468 Born into Water Treatment: Tom Brandvold on AWT’s Origin Story and a Life in the Industry
Scaling UP! H2O
Tom Brandvold, CWT, has lived industrial water treatment from the inside out. In this conversation, he traces that path from sweeping floors and running sample bottles as a kid to leading Premier Water and Energy Technology and serving as a former president of . The result is not just a career story. It is a useful look at how credibility, collaboration, and standards are built over time in this industry. How Association of Water Technologies (AWT) was formed One of the most valuable parts of this discussion is Tom’s explanation of how Association of Water Technologies (AWT) began. The...
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467 From PhD to Pump Rooms: Jake Elliott on Wastewater, Efficiency, and Saying “Yes” Wisely
Scaling UP! H2O
What happens when a water chemist leaves the lab and heads to the pump room? knows firsthand. A former PhD researcher who studied resource recovery from trade‑waste customers, Jake now manages accounts at in Melbourne, working with cooling towers, boilers, chemical dosing rigs and wastewater treatment systems. He joins host Trace Blackmore to discuss how rigorous research, regulatory compliance and process automation translate into practical field work for industrial water treatment professionals. From PhD Research to Industrial Practice Jake’s academic background informs the way he...
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466 Stories, Math, and “Never Again” Moments: Inside AWT Technical Training with Dan Merritt (Part 2)
Scaling UP! H2O
AWT’s in‑person technical training is a keystone for developing competent water treaters. Yet classroom knowledge only matters when it survives the drive home and emerges later in the field. In this second conversation with —National Sales Manager at and head of AWT’s education committee—Trace Blackmore uncovers how stories, math, and memorable mistakes turn theory into intuition. Why training keeps evolving Dan explains that the rewrites courses every year. Instructors refine content, delivery and demonstrations, not for novelty’s sake, but because...
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465 From Classroom to Cooling Towers: Teaching Water Treatment with Dan Merritt (Part 1)
Scaling UP! H2O
Industrial water training only works when the knowledge transfers. That means the material lands with the audience, survives the drive home, and shows up later in the field when decisions get made. , Sales Manager at , brings a rare perspective to that problem. He started as a teacher (chemistry, calculus, physics), entered industrial water treatment on February 5, 2002, and later became part of the AWT training team. This conversation follows the path from classroom instruction to boiler rooms and cooling towers, then uses that journey to examine what makes technical training...
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464 Corrosion Coupons, Brand Building, and Having Fun at Trade Shows with Will Ritter
Scaling UP! H2O
"Don't be afraid to say I don’t know. - Will Ritter” Corrosion is expensive, relentless, and easy to underestimate—until a “lasagna battery” turns aluminum foil green and reminds you what electrochemistry can do in the real world. This conversation reframes corrosion coupons as what they actually are: a repeatable field test that can sharpen your decisions—if you treat the process with consistency. Respect the coupon, protect the data Trace breaks down why coupons became non-negotiable in his systems: they turn guesswork into usable...
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463 Mapping the Future of Water Innovation with Paul O’Callaghan
Scaling UP! H2O
“If you say something over and over often and enough, it becomes true because perception is reality.” has built a career at the intersection of water science, wastewater realities, and the practical question every operator and executive eventually faces; what actually moves innovation from idea to adoption. As Founder and CEO of, Paul explains how his team helps decision-makers put capital to work more efficiently in water by reducing uncertainty and separating signal from noise. He describes patterns he’s watched repeat across water entrepreneurs, pilots, and...
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462 From Lab Chemist to Field Mentor: Water, Culture, and Representation
Scaling UP! H2O
Industrial water work rewards people who can move between precision and practicality. brings both. She started as a lab chemist, then transitioned into field service with , where much of her work supports healthcare facilities and high-accountability programs. Lab habits that protect your tools and your data Katie describes the first surprise of field work: a central plant is “very dirty,” and the job demands good technique without chasing lab-level perfection. She shares a couple of simple practices that prevent expensive problems. Use proper lab wipes on...
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461 Corrosion, Lead, and Algae: New Tools for Old Water Problems
Scaling UP! H2O
Corrosion rarely announces itself as a “big water problem.” It shows up as leaching at the tap, residual loss in the field, premature equipment replacement, and the slow, expensive erosion of decision-quality. (CEO) and (chemist/Chief Science Officer) of lay out a system-wide view of corrosion control—starting with what changed in Flint from a technical standpoint and moving into why many utilities still struggle to meet expectations when standards and risk assumptions shift. System-wide corrosion control starts with chemistry...
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460 Building Boiler Talent: Fundamentals, Online Training, and Better Partnerships with Eric Johnson
Scaling UP! H2O
Boilers can feel intimidating the first time you step into a boiler room—the heat, the noise, the pressure gauge, and the weight of knowing that mistakes can be costly. Trace Blackmore opens with a reminder that boilers deserve respect, not fear—and that learning fundamentals is how you replace mystique with clarity. The talent gap behind the boiler room door , Founder and CEO of , explains why boiler expertise is becoming harder to replace. He points to the shrinking pipeline of boiler-trained technicians—historically strengthened by Navy steam...
