memories for operators where, you know, things were running along just fine until they weren't and then suddenly panic sort of ensues. And it's usually on a Saturday or a Sunday when, you know, you're trying to call staff in who might not have been working to to rectify the situation. And of course, those things never happen when it's convenient.
(15:00):
UnknownThey always happen when it's inconvenient. So let's talk about something that's really important that we hear a lot, actually hear this all the time. And it's the financial aspect of running events. The thing that I hear over and over again, which is surprising is, you know, I don't even know if we're making any money on these things, which to me that that just seems a bit crazy.
(15:25):
UnknownBut I think it's because you were talking about communicating and just making sure that that relationship was there if you're having all these add ons, but over time and this and that, you may not realize that you you might be cutting into your margins. So can you kind of walk us through the financial aspects of running events to make sure that you stay profitable?
(15:46):
UnknownYeah, that's definitely the most important factor. And we do see that a lot in the industry. We see, you know, questions always being asked out on social media. We hear a lot of it, you know, within the industry and you know, hey, I just been on this such and such event. How many toilets should I use and what should I charge?
UnknownThat all goes back to understanding your own costs. You have to start there first before you know, even starting to bid on these things. And when I talk about understanding your own costs, I really mean knowing your variables. What are your supply costs? First and foremost, your toilet paper, your hand sanitizer, the blue wing, you know, the drop ins for the toilets, the paper towel, you know, soap, whatever it might be.
(16:36):
UnknownThose are all variables that the price can change on you. You know, you can't just stick with one solid. Yep. I know that's going to cost me, you know, $4.20, you know, every time it's not. So you want to make sure you're always aware of how your variables are changing in cost because that factors in. And then, of course, any time you're bidding on these events, you need to understand what is your labor costs going to be?
(17:04):
UnknownYou know, how many how many trips is it going to be for the allotted, you know, toilets requested? If it's a large event, you know, you may be making multiple trips to deliver and pick up. You want to always make sure you're factoring in delivery and pickup costs. The labor involved, the gas, you know, figuring out your mileage to your events and then disposal cost as well.
(17:31):
UnknownIt's always important to figure out what is your disposal cost. So understanding all of these costs, all of these variables and a lot of times putting that into a formula that you use, that you can manipulate as prices change, then you will be able to kind of see what your total cost is and understand what type of margin profit margin you want to have with that.
(18:01):
UnknownAnd you know, within this industry, I think a lot of times people are still apprehensive to charge their worth, to really explain how they're the expert for this. And with that expertise and knowledge, there's a price tag. So don't ever underbid, you know, just to get the event, because in the long run you'll be losing money and only hurting your reputation.
(18:29):
UnknownReally important to value what you do. Explain that to the event planners and to the other, you know, to the community so that they, you know, you get the respect that you deserve because this is such a huge piece to successful events, big or small. And, you know, just don't ever sell yourself short, know your costs, charge accordingly, make the profit that you should and you know you'll be more and more successful when you do that.
(19:01):
UnknownI think in this industry we've always talked that in 2020 when the pandemic had started and really shook things up and events weren't happening, so many operators were given the opportunity to take a step back and actually do the math on all of what they had been doing. And so many realized, we weren't charging what we should be charging.
(19:26):
UnknownI think we might have been, you know, not making the margins, we thought, because we didn't factor in all the labor labor costs and such. So always important to make sure you take the time to do that piece first before even starting to bid on on some of the events. It seems like that's where the relationship part comes in, because if anyone can come in and underbid you and sure, there's going to be someone that does it cheaper.
(19:58):
UnknownBut if you have that relationship where they know they can count on you, they can call you any time to make sure if there is a problem that you're giving them the advice that's going to run this through this event. If no one says anything about the bathroom situation, then you know, that's a really good thing. And, you know, any of us are willing to pay what, maybe more at times for that good quality service versus I'll spend a little less here and then they have a disaster on their hands.
