Michael Flaherty of APC Corporation located in Bridgewater, Massachusetts, performs a high pressure pipe cleaning with a GapVax truck for the city of Randolph. (Photo by Richard T. Gagnon)
In an increasingly competitive market, and small business owners in the septic pumping industry must innovate and diversify their services to increase profits. Adapting to changing demands and exploring niche opportunities can help you stay ahead of the curve. These three companies, previously featured in Pumper magazine profile stories, offer valuable insights for others in the industry with tips for successfully tapping into new market segments and driving revenue growth.
Embracing industrial vacuum excavation
Advanced Pollution Control of Bridgewater, Massachusetts, has found success by tapping into the industrial vacuum excavation market. Owner Mike Flaherty's father, known as "Big Mike," recognized a need for power plant cleanup in the Boston area and purchased the company's first jet/vac truck from Vacall - Gradall Industries. APC initially focused on servicing power plants and wastewater treatment plants, but over the years, the company has expanded its services to include utility locating and vacuum excavation for construction companies.
"Construction companies are now realizing that vacuum excavation saves them a lot of collateral damage because they aren't striking water or gas lines,” says Flaherty. “It's not as fast as an excavator, but it certainly has its place."
Today, APC's fleet consists of nine GapVax combination units, all featuring stainless steel tanks for durability and longevity.
Gary Lucik, left, and Kyle Dye of King's Sanitary Service use a Vactor 2110 combination sewer cleaner and high-ressure hydroexcavator on a commercial site in Bristolville, Ohio. (Photo by Amy Voigt)
Shedding low-profit services for higher returns
In 2016, Rex King Jr., majority owner of King's Sanitary Service in Bristolville, Ohio, made a game-changing move by selling the portable restroom arm of his septic pumping and drain cleaning company. This decision allowed King to shift his focus towards cleaning sewer lines and exposing utility lines for neighboring municipalities, which offered higher profits and greater business volume.
King bought a used combination sewer vacuum truck with a hydroexcavating package for $80,000, avoiding excessive debt while entering a new market. He emphasizes the importance of being financially prudent.
"When you're entering a new market, you don't spend a lot of money as if it's going to be a sure thing," he says.
This strategic move enabled King's Sanitary Service to increase gross revenue by more than 100% since its acquisition in 2012.
Diversification and entrepreneurial spirit
Chuck Lang Jr.'s company, Chuck's Septic Tank, Sewer & Drain Cleaning in Grove City, Ohio, has managed to triple in size since 2014, despite increasing competition in the septic tank pumping industry. The company has diversified its services by pumping grease traps, recycling oil and grease, inspecting pipelines and cleaning sewers and drainlines throughout Ohio.
The business's success is a result of identifying underserved markets, investing in quality equipment, and providing excellent customer service. Lang, a serial entrepreneur who owns 10 companies, shares his philosophy.
"If I see any opportunity where I can bolt on a new service and capture work, I do it,” he says. “I just don't let anyone tell me I can't do it. Every company I have feeds another business, and that one feeds another."
To thrive in the septic pumping industry, small business owners must adopt a proactive approach that includes embracing cutting-edge technologies, diversifying their service offerings and tapping into underserved markets. By using strategies similar to APC, King's Sanitary Service, and Chuck's Septic, companies can propel their own business toward substantial growth.
Chuck Lang, owner of Chuck's Septic Tank, Sewer & Drain Cleaning in Grove City, Ohio, front, stands with his septic tank service employees. (Photo by Amy Voigt)