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459 From Wastewater to Resource: Water Reuse with Dr. Veronika Zhiteneva
Scaling UP! H2O
Industrial water professionals are increasingly pulled into conversations about scarcity, resilience, and “where the next gallon comes from.” , CEO and Co-founder of frames water reuse as an implementation challenge more than a technology gap—and explains where the practical starting points are when the scope feels overwhelming. Moving reuse forward when the technology already exists Waterloop Solutions was founded to accelerate implementation: clarifying end-use quality, identifying post-treatment needs on the back end of...
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Like you, we all want our water business to be profitable.
Embark on a journey to make your water business not just successful, but wildly profitable! While many believe that sales alone can solve all challenges, the truth lies in understanding the intricate dance of profitability and cash flow.
In the wise words of Stephen Covey, "No margin, no mission." We all share the conviction that a thriving business is one that can afford to invest in its people and resources. Even for non-profits, the bottom line remains crucial — successful organizations, whether for-profit or not, need to pay their bills and ensure sustainability.
Sales are undoubtedly a driving force, but the misconception that more sales always mean more success can lead businesses astray. Ever witnessed a company sell itself out of business on Shark Tank? It happens when the demand exceeds the capacity to deliver due to a lack of cash flow.
Enter the eye-opening world of Profit and Loss statements and explore your business through the lens of the Eight Cash Flow Drivers, outlined in the groundbreaking Entrepreneurial Operating System (EOS) by Gino Wickman. These drivers — Price, C.O.G.S. (Cost of Goods Sold), Margin, Ancillary Sales, Service Time, Errors, Compensation/Labor Costs, A/R Days, and G&A Expenses — form a strategic roadmap to enhance your water business's cash flow and profitability.
This new Scaling Up H2O episode unravels the secrets behind these drivers and shows how implementing them can transform your business landscape. Don't miss the chance to elevate your company's profitability starting tomorrow — tune in now to scale up your financial success knowledge!
Your friend as you drive from client to client,
Trace Blackmore, CWT
Timestamps
01:00 - Upcoming Events for Water Treatment Professionals
04:40 - How to know if a conference is worthwhile to attend
05:30 - Showing up with a full cup mentality
10:45 - Trace Blackmore invites you to Scaling UP! Your Cash Flow
39:23 - Drop by Drop With James McDonald
Quotes
"Sales for sales’ sake can put you out of business" - Mary Kay Ash, the founder of Mary Kay Cosmetics
"No margin, no mission." - Stephen Covey, author of The 7 Habits of Highly Effective People
Connect with Scaling UP! H2O
Email Producer: corrine@blackmore-enterprises.com
Submit a show idea: Submit a Show Idea
LinkedIn: in/traceblackmore/
YouTube: @ScalingUpH2O
Links Mentioned
Ep 204 Being Profitable with the Boilermaker Hamburger
Ep 315 The Intentional Growth Framework with Ryan Tansom
Scaling UP! H2O Academy video courses
Books Mentioned
The 7 Habits of Highly Effective People by Stephen Covey
Traction: Get a Grip on Your Business by Gino Wickman
What the Heck Is EOS?: A Complete Guide for Employees in Companies Running on EOS by Gino Wickman
Drop By Drop with James
In this week’s episode, we’re thinking about what happens when a large steam user in a facility suddenly starts using steam. What happens inside the boiler? How is the steam pressure impacted? How does the water level change in response to this suddenly large steam demand? When is feedwater triggered? What is the impact of this cooler feedwater upon the hotter water inside the boiler? How could this impact steam output rate? Could it cause boiler carryover and why? How could low level alarms be triggered if the high demand continued long enough?
The answers are actually very interesting and interrelated. Spirax Sarco has a nine-part series on YouTube called “The Inside Story.” This is a CLASSIC series that every industrial water treatment professional should watch. They actually let you view inside the boiler as steam is being produced and show what happens at low pressures, high pressures, increased demand, etc. If you’ve already seen the series, they are worth watching again. If you haven’t seen it, get your popcorn and pocket protector, because you’re in for a treat! Part 6 addresses the topic of today’s Drop by Drop episode on increased demand. I’ll be sure to get the links to Trace so he can hopefully include them into the show notes for this episode. Otherwise, if you search for “steam boilers the inside story” in your favorite search engine, you are likely to find the series.
Spirax Sarco's Steam Boilers - The Inside Story: Part 1 - Introduction
Steam Boilers – The Inside Story: Part 2 – Basic Boiler Control
Steam Boilers – The Inside Story: Part 3 – Water Level and Gauges
Steam Boilers – The Inside Story: Part 4 – Feed Water Control
Steam Boilers – The Inside Story: Part 5 – Low Pressure Operation
Steam Boilers – The Inside Story: Part 6 – Increased Demand
Steam Boilers – The Inside Story: Part 7 – Very High Demand
Steam Boilers – The Inside Story: Part 8 – TDS Control
Steam Boilers – The Inside Story: Part 9 – Summary
2024 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE or using the dropdown menu.