(20:27):
UnknownSo I think what you said earlier about relationships is so important as it pertains to making sure that you do stay profitable and you're getting paid what you're worth, but you're also giving a service that the event planner see as highly valuable. absolutely. And and if you're working with someone who is just focused on price, be honest with yourself to to realize is this, you know, an event or a business relationship I want to get involved with maybe it's not worth my my time and energy if I can't develop a respectful, strong, profitable relationship, it's okay to say, no, it's okay to maybe, you know, go find another opportunity for yourself compared to to
(21:12):
Unknownthe one that you're struggling to get your worth out there. What was one of the biggest lessons you learned as a pro when you're running all these events, something that you maybe made a mistake or had a challenge, but you learned from it and we could share that with others. boy. Yeah, There were so many lessons learned.
(21:39):
UnknownAgain, the communication. I mean, I, I remember when I was first starting in the industry and first, you know, dabbling with organizing these events and talking with people. And what I had to learn about the questions I wasn't asking, you know, that was so key because then all of a sudden the event happens or delivery is happening. And I hadn't provided the right details or full information that the rest of my team needed to execute this properly.
(22:14):
UnknownSo I would say early on for me it was I didn't know what I didn't know. And that's where in this industry I love that I was able to grow because there were so many people around me with the knowledge, with the expertise, willing to share, willing to learn from. As you know, I've always been involved with the PSA.
(22:36):
UnknownI, you know, and that's always a great opportunity as well to share knowledge, learn from other operators and get that stuff. But while there were there were a lot of panic moments or, you know, suddenly I think I feel a sweat coming on because, you know, I may have made somebody else's job harder than it needed to be because I didn't ask the right questions.
(22:59):
UnknownI didn't communicate properly. And I just remember as I grew learning and feeling so much relief, when you're like, I got this, I know the questions to ask. I know what we should charge, I know what our variables are. And now I can just have fun with building these relationships and taking on bigger events and seeing a new challenge and succeeding and feeling proud about it.
(23:23):
UnknownAnd, you know, being happy to see the, you know, your name on those toilets out there. And everybody's having a great time at, you know, whatever the event might have been. That's awesome. All right. So I think let's start to land this plane by asking you if there's a portable sanitation operator out there that is looking to get into events.
(23:47):
UnknownAnd they you know, it's like, all right, I hear what you're saying. This is going to be where we make some money in the future. What piece of advice would you give them? Get out there and meet the people where they're at, Meet your opportunities, where they are at, whether it's wedding venues, event planners, like I said, your business improvement district, your local, you know, your local communities, big or small, get out there and meet them.
(24:17):
UnknownGo to the business. After five events, go to the Chamber of Commerce, you know, breakfast or lunch, you know, luncheons. Just get out there, get yourself out there, volunteer, volunteer for other opportunities and through that, you see, you know, a lot more that can come your way. So, yeah, first and foremost, get out there. They're not going to come to you.
(24:41):
UnknownSo go find them and be the first one doing that and building that relationship. I think that's great advice. And Wendy, I just want to thank you so much for being on it like to say all Hail to the Event's queen.
UnknownWhat's up, guys? Today's episode is all about events. According to the Portable Sanitation Benchmark Report. Revenues from events grew 300% in 2023 over 2022. And that makes a lot of sense considering that we were coming out of the pandemic. But this year it's predicted to stay steady. If not grow even further. So we've brought in Wendy, our resident expert in events.
(00:25):
UnknownShe's a former operator and we've had her, the queen of events. So let's talk to the queen.
UnknownIf there is one word that you could use to describe doing events as a portable sanitation operator, what would that word be? I have somehow I thought that you were going to say something similar to that, because we hear that a lot because events season is the season where portable restroom operators get extremely busy, but it's also can be a very lucrative season.
