The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.
[Music]
today’s episode is proudly sponsored by the rising tide Mastermind each and every year the rising tide Mastermind
gets together in Atlanta for a live event this is one of the most
anticipated events within the rising tide Mastermind normally we have a zoom
call each and every week but this is where we all come together and we become
better friends we learn more about each other and we help each other with their
issues it is my favorite thing and I’m sure it is going to be your favorite thing to look forward to if you were a
member of the rising tide Mastermind that could be a possibility to find out
if the rising tide Mastermind is right for you and you are right for the rising tide Mastermind go to scaling up h2o.com
slm Mastermind and you can schedule a 15-minute call with me to find out
more welcome to scaling up the podcast where we scale up on knowledge so we don’t scale up our systems my name is
Trace Blackmore host of this awesome podcast thank you for being a member of
the scaling up nation and as we do each and every episode I like to tell you
about things that you can go to that are perhaps in your listening area or maybe
you want to travel to them now this one I’m really excited about it is the association of water Technologies
Technical Training seminar and I will be there I get to teach several courses
within that training seminar that’s going to be in Frisco Texas March 6th
through 9th and then there’s another opportunity in Cleveland Ohio April 17th
through 20th so for more information we will have that on our events page maybe
you are in Vancouver Washington March 15th through 16th where you can go to the Pacific Northwest groundwater
Exposition this is where the entire Northwest Community gets together to
talk about and Network all things groundwater industry so it’s hosted by
the Pacific Northwest groundwater Association we’ll have all of that
information on our events page as well as the 9th International Water
Association water resource recovery modeling seminar and that’s going to be
in Notre Dame Indiana April 6th through 10th and this is all things where we can
connect academics engineering experts and scientists all coming together to model wastewater treatment processes
this is put on by the International Water Association and we will have all of that information for for you on our
events page another conference coming up is the water and wastewater Leadership
Center that’s taking place April 21st through May 2nd in Chapel Hill North
Carolina celebrating over two decades of Executive Education designed specifically for water and wastewater
professionals this is hosted by the National Association of Clean Water agencies and of course we will have all
of that information for you on our events page finally in Bali Indonesia
maybe you’re going to be there maybe that’s where you’re listening to this Podcast May 18th through 24th the 10th
World water Forum this is a forum that brings together participants from all levels and areas including politics
multilateral institutions Academia civil society and private sector among others
all around water we’re going to have all of these mentioned and more on our
events page page and folks if you are ever looking for something to do a conference to attend look no further
than going to scaling up h2o.com going over to our events page and we will have
everything that you ever wanted to know about conferences that you can attend
all throughout the year and next year so you can get on your calendar now so you
can protect that time and Nation I can’t tell you how many people that I have met
over the years at conferences I always look at conferences that if I go it
needs to be worthwhile to me so how do I make sure it’s worthwhile to me I Define
that and I say that my job is to bring back one thing that I am going to do
differently now it might be a piece of technology it might be somebody that I
met that has taught me something it might be somebody I met that can help me with a problem that I had but I just
want one item maybe it’s our company we’re actually exhibiting somewhere I
look for one new customer that we can help so I just limit myself to one and I
will tell you when I focus on that and make sure that I am giving to everybody
that I meet at that conference I get so many more than just one from each
category and I don’t even look for one from each category I just look for one
and it’s just amazing in the rising tide Mastermind we call that a full cup
mentality and just imagine that you are going to a conference or a meeting and
your cup is not full maybe it’s half full or maybe it’s empty and you show up
at that meeting and you are expecting other people to fill your cup well folks
there’s just not enough to go around if everybody is not willing to give of
themselves and help each other that’s not a very good meeting that’s not a very good conference that I would want
to attend and you can probably think that they probably some meetings that are exactly like that well now rescript
that meeting and imagine that your cup is so full it’s almost pouring over and
everybody shows up that way well folks there’s just information there’s help
there’s knowledge just going all over that type of meeting and those are the
ground rules that people enter into a rising tide Mastermind meeting each and
every week it’s one of the things I talk about when I interview people but we have finite time and to go to a meeting
that’s not like that I don’t know if it’s worth our time so here’s what I’m saying if you are going to a meeting
maybe you preface in that meeting that this is the the attitude that everybody should have and if you do that you’ve
