410 Unleash Your Pricing Power: Casey Brown's 'Fearless Pricing' Revolutionizes Business Value
Release Date: 03/07/2025
424 Chlorine Dioxide Insights with Greg Simpson
Scaling UP! H2O
A Lifelong Exploration into Chlorine Dioxide In this episode of Scaling UP! H2O, Trace Blackmore welcomes Greg D. Simpson, a recognized authority on chlorine dioxide and a long-time researcher, writer, and technologist in the industrial water treatment space. With decades of hands-on experience and a personal archive of thousands of technical papers, Greg brings unmatched depth to this essential conversation. From Field Trials to File Cabinets Greg takes us through his early career, from being tasked to explore chlorine dioxide as an alternative disinfectant on the...
info_outline
423 Pushing the Boundaries: Jacob Deak on Innovating Water Treatment Systems
Scaling UP! H2O
In this episode of Scaling UP! H2O, host Trace Blackmore interviews , Marketing & Inside Sales Director at , for a deep dive into how innovation is born—not in labs, but in the field. Jake shares the story of Pyxis Lab’s rapid evolution from a lean, hands-on team to an industry leader in developing smart, user-informed water treatment technology. Building Solutions from Real-World Problems Jake Deak's journey began during the pandemic, stepping into a role shaped by both legacy and urgency. Working closely with his father and the Pyxis team, he reveals how their approach...
info_outline
422 Inside the Association of Water Technologies with John Caloritis
Scaling UP! H2O
In this milestone episode, host Trace Blackmore welcomes of and current President of the . Together, they explore the strategic evolution of AWT and announce an exciting new partnership that officially makes Scaling UP! H2O the association's podcast partner. This conversation is a rare behind-the-scenes look into how AWT operates, from board decisions to training initiatives, and what the future holds for water treatment professionals who want to lead, grow, and make an impact. Behind the Boardroom: How AWT Operates at the Top John Caloritis gives a full picture of how the...
info_outline
421 The Benefits of Tagged Polymers in Water Treatment with Gary Garcia
Scaling UP! H2O
“Keep it simple because the more complex things get, the less people will do it” - Gary Garcia For years, water treatment professionals have relied on PTSA tracers to estimate system performance, but emerging technologies are offering clearer, more direct answers. In this episode of Scaling UP! H2O, host Trace Blackmore welcome once again returning guest Garret "Gary" S. Garcia of , now a business unit of to explore how fluorescent tagged polymers are revolutionizing the way water treaters monitor system health and chemical performance. With decades of expertise, Gary offers practical...
info_outline
420 Tapping Into Tech: How Ben Frieders Uses AI to Elevate Water Treatment Marketing
Scaling UP! H2O
"Continue to learn something new every day.” What happens when a Navy-trained water chemistry expert dives into AI-powered marketing? You get —Marketing and Business Development Manager at —who’s turning the tide on how water treatment professionals use tech. Whether you're still skeptical of AI or already exploring tools like ChatGPT, this episode offers a masterclass in practical, professional applications tailored for the water treatment world. From the Navy to Water Treatment: Ben’s Story Ben Frieders shares his journey from operating nuclear submarines to...
info_outline
419 Leading with Purpose: Culture, Customers, and Chemical Supply with Dave Fitzgerald
Scaling UP! H2O
In this episode of Scaling UP! H2O, host Trace Blackmore reconnects with returning guest , President of North Metal & Chemical Company. Known for his forward-thinking predictions, Dave returns to share valuable insights into supply chain forecasting, emotional intelligence in leadership, and how a strong culture can shape business longevity. Purpose-Driven Predictions Dave doesn’t just react—he predicts. Learn how he turns economic signals, freight trends, and material pricing into reliable forecasting tools to protect inventory and serve loyal customers. ...
info_outline
418 Maleic Acid-Based Corrosion Inhibitors: Expanding the Water Treatment Toolbox with Mike Standish
Scaling UP! H2O
Corrosion control is fundamental to the success of any water treatment program, but how often do we question the limitations of the tools we rely on? In this episode of Scaling UP! H2O, host Trace Blackmore welcomes back returning guest , Vice President of Water Additives at , to explore the evolving role of maleic acid-based corrosion inhibitors in industrial water treatment. Drawing on decades of expertise, Mike shares practical insights into when — and when not — to use these innovative solutions to meet today's complex challenges. Understanding the Corrosion Control Toolbox Mike...
info_outline
417 How To Live a Life of Significance: Insights from Aaron Walker
Scaling UP! H2O
“ Don’t Just Be Successful – Be Significant” How do you define success? Is it about financial achievement, accolades, or influence? What if true fulfillment lies in significance rather than just success? In this episode of the Scaling Up H2O podcast, we welcome back a distinguished guest, . With over four decades of entrepreneurial experience, Aaron has not only built thriving businesses but has also dedicated his life to mentoring others, helping them navigate their paths with purpose. His belief that "Relationships Matter Most" is a guiding principle for those seeking deeper...