(01:11):
UnknownSo you're a former operator. So tell us a little bit about what you used to do as a portable sanitation operator. I was a portable toilet operator here in Wisconsin and worked for a company that did not only portable toilets, but also septic. And my role there was the sales director. But like we know with most of our operators, you wear many hats.
(01:35):
UnknownSo I also backed up our customer service folks answering the phones, helped with some of the operations, took care of the drivers, all of that stuff. Got it. So what types of events did you manage? So what I was mainly responsible for, there was a wide range of events. Some really large events that had hundreds of toilets that needed to be placed for it and organized.
(02:06):
UnknownSo it might have been really large public events or like the lakefront fireworks such as that. But then I also did a lot of events that were our smaller community events, the farmer's market. So it really could range in size from one or two units to, you know, three or 400 units for a specific event. Got it. When portable restroom operators are thinking about, you know, if they're if they don't do events today and they want to get into it or if they're doing some, but they realize they could be doing more than in some of the bigger ones, like a marathon or, you know, the 4th of July celebration in your your city.
(02:50):
UnknownI think first we need to back up a little bit and say if someone's thinking about that, we're not doing it. How do you land those types of customers as a pro? Yeah, I mean, it's so important to be aware of what's going on around you in the communities that you're serving. So, you know, you mentioned a marathon or like I had said, you know, the farmer's market or the community events, get in touch with your business development area managers in the different communities.
(03:18):
UnknownReach out to them, go meet them in person, show up at the events and try and kind of assess for yourself who is currently providing services for these events and, you know, explain how you could probably offer the same, if not better service for them. Got it. You know, I think that there if you're in an area that is has other portable restroom operators in the same, you know, service in your same area, how do you stand out from them?
(03:51):
UnknownYou know, let's say you land the job. I think that sometimes it's the relationship to get the job. But you have to provide really good service and you have to do an awesome job for for them to want you to come back. But how do you keep the competition at bay so they don't come swoop your event the following year?
UnknownYeah, that's a really important piece. So, yes, you want to establish a strong working relationship, a partnership with these folks in your area. And it's most important to remember, not only are you providing good customer service and always striving to be better than the best each year, but you also want to be consistent. You want to be the problem solver for these event organizers, no matter how big or how small.
(04:40):
UnknownSo many of these folks are a little intimidated by figuring out I'm going to need toilets or sinks or a restroom trailer at my event. I don't know anything about that. They might have assumptions. They may have heard from others in the past what they might need as a portable toilet operator. It's your opportunity to come in and educate them on what is really needed to break down some stigmas about it, but also to really inform them and help build the trust that you can continually make their event successful time and time again.
(05:21):
UnknownGot it. What do you know you said about relationship and building that and you use the word consistent. And I think that that is really important because if you're, you know, it's once a year you talk to someone that's not really building a relationship. Can you maybe tells a story or say more about how do you keep keep consistency with those relationships?
(05:43):
UnknownYeah. Excuse me. Yeah, it is. You know, when you start developing these relationships and you're within your community, there are opportunities outside of these once a year events that you can stay in touch or you could kind of halfway through the season, you know, do a check in. Maybe it's an email, maybe it's, you know, a handwritten card off to them.
(06:08):
UnknownMaybe it's stopping in at their office just, you know, with a little gift or or something just so that you continue that that friendship, that partnership that you're establishing. And it's really appreciated and I think kind of goes gets overlooked as to how the little gestures actually can mean a lot in this industry and with these relationships because like I said, these are event planners, big or small.
(06:38):
UnknownThey're looking for someone to take that burden away from them, someone that they can trust, someone that they feel good about. Yep. I'm just going to contact them again next year. I know they'll have it handled for me. They understand what we're accomplishing. Great. I have one less thing I can I have to worry about. It makes a lot of sense.
(07:00):
UnknownSo we're at the point where we've landed a new event and it's coming in the future. Maybe it is that marathon or that big 4th of July event. Can you talk to us about describe some of the planning process and execution planning that goes into the point of these? Yeah, of course. So again, with with that relationship, you want to have plenty of conversation around expectations of the event.