got to lead by example and I promise people will follow your lead your meetings will get better you’ll have
more fun and you’ll start saying hey I’m glad that meeting wasn’t in an email and
I actually attended that meeting either on video conference or in person I know
there’s lots of meetings out there that you probably wish were just a bulleted email try to be the changing force that
makes those meetings better Nation one of the reasons I talk about conferences is it’s my opportunity to meet so many
of you so many listeners of the scaling up h2l Podcast which we of course call
the scaling up nation and I get to meet so many of you I get to talk about what this podcast means to you I get to get
ideas I even get to get criticism I love getting criticism hey Trace have you ever considered not doing this and maybe
doing that I love learn from that so whatever you got for me come up introduce yourself let me know what it
is that you want to hear or do or whatever or just maybe it’s just shake my hand and say my name is Steve of
course if your name is not Steve don’t tell me it’s Steve that just confuses me I just love conferences for that reason
so that’s why we put so much effort in making sure you know what conferences
that you can attend maybe you meet somebody there but I definitely want you to know about the ones that I attend cuz
selfishly I want to meet you and that always leads to a question that people
ask me how do I figure out what I’m going to talk about on the scaling up
H2O podcast and Nation that’s a great question because we cover a lot of
topics and I’ve had a lot of people meet me in person and say you know what if I had a water treatment podcast I would
have never put that topic on but I’m so glad you did but because you talked
about that topic I then learned about it I did something different and this is what it changed I can’t tell you how
many times that I have heard that story so here it is it was really simple when
I wrote out my onepage business plan for the scaling up H2O podcast yes I did
that I was taught to do that in business so that’s what I knew how to do I wrote out my values of the podcast I wrote out
the mission statement of the podcast and I wrote down what we were going to talk
about within the podcast and I wrote anything that I was able to use as a
successful water treatment company owner was fair game for the scaling up H2O
podcast that’s why you’ve learned a lot of business things with in this podcast
cuz let’s face it we have to have a healthy business or we don’t have a
place that we can work at no margin no mission is what Dr step cvy says in the
Seven Habits of Highly Effective People by the way I can’t tell you how many people have read that book and come up
and told me oh my gosh what an amazing book and I never even heard about it until you told me about it on this
podcast so Dr cuvy is no longer with us today but I’m pretty sure we have sold
hundreds of not thousands of books of the seven habits of highly effective
people and I can think of no better book to help promote so again in that book he
said no margin no Mission and the reason I bring that up is we’re going to talk
about margin today we’re going to talk about profit and we’ve talked about profit before on this podcast probably
the one that is most well known because of the great marketing that our team
does here at scaling up H2O is the one that we talked about our famous boiler maker
hamburger and I remember I was in a five guys at the time and somebody was
talking about how they were going to price something I was actually in a meeting with somebody and uh we took a
burger and we just picked it apart and talked about all the different costs that were associated with the burger we
affectionately named the boiler maker so if you want to listen to that episode that was episode
204 uh we talked about profit again on episode episod 267 we’ve had people talk about profit
and that was episode 260 where we brought somebody in to talk about it and
that was my friend Rocky leani and I just have to say if we’re not making a
profit we are not in business and that’s what Dr cuvy meant with no margin no
Mission but I know for a fact you have heard somebody say sales is the way to
Sol solve any problem and it’s a great way to think of business if we’re
selling more we’re actually making more money and we’re able to make better decisions with that money so how can
that be a bad thing well we’re going to talk about that sales just for sales
sake can actually put you out of business so it’s not the fact that just
selling more of whatever you’re selling can solve the problems I think
understanding some things within business will help us solve problems and
that’s what I want to do today I want to give everybody a little mini MBA session
on all the different things that surround profit and folks profit is not
a bad word on those three episodes that I mentioned earlier I’m pretty sure I said that because some people are
embarrassed or ashamed that they are making a profit well stepen cvy told us
no margin no Mission if we do not have profit we cannot pay our team to
continue working at our company we can’t buy the Wares that eventually are going
to allow us to do the services for our customers we can’t have the power that
our company has to turn on the light so we have a place to go work all of those
things takes profit so profit is not a bad thing even nonprofits make profit so
they’re called nonprofits and they’re actually categorized differently with the Internal Revenue Service by the way
the term for profit in a nonprofit business is called retained earnings
well what is retained earnings well it’s actually profit they made more than they
