utilizing biosolids marketing to improve your bottom line
TRANSCRIPT
EWA’s Biosolids ProgramUtilizing Biosolids Marketing to Improve Your Bottom Line
Encina Water Pollution Control Facility
How Did We Get Here?Crisis – Strategy – Management
EWA in Fiscal Year 2001Influent of 22.4
MGDClass B biosolidsBelt filter pressesLand application in
Riverside County$645,000 for
biosolids disposal
One Year Later…….
• Riverside County Class B ban
• Energy crisis
• $1 Million for biosolids disposal
• Belt presses at end of useful life
• 5 Trailers per day, 7 days a week Yuma, Arizona – 400 mile round trip730,000 transportation miles/year267% Increase from FY 2001 – FY 2008
Biosolids Annual Hauling Costs
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
Biosolids Strategic Plan
Long-term biosolids strategy
Pursue heat drying treatment to achieve Class A EQ biosolids
Assess potential markets for granular product
Biosolids Strategic Plan Implementation
2004 - Phase V design
2006 – Construction commences
2008 - Biosolids Management Plan
2009 – Heat dryer online
BMP Development Process
1. Market assessment
2. Evaluation of reuse/disposal options
3. Cost analysis
4. Product management scenarios
5. Diversified portfolio
Diversified PortfolioTier I• Biofuel• Contract
agriculture• Landfill
Tier II• Fertilizer
distributors• Soil blenders• Specialty agriculture• Golf course/turf/sod• Local communities• Research &
demonstrations
BMP – Tier 1 ExecutionAlternative fuel contract with CEMEXOne trailer a day, 5 days a weekVictorville, California - 260 miles round trip67,500 transportation miles/year222,133 in net transportation costs in FY 2012 Back-up contracts for land application and
landfill disposal
Green House Gas Emissions
2008 2009 20100
200
400
600
800
1000
1200
Metric Tons Per Year Based on CCR General Reporting Protocol
Tier II ExecutionLearn your productNitrogen/phosphorous/potassium Micro and secondary nutrients
Iron/calcium/zinc/magnesiumLow salt indexLow heavy metalsHigh water holding capacity(WHC)Pathogen content (frequent testing)Educate your executive team, operations staff
and potential customers
PureGreen Analysis Concentration
(mg/kg)
Dry Weight
Projected
Concentration(mg/kg)
Dry Weight
Actual 12/2012
Ceiling Concentration* (Table 1, 40 CRF
503.13) (daily maximum)
%Solids Cake 25 -27% 23.5 % NA%Solids Pellets >90 % 92.7 % NATKN 60,000 50,565 NAPhosphorus 60,000 62,000 NAArsenic 14 <5.5 75 mg/kgCadmium 3 1.4 85 mg/kgCopper 600 540 4300 mg/kgLead 27 13 840 mg/kgMercury 2 1.1 57 mg/kgMolybdenum 13 11 1375 mg/kgNickel 2 15 420 mg/kgSelenium 10 8.7 100 mg/kgZinc 1,200 650 7500 mg/kgSulfur 20,000 16,737 NASodium 3,000 1,120 NAManganese 200 155 NAMagnesium 7,000 5,542 NAIron 30,000 24,179 NACalcium 40,000 35,017 NA
Develop a Marketing Plan
Research Your Ag MarketContact your local Farm BureauTop 10 local crops/nurseries/sod & turf
farms/golf coursesWhat type of soil is in the area?Research your potential customersWho cannot use PureGreen? a) Leafy Green Partnership & OMRI certified
farms
Lessons LearnedBiosolids have tremendous value so have
confidence in your productDevelop and promote your brand nameDiversification opens new windows of opportunitiesBlending with other nutrients greatly increases the
value of the productBlended & bagged products reduce odor and
reheating issuesFind a Tier II partner or partners who has similar
goals Start research projects
Think Like a Private CompanyLab testing during the production
process/quality of product is crucialKnow federal, State & local regulations
concerning Class A EQ productLogistics/flexible hauling is a mustAllocate required staffDevelop contacts
Develop a Customer Presentation Package
Use 3rd party nutrient analysis
NANI report (heavy metals)State fertilizer label and
registrationMSDSWaiver agreementPertinent researchHand deliver product and
information
Annual Hauling Costs
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
Five Year Audited Performance Holding the Line
FY 2008 FY 2009 FY 2010 FY 2011 FY 2012 $-
$2,500,000
$5,000,000
$7,500,000
$10,000,000
$12,500,000
$15,000,000
$12,756,36
6
$14,368,16
7
$13,148,78
3
$12,603,28
1
$12,649,52
0