(07:30):
UnknownYou know, you're talking with the event planner and they're anticipating this many people for this time span. This is what's in their head. As the expert, you want to come in and make sure that you're asking the questions of, okay, exactly how many people did you have last year are you aware of? So that we can factor any sort of growth moving forward, but also the duration of the event?
(07:59):
UnknownIs there going to be alcohol being served? Is there food being served? Is the event something that people are going to be at for the entire duration or just certain chunks of time during that? And then, you know, you're having these conversations and it's also important to meet up with them at the location, if possible, so that as the operator, you're able to get your eyes on their vision and then walk through kind of the need placement details, you know, all of that stuff.
(08:36):
UnknownSo it's important to meet with them, talk through the, you know, objective and then really start building the process from there. And as an operator, it's really important to know your analysis. You know, what is your event analysis tool that you're using so that you can provide the right service at the right price and still be profitable.
(09:04):
UnknownSo what are some of the logistical challenges? I'm sure you have some stories to share of running one of these large events and how have you handled them in the past? yeah. There's plenty that can go really well and plenty of that can be a challenge. And so many times it does come down to location or placement or expectations by the event planner.
(09:30):
UnknownThat might not be the most realistic for the operator to execute. So a lot of times it's I really think it would be great if the toilets were all placed over there in that gorgeous field. And, you know, everyone will have plenty of room to walk to them. That's great, except that field that it looks so lush and green.
(09:55):
UnknownIf it rains, that's the first thing that floods or the first thing that gets squishy. And now, you know, people are walking through squishy sod. And for you to deliver them and or pick up the toilets, you have quite a bit of challenge on your hand because you're not going to be driving trucks or trailers out there for that.
UnknownSo again, it goes back to that communication. A lot of times a vision or expectations really need to be talked about so that it's the best for both parties involved. What's a typical servicing schedule look like at one of these events? And you know, specifically as it pertains to how do you maintain your standards of good customer service so that way your brand that's on the toilet out there is seen in the highest regard?
(10:51):
UnknownYeah, that's a good question. And again, when you're factoring in all of the variables for this event, it's important to understand what is the anticipated usage of your toilets and handwash stations or restroom trailer, you know, what is the duration, what is the anticipated usage, because that will then determine do you need servicing each day? You know, each morning typically before the event starts?
(11:21):
UnknownIs it maybe just, you know, every other day, you know, So again, all the conversation that goes into helping educate these event planners on what's going to be best because they this isn't their field. They don't know if the toilets are going to need to be serviced every morning before the next day of the event or, you know, how any of that go.
(11:46):
UnknownSo it's a really great opportunity to share your knowledge, share your expertise, which again, goes back into solidifying that relationship and that trust so that they continue to call on you year after year. Did you ever have your staff go to the events and make sure that those standards are being upheld? You know, they may have had a servicing schedule.
(12:09):
UnknownThat was how you could just come every, you know, every other day. But you're realizing that it's probably getting backed up in those toilets and you should be doing it every day. And how did you communicate with your event planner or site contact? Yeah, it's definitely important to whenever able, you yourself take the opportunity to show up at these events or at least have some of your staff go in to check on how things are going.
(12:39):
UnknownBut also that event planner, make sure they're well aware that if suddenly they're noticing a situation or, you know, while it's been even more successful than we anticipated, that's where, you know, having the right contact numbers. Here's my cell phone. Call me if we need to do an emergency service thing. We can certainly figure that out. If for the next day, let's anticipate adding a few more toilets just to be safe.
(13:08):
UnknownYou factor in all of those pieces because the last thing you want to happen is an event that now the toilets are too full or you've had to kind of like some off because they are no longer usable. And, you know, that really has a negative effect on the event because nobody really wants to deal with an overflowing portable restroom, nor do you want to have an event where suddenly people have to go to the bathroom and they don't have options to do so.