spent that is profit profit so with that we are going to talk about how to be
profitable and more importantly how to drive cash flow how to drive cash so we
can buy the things that we need so we can have a successful company now
getting back to my earlier statement where somebody said if we sell more all our problems are going to go away more
sales equal Less Problems well one of my favorite shows is Shark Tank and I am
sure if you have seen the show and if you haven’t just follow along with me
somebody on the show will be on the show and they’re looking for a cash infusion
from the sharks who are the potential investors to invest in their company
because they have this huge purchase order that they received by this big
company and a lot of times they say I have a big box company and one of the Sharks will Whittle out of them that
it’s Walmart or Target or somebody like that and they can’t fulfill the order
because they don’t have the cash to make the products to sell to the company well
right there on Shark Tank ABC has showed us that that is not a correct thing to
say that more sale solves every problem because in this case they can’t a for
the sale that they made they made a commitment to the customer and they cannot fulfill it because they do not
have enough cash flow to order the Wares that they have sold so they are asking
the shark the investor to invest in their company so they can do that and most likely the shark will start asking
questions about their business knowledge how well do they understand business
that everybody has a sustainable growth rate now maybe you know that equation
maybe you don’t it’s not necessarily important for this conversation but there is an equation for a sustainable
growth rate and if we are outside the bounds of that equation we cannot afford
to sell whatever it is that we sold now if you’re tracking with me great if
you’re not tracking with me just think we have to have enough money to buy the
things that we committed to for our customer but they’re also increased cost
when we sell more so if we sell something it’s going to take people time
labor that we have to pay if we sell a lot it’s going to take more labor than
we’re used to so that cost is going to go up of course the cost of the goods is
going to go up there might be certain taxes or import fees or something that we might have to pay that cost is going
to go up so just because we sell more does not mean that whatever we sell ends
up on our bottom line or another way to say ends up as profit we have all these
different things that we have to pay for within a company before we see the first
penny on the bottom line let’s talk about a few things and you might have heard the term a profit and
loss statement so if you can Invision a document and let’s say we sold something
for a dollar well that dollar would go in the very top of a profit and loss
statement under Revenue so what’s our Revenue it’s $1 well let’s say we marked whatever it
was up that we sold by 100% % so we
bought it for 50 cents we sold it for a dollar well this was in our hamburger
episode and of course we learned that that wasn’t actually The Profit the difference between what we bought it for
and what we sold it for we didn’t make 50 cents that was our gross profit but
now we have all of our operating expenses under that and that’s the
insurance that we need the trucks that we drive the people that we hire to do
the work all the different technologies that we employ maybe all the different
fees that we have to pay all of those things now get taken from whatever that
gross profit is so we can operate and that’s called General admin and after
all of that goes away whatever is left is profit well kind of sort of we still
need to pay back any loans and we’ve got to go ahead and pay taxes folks that’s
how it works so by the end of the day at the very very bottom of that page that’s
what we get to take home but here’s the thing it does not go into the owner’s pocket and there’s so many people that
think that oh okay well out of that dollar two cents is on the bottom that went into the owner’s pocket no that two
cents hopefully it’s more than that but let’s say for this example it’s 2 cents that now goes back into the company to
reinvest and what we need to buy next maybe fulfilling that huge purchase
order for that big box company and if we don’t have enough that’s coming all the
way through that statement we have grown ourselves out of business so there are
equations that tell us how successfully we will grow maybe I’ll do a show on
that but what I want to do today is to do a show on what we can all do whether
you own the company or you are working for a company I think it’s important you
know all the things that drive profit and what drives cash flow how do we make
sure that the company has enough money to buy the things that we need maybe you
have a company car and it’s getting time to replace that company car where’s that
going to come from well at the very bottom of that p&l that we talked about all those things get reinvested to
things like company cars maybe you need a new forklift in your Warehouse maybe
you need a new building and you’ve got to build that all that is coming from
the bottom line so we’re going to talk about what we can do wherever you are in the company to improve the bottom line
out of everything that we are going to talk about and we’re going to talk about eight items today number one is price
and it is the number one thing that you can do that will improve your
profitability because whatever you do to increase your price goes directly to the
bottom line well how is that well in the other case where we sold more we had
