February 2008 Table of Contents

Features

36Profile: Strength Through Diversity
Three distinct divisions help Expert Plumbing Service keep a steady flow of business in a competitive market around Chicago.
60Cover Story: Just One Chance
A contractor in British Columbia believes there is a single opportunity to make a first impression on a customer — and that starts with the service van.
78Tech Perspective: Optimum Cleaning
A waterblasting equipment maker looks at how standoff distance, traverse speed, rotation speed and other factors affect surface preparation.

10From the Editor: Avoid the Kitchen Sink
As you look forward to the 2008 Pumper & Cleaner Expo, remember to make a plan for the show — and to keep it reasonable in scope.
16Safety First: On the Phone, At Risk
Be mindful of the hazards of route drivers using cell phones and other devices while behind the wheel.
22Money Manager: Tough Customers
You do have options when faced with a past-due bill for a ‘hard-case’ customer who seems completely unwilling to pay.
28Better Business: It’s Their Ship
Business owners and employees alike can take lessons from the experience of a U.S. Navy skipper who turned his destroyer into a top-flight outfit.
70Money Machines: Extended Duty
Drain Doctor Plumbers in central Florida gains high performance and productivity from its fully outfitted Dodge Sprinter cargo van.
86Reader Pipelines: Signing on the Line
Business owners vouch for the value of contracts as a way to display professionalism and protect both company and customer.
94Tough Job: Sweet Rewards
A new composite cutting blade and a hydraulic ram enable a California contractor to replace corroded pipes without disrupting a factory’s production line.
106Industry News: News From Around the Industry
AlturnaMats Acquires Mobile Matts; Perma-Liner Names Dance Southeast Sales Manager; Perma-Liner Names Dance Southeast Sales Manager; Putzmeister Launches New Web Site; and Keffer, Debris Dam Inventor, Killed in Car Crash.