(13:37):
UnknownSo that'll that'll have a negative review for your event across social media. Real quick, did you ever have an event in your time doing this where you had an unexpected situation come up that was like, boy, I remember that. most definitely. There's probably far too many to remember. And you kind of let those drift to the back of your memory.
(14:03):
UnknownBut yeah, there's times where something got, you know, either miscommunicated or there was an issue, you know, on site that prevented proper servicing of the event or whether, you know, weather can be a real big factor to suddenly, you know, some things, you know, like I mentioned before with placement, suddenly something's flooded or inaccessible and now you can't service the toilets that you really thought you were going to be able to.
(14:35):
UnknownBut yeah, there's there's always a lot of memories for operators where, you know, things were running along just fine until they weren't and then suddenly panic sort of ensues. And it's usually on a Saturday or a Sunday when, you know, you're trying to call staff in who might not have been working to to rectify the situation. And of course, those things never happen when it's convenient.
(15:00):
UnknownThey always happen when it's inconvenient. So let's talk about something that's really important that we hear a lot, actually hear this all the time. And it's the financial aspect of running events. The thing that I hear over and over again, which is surprising is, you know, I don't even know if we're making any money on these things, which to me that that just seems a bit crazy.
(15:25):
UnknownBut I think it's because you were talking about communicating and just making sure that that relationship was there if you're having all these add ons, but over time and this and that, you may not realize that you you might be cutting into your margins. So can you kind of walk us through the financial aspects of running events to make sure that you stay profitable?
(15:46):
UnknownYeah, that's definitely the most important factor. And we do see that a lot in the industry. We see, you know, questions always being asked out on social media. We hear a lot of it, you know, within the industry and you know, hey, I just been on this such and such event. How many toilets should I use and what should I charge?
UnknownThat all goes back to understanding your own costs. You have to start there first before you know, even starting to bid on these things. And when I talk about understanding your own costs, I really mean knowing your variables. What are your supply costs? First and foremost, your toilet paper, your hand sanitizer, the blue wing, you know, the drop ins for the toilets, the paper towel, you know, soap, whatever it might be.
(16:36):
UnknownThose are all variables that the price can change on you. You know, you can't just stick with one solid. Yep. I know that's going to cost me, you know, $4.20, you know, every time it's not. So you want to make sure you're always aware of how your variables are changing in cost because that factors in. And then, of course, any time you're bidding on these events, you need to understand what is your labor costs going to be?
(17:04):
UnknownYou know, how many how many trips is it going to be for the allotted, you know, toilets requested? If it's a large event, you know, you may be making multiple trips to deliver and pick up. You want to always make sure you're factoring in delivery and pickup costs. The labor involved, the gas, you know, figuring out your mileage to your events and then disposal cost as well.
(17:31):
UnknownIt's always important to figure out what is your disposal cost. So understanding all of these costs, all of these variables and a lot of times putting that into a formula that you use, that you can manipulate as prices change, then you will be able to kind of see what your total cost is and understand what type of margin profit margin you want to have with that.
(18:01):
UnknownAnd you know, within this industry, I think a lot of times people are still apprehensive to charge their worth, to really explain how they're the expert for this. And with that expertise and knowledge, there's a price tag. So don't ever underbid, you know, just to get the event, because in the long run you'll be losing money and only hurting your reputation.
(18:29):
UnknownReally important to value what you do. Explain that to the event planners and to the other, you know, to the community so that they, you know, you get the respect that you deserve because this is such a huge piece to successful events, big or small. And, you know, just don't ever sell yourself short, know your costs, charge accordingly, make the profit that you should and you know you'll be more and more successful when you do that.
(19:01):
UnknownI think in this industry we've always talked that in 2020 when the pandemic had started and really shook things up and events weren't happening, so many operators were given the opportunity to take a step back and actually do the math on all of what they had been doing. And so many realized, we weren't charging what we should be charging.