more delivery cost whether that was service or whatever it was when we’re
selling more it’s actually going to cost us more so as we go through that profit
and loss statement more things are coming out in different areas so when it gets to the very bottom of what we get
to take as profit there is less but when we increase our price so we were
charging $1 and now we’re charging $110 that’s a 10% increase in case you
were doing the math that 10% is going straight through all the categories down
the p&l statement the profit and loss statement and we just increase that bottom number by 10% because the only
thing that changed was the price now I know a lot of people are concerned about
price changing about increasing prices that customers are not going to
understand well folks if that is the case I want you to go and listen to
episode 204 because I talk all about that and there’s nothing a company can
do better than increase their price to increase their profitability now here’s
the thing if we talk about being fair and we’re talking about a win for the customer and a win for the company
providing the service IE you there is nothing wrong with a price increase
because you earn it but if you’re increasing the price and you haven’t earned it well yeah you probably should
have a problem with that and that’s not what we are talking about we are talking about making sure that you are getting a
fair number so bottom line if it’s a win for you and a win for them there’s no reason that
you shouldn’t do that and by everything that we’re going to talk about price is the thing that drives directly to the
bottom line so now you know that maybe now you’re going to look at price increases a little bit differently now
the next thing we can do is we can sell a customer other things so maybe there
are other services other products that we can offer offer maybe it might be upgrading equipment so they’re already
customers and these are things that we can do that enhances the win that we get
because we’re in business to sell things and the win that they get because whatever we sold them allows them to do
it better now maybe they have a controller from the 1980s that doesn’t have bleed lockout we can sell them a
controller that allows for so many things including remote control so with
all of that they are now getting a much better water treatment program you are
wasting a lot less product which is probably going to help you with managing what product you’re putting in the
system it’s a win-win so even though you’re selling them something else it’s
allowing them a greater win than what we had so that’s called ancillary sales and
that’s something that we can do now keep in mind we are going to have cost because since we’re selling something
there’s probably going to be install cost we probably have to get that shipped all those various things it’s
not as good as just a price increase but it’s still something we can do to
increase the bottom line what we get to keep from that original Revenue well
whenever we buy something in the hopes to sell it the first thing we have to do
is we have to buy it so how much do the goods that we buy my cost and that’s
called cost of goods sold in the example I gave earlier we said we bought
something for 50 we sold it for a dollar
so with that markup our cost of goods is
50% now let’s say we could order in bulk and we now got that cost down to 45 now
what we have to do is figure out okay now we’re tying up cash in inventory how long is it going to take
to sell that inventory and maybe that’s not the best place to tie up our cash
and then we wouldn’t do it but maybe we’re going to sell those things and we’re going to have to order them next month anyway so why not get them at a
better price maybe it’s less to ship them when we buy more so now we’re able
to lower our cost of goods we are still selling them for a dollar but instead of
50% profit we now got 55% profit so we reduced our cost of
goods the next thing that we can do is trying to find our errors and in context
of cash flow errors refer to inaccuracies or mistakes in the financial process or reporting now I
know most water treatment company owners do not like looking at financials but
folks there is profit in those financials and if we are not treating
our money that’s coming in as a tool that allows our company to keep going I
promise we are missing opportunities in that data so that’s the errors when
we’re talking about data if we don’t have good data we can’t change things
and and actually see what good or what harm we did it’s all about going to a
baseball game and watching it without out of score how do you know who’s winning how do you know who’s up folks
that’s what our finances is it’s our scoreboard and I think if you look at it that way maybe it’s less intimidating if
I’m talking to somebody out there that has a problem with looking at their cash flow statements now another error is
when we don’t do things proper ly it costs more money now let’s look at that
maybe we sold a controller and we go out there to install it and we did not do a
proper survey we didn’t think about all the things that we want to put together and we get there and there are certain
parts that we just don’t have so we’re not able to finish the installation so
maybe we go to a store and we buy it and we come back and we think oh what a great day but that error cost us time
and we probably had something back in our shop that was bought at a better
rate than what we bought at the store just one off because maybe we bought 10
of them we got a 10% discount not to mention the time that you spent because
you weren’t prepared was the time you weren’t able to spend maybe with that