info_outline
416 The SteriPen Revisited: Scaling UP! Your UV Digestion Knowledge
Scaling UP! H2O
“Always test your tools before field use. Side-by-side comparisons ensure repeatability and accuracy.” In this episode of Scaling UP! H2O, host delivers an in-depth update on the SteriPen, a widely used tool for water treatment professionals. After overwhelming demand from listeners, we revisit the SteriPen, its capabilities, and its impact on testing organic phosphates and azoles. If you're looking for efficiency, precision, and portability in water testing, this episode is packed with actionable insights. The Evolution of the SteriPen Learn how the SteriPen became a game-changer...
info_outline
415 Green Building Updates: What You Need to Know
Scaling UP! H2O
“When there’s a will, there’s a way.” - Charlie Cichetti Sustainability is more than just a trend—it’s a commitment to a better future. In this episode of Scaling UP! H2O, host Trace Blackmore sits down with , LEED Fellow + WELL AP, CEO + Co-Founder of a leading expert in green building to discuss the latest updates in sustainability and how they impact industries worldwide. From energy efficiency to new LEED requirements, Charlie breaks down what professionals need to know about the latest green building innovations. Whether you’re a facilities manager, an industrial...
info_outline
"If you’re excellent at what you do, you’ve got to be paid like you’re excellent." – Casey Brown
Ever wondered if you're truly getting paid what you're worth? In this unmissable episode of Scaling UP! H2O, we bring back Casey Brown, speaker, founder of Boost Pricing and author of the newly released Fearless Pricing. Known for her electrifying talks and actionable insights, Casey dives deep into how businesses can build confidence, charge their true value, and break free from the fear of pricing discussions.
From her journey as an engineer to becoming a pricing powerhouse, Casey's passion for helping businesses thrive shines through. Whether you're in sales, management, or leadership, this episode will leave you inspired and ready to tackle your next negotiation.
Highlights include:
The Psychology of Pricing:
Why fear dominates most pricing conversations—and how to overcome it.
Pricing Integrity:
Learn how setting and sticking to fair, defensible prices can boost trust and long-term success.
Handling Objections with Confidence:
Proven strategies to turn pricing objections into opportunities.
The "Hot Sauce" Analogy:
Discover how to identify overlooked products or services that can deliver high profits with minimal pricing sensitivity.
Unexercised Pricing Power:
How to unlock hidden revenue by testing and refining your pricing strategy.
Role-Playing for Success:
How procedural memory and consistent practice can transform your sales team’s confidence and results.
Bottom Line
This episode is your ultimate guide to fearless pricing, equipping you with the tools and mindset to boost profitability and set yourself apart from the competition. Don't miss the chance to learn from Casey's expertise and take your business to the next level!
Click play, take notes, and start commanding the value your business deserves. Don’t let fear control your profits—listen now to gain the confidence and strategies you need to succeed.
Stay engaged, keep learning, and continue scaling up your knowledge!
Timestamps
1:44 - Trace asks intriguing questions about the price of everyday items like gas and hot sauce to set the stage for a deeper discussion on pricing
02:23 - Events for Water Professionals
04:20 - Water You Know with James McDonald
05:35 - Interview with Casey Brown, speaker, founder of Boost Pricing, and the author of the newly released book ‘Fearless Pricing’
13:05 - How small discounts can devastate your bottom line
32:23 - Why debriefing every deal is critical for refining your pricing strategy
33:41 - The “Hot Sauce Analogy”
45:00 – Final Thoughts and Takeaways
Quotes
“We can’t know, unless we try. The world is your Petri dish. “- Casey Brown
“The how is training and coaching and concepts; the why is rotted in the mission to help people who are excellent be paid like they’re excellent.” - Casey Brown
“We can’t fix pricing or profitability through calculation. We must address the biggest obstacle to success, which is FEAR.” - Casey Brown
“Pricing is generally the area of greatest fear and greatest discomfort.” - Casey Brown
“In absence of financial pricing integrity, unearned discounts hurt trust.” - Casey Brown
“The way to get comfortable doing something uncomfortable is to practice it.” - Casey Brown
"Every business has hot sauce and gasoline—products where pricing sensitivity varies drastically. Identify yours." – Casey Brown
Connect with Casey Brown
Phone: 614-679-7999
Email: [email protected]
Website: www.Caseybrown.com
LinkedIn: https://www.linkedin.com/in/caseybrownboost/
Subscribe to Casey Brown’s Newsletter: https://www.boostpricing.com/signup
Click HERE to Download Episode's Discussion Guide
Guest Resources Mentioned
Good to Great: Why Some Companies Make the Leap...And Others Don't by Jim Collins
They Ask You Answer by Marcus Sheridan
The Psychology of Money by Morgan Housel
Fearless Pricing by Casey Brown
Scaling UP! H2O Resources Mentioned
AWT (Association of Water Technologies)
Scaling UP! H2O Academy video courses
363 Pricing Boost: Get Paid Well For Your Excellence with Casey Brown
The 7 Habits of Highly Effective People by Stephen R. Covey
Water You Know with James McDonald
Question: What is the conversion between parts-per-million and milligrams per Liter?
2025 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.