(19:26):
UnknownI think we might have been, you know, not making the margins, we thought, because we didn't factor in all the labor labor costs and such. So always important to make sure you take the time to do that piece first before even starting to bid on on some of the events. It seems like that's where the relationship part comes in, because if anyone can come in and underbid you and sure, there's going to be someone that does it cheaper.
(19:58):
UnknownBut if you have that relationship where they know they can count on you, they can call you any time to make sure if there is a problem that you're giving them the advice that's going to run this through this event. If no one says anything about the bathroom situation, then you know, that's a really good thing. And, you know, any of us are willing to pay what, maybe more at times for that good quality service versus I'll spend a little less here and then they have a disaster on their hands.
(20:27):
UnknownSo I think what you said earlier about relationships is so important as it pertains to making sure that you do stay profitable and you're getting paid what you're worth, but you're also giving a service that the event planner see as highly valuable. absolutely. And and if you're working with someone who is just focused on price, be honest with yourself to to realize is this, you know, an event or a business relationship I want to get involved with maybe it's not worth my my time and energy if I can't develop a respectful, strong, profitable relationship, it's okay to say, no, it's okay to maybe, you know, go find another opportunity for yourself compared to to
(21:12):
Unknownthe one that you're struggling to get your worth out there. What was one of the biggest lessons you learned as a pro when you're running all these events, something that you maybe made a mistake or had a challenge, but you learned from it and we could share that with others. boy. Yeah, There were so many lessons learned.
(21:39):
UnknownAgain, the communication. I mean, I, I remember when I was first starting in the industry and first, you know, dabbling with organizing these events and talking with people. And what I had to learn about the questions I wasn't asking, you know, that was so key because then all of a sudden the event happens or delivery is happening. And I hadn't provided the right details or full information that the rest of my team needed to execute this properly.
(22:14):
UnknownSo I would say early on for me it was I didn't know what I didn't know. And that's where in this industry I love that I was able to grow because there were so many people around me with the knowledge, with the expertise, willing to share, willing to learn from. As you know, I've always been involved with the PSA.
(22:36):
UnknownI, you know, and that's always a great opportunity as well to share knowledge, learn from other operators and get that stuff. But while there were there were a lot of panic moments or, you know, suddenly I think I feel a sweat coming on because, you know, I may have made somebody else's job harder than it needed to be because I didn't ask the right questions.
(22:59):
UnknownI didn't communicate properly. And I just remember as I grew learning and feeling so much relief, when you're like, I got this, I know the questions to ask. I know what we should charge, I know what our variables are. And now I can just have fun with building these relationships and taking on bigger events and seeing a new challenge and succeeding and feeling proud about it.
(23:23):
UnknownAnd, you know, being happy to see the, you know, your name on those toilets out there. And everybody's having a great time at, you know, whatever the event might have been. That's awesome. All right. So I think let's start to land this plane by asking you if there's a portable sanitation operator out there that is looking to get into events.
(23:47):
UnknownAnd they you know, it's like, all right, I hear what you're saying. This is going to be where we make some money in the future. What piece of advice would you give them? Get out there and meet the people where they're at, Meet your opportunities, where they are at, whether it's wedding venues, event planners, like I said, your business improvement district, your local, you know, your local communities, big or small, get out there and meet them.
(24:17):
UnknownGo to the business. After five events, go to the Chamber of Commerce, you know, breakfast or lunch, you know, luncheons. Just get out there, get yourself out there, volunteer, volunteer for other opportunities and through that, you see, you know, a lot more that can come your way. So, yeah, first and foremost, get out there. They're not going to come to you.
(24:41):
UnknownSo go find them and be the first one doing that and building that relationship. I think that's great advice. And Wendy, I just want to thank you so much for being on it like to say all Hail to the Event's queen.
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