customer letting them know all the great things that their purchase is going to allow them to do and they’re so
impressed with you they now are going to refer you to one of their friends but oh
well you were at Home Depot you didn’t have that opportunity so that is what
we’re talking about with errors maybe we ordered the wrong part and we were the
ones that ordered the wrong part and now we had to ship it back well that cost
for shipping it back is now coming out of what should have gone on the bottom line so what errors are in our process
that we can avoid because errors cost us money money that is taking away our
profit the next thing is accounts receivable and this is something if you’re not in business might be a little
difficult to understand so I want I want you to understand that we normally tell
people that we’re going to do something and then we do it and then we get to
charge for it now we send out a bill and normally somebody has a specific amount of time that they’re going to pay for it
a normal time frame within the business world is 30 days so if somebody pays within 30 days of me sending them an
invoice they are within our current accounts receivable but now let’s say
they go out to 31 days to 40 days to to 50 days to 60 days to 90 days to 180
days well a couple things are going on here is everything that costed us our
cost of goods is tied up in that invoice
so remember we we build them a dollar but we paid 50 cents for that we
probably already paid the vendor we bought the 50cent product for so that money’s gone plus all the labor and
everything else that we had to furnish in order to make that sale we’ve already
paid for that and now there’s this interest free loan if you will that this
customer is holding on to because they have not paid our invoice that is a time value cost of
money maybe something is coming up maybe we want to hire somebody maybe we want to buy something maybe we have that big
purchase order from The Big Box store that we need to go out and purchase all these Goods we can’t do it because all
of our money that we earn that’s due us is now out with all of these customers
that are taking too long to pay so it would behoove you to spend time to make
sure somebody is working your accounts receivable and you want to make sure you
get your money paid as quickly as possible because otherwise you don’t
have access to that money that you earned and you’re not able to use it on
whatever you decide that you need to use it on so not having your money come back
as quickly as possible that is an issue maybe you can’t afford to hire somebody
right now and you look at your accounts receivable and they’re out way past whatever the norm should be in several
cases you just found the money you need to hire somebody in the money you’ve
already earned so by all means look at how many days it’s taking your customers
to pay you and as low as you can get that number the better it is for you now
if you recall in the very beginning of this episode I was talking about the profit and loss statement and I
mentioned that there was a general and admin expense section now that’s also called the expense section or the
operation section so if I were to go through the p&l again it would be Revenue up top then how much the cost of
goods sold cost us and then that number below that so the difference between revenue and cost of goods sold is gross
profit and then all of the charges below that and that could be insurance that
could be rent that could be light bill that can be gas for the truck that could be the truck payment all of those things
labor that is called GNA expense our general admin expense now a lot of times
this is the most consistent of all of our expenses now if we sell a controller
we’re going to have to go buy that controller but that’s in cost of goods above the line and when I refer to the
line that’s gross profit anything above gross profit is called above the line anything below that is called below the
line if you ever hear those terms so the below thee line stuff normally that
stuff stays the same but the larger we get as a company the more we sell the
more expenses we do have down there it just doesn’t change as dramatically as
every sale does in cost of good sold so these are things like negotiating our
insurance premiums these are things like maybe talking to our landlord and seeing if we can get a better deal on our rent
this is seeing if we can combine a couple of services and instead of paying for three three essential services that
we have separately maybe we can bundle them and we can save 10% so all of this stuff goes into our GNA expenses and if
we can get those lower well that’s less things to eat up our gross profit and
more things to actually become cash flow so if you’re wondering why somebody is
looking at a particular price most likely they are trying to figure out how they can reduce their G and a expenses
now the next one is labor costs now we all work for a wage and of course our
employer has to pay that wage and there is a cost associated with all of us now
this is things like not only our wages but benefits and everything that’s associated with those wages including
the taxes your company has to pay along with the taxes that you pay a lot of
people don’t realize that you are not the only one that is paying taxes on
your income your employer is paying those taxes as well so that is something
that comes out below that line analogy that we were talking about is labor cost
now how can that be effective well if we are upselling a new customer we now
might have to have somebody new help us service it because now we’ve got all of
that new stuff in addition to the things that we are doing now so maybe just one
somebody else can handle that’s already with our company but eventually if we keep adding on that’s going to not allow
for full bandwidth for the existing person to service it so now we have to bring a new person on to service it well
we’ve got to pay for that and that comes out and doesn’t allow for our bottom
line to be where it was once before so looking at our labor cost is another
thing that we can do to keep that bottom line healthy and also look at it that we
do need to increase our labor to sell more customers and service more
customers so that’s a good thing so how do I find more labor money well in all
the things that we’re talking about that’s where it is in addition to selling more so I’ve got one more thing
that I’m going to mention but I hope what you’re seeing is all these things that we’re talking about go in
conjunction with selling more so it’s not just sales solving the problem it’s
smart sales solving the problem and now we’re able to keep more of what we sell
now I promised you eight things we were going to talk about so number eight is service time and the longer it takes us
to service something the less profitable it is now think about it if we’re
servicing one one thing and the time it should take us to service to and we
continuously do that we’re going to hire somebody else in order to help us with
the things that aren’t getting done so if we are not as efficient as we can be
with our time that is coming out of the bottom line and it’s also leading to
extra cost that we’re probably going to have to do in order to offset that now
I’m not saying short Change Your Service I’m saying do the best service you can
possibly do but if you are not as efficient as you can possibly be and if
your company has not set a standard on how long it should take you to service
certain accounts and how long it should take you to run certain tests you have no idea where you rank on that so I urge
everybody listening to come up with some sort of company standard just so people kind of know where they are so they can
drive Improvement it’s just like when we were looking at our financial statements if we’re not running metrics on pretty
much everything that we do how do we know we’re watching a baseball game
without any score and if you don’t know where you stand in service time how do
you know if you can do better and I love doing better I love trying to figure things out that will take a 10-minute
process down to a 5 minute process and imagine if I do do that 20 times a week
well folks that’s real time and that’s probably the time I need to service that extra customer and all of that goes to
drive cash flow so here it is price ancillary sales cost of goods sold
errors accounts receivable General and administrative expenses labor cost and
service time those are the eight drivers of cash flow and now you know that there
is so much more than just selling something to a company making profit you
now know what smart sales are and you can be smarter the next time you sell
something speaking of somebody who makes us smarter each and every week here’s our friend James McDonald with a brand
new drop by drop
welcome to drop by drop with James the podcast segment where we wonder explore
think about imagine and learn in duster water treatment you guessed it drop by
drop together 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 do the water level change in response to this suddenly
large steam demand when is feed water triggered what is the impact of this
cooler feed water upon the hotter water inside the boiler how could this impact
steam output rate could it cause boiler carryover and why how could low-l alarms
be triggered if the high demand continued long enough the answers are actually very interesting and
interrelated spyx Saro 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 six addresses a 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 I’m James McDonald and I want to encourage you to be like water by forming bonds with those around you
dissolving new knowledge and making worthy ripples drop by drop
thank you James and thank you scaling up Nation like I said I love bringing
topics to the scaling up nation that I know are going to help you be better
industrial water treaters and when we understand the business behind what it
is that we do each and every day we make our businesses stronger and when we make
our businesses stronger we make the industry stronger so Nation thank thank
you for giving me a platform where we can do that very thing and our mission
is to improve the industrial water treatment industry one water treater at
a time and I think we did that today Nation if you have an idea for a show
just like somebody wrote in for this show let me know what that is you can go to scaling up h2o.com go over to our
ideas page and we will look at that as a future show Nation I hope you enjoyed
this episode and I’ll have a brand new one for you next Friday until the meantime take care
[Music] folks Nation there’s no doubt about it
the industrial water treatment industry is the best job out there and why not
show everybody that you are among the best in the best industry well one of
the best ways I know to do that is to let people know that you are are a certified water technologist and if that
is something that is on your list to undertake and I sure hope it is a great
way to start is to go to scaling up h2o.com cwt prep to sign up for our cwt prep
course to build your confidence so you can sit for that exam Nation you deserve
to be your best and give your best so to help you with that go to scaling up
h2o.com / cwt prep to start getting ready to sit
for your certified water technologist exam
[Music] today