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In today’s economy the line between closing a deal and being shown the door is thin. Knowing your customer is paramount. Hoover’s

IT Company Spotlight Reports give you that knowledge in a comprehensive, easy-to-digest package.

With Hoover’s Spotlight reports, Hoover’s expert editors do the time-consuming research for you. With Hoover’s Spotlight reports,

you can spend more time talking with more prospects about the issues affecting them.

COMPANY OVERVIEW >> Before digging into the details, quickly grasp the company’s overall

strategy in today’s marketplace. Get a sense of how a company is

responding to competitive pressure, and whether it’s the hunter or

the hunted in the marketplace. Company overviews also can discuss

key product lines, where the company operates, and major leadership

changes. By understanding the overall picture, you make the right

first impression with minimal time invested.

Holding company Waste Management tops the heap in the US solid-waste industry. Through subsidiaries, the company serves about

20 million residential, industrial, municipal, and commercial customers in the US and Canada. Its four geographic groups and two functional

groups (Recycling and Wheelabrator) provide waste collection, transfer, recycling and resource recovery, and disposal services. Its sites

include 271 landfills, 294 transfer stations, 130 beneficial-use landfill gas projects, 100 material recovery facilities, and 22 waste-to-energy

plants. Collection and landfill services account for three-quarters of sales.

The company’s revenues were up about 6% in 2010, due primarily to increases in the price of recyclable goods and the performance of

acquired businesses, as well as internal revenue growth. Net income was down 4% from the previous year. Waste Management’s recycling

operations showed the most growth in 2010 and will likely lead the pack in the future, as commodity prices for recyclable materials continue

to recover from record lows during the recent recession.

Waste Management manages its core North American Solid Waste operations through four more-orless equally sized geographic groups

(Eastern, Midwest, Southern, and Western) and runs waste-toenergy facilities through Wheelabrator Technologies. It carries out recycling

operations through Recycle America Alliance, LLC. To reduce the costly layers of management, the group has restructured most of its

operations into market areas, which oversee each district’s sales, marketing, and delivery services.

Other company operations include the rental and servicing of portable restroom facilities to municipalities and commercial customers (Port-

O-Let) and providing street and parking-lot sweeping services and in-plant services. Wheelabrator also operates six independent power

producers (IPPs) that convert waste and conventional fuels into electricity and produce steam.

Waste Management also operates one of the largest trucking fleets in the industry for its collection services. At its hazardous waste sites,

the group accepts hazardous waste primarily in a stable, solid form. Some of its secure sites accept hazardous waste that has been treated

before disposal. The group operates one facility that isolates treated hazardous waste in liquid form and injects it into deep wells.

As part of its expansion of health care disposal services, in 2009 the company acquired PharmEcology Associates, a national pharmaceutical

waste management consulting services firm, and Mountain High Medical Disposal Services. In 2010 it also acquired some medical waste

assets from MedServe, following that company’s acquisition by Stericycle. It also acquired a medical waste processing facility and other

assets from Milum Textile Services in Phoenix.

In 2010 it invested in Canadian waste-to-biofuels company Enerkem. Further expanding its “green” businesses, the company acquired

control of Garick LLC, a leading maker and distributor of organic lawn and garden product. The deal helps grow Waste Management’s

organics recycling services business.

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IT STRATEGY >>Once presented with the big picture, now you can dig into the details

of how your prospect approaches IT issues. Find out whether IT

purchases are key to the company’s global strategy. Learn whether a

company is outsourcing its needs or is in an acquisitive mode. Discover if

company growth hinges on its IT strategy or if funding has been pulled to

serve other priorities.

IT Overview

SVP and CIO Puneet Bhasin, in a profile posted on the Waste Management Careers page on Facebook, describes the company as being on the

leading edge of information technology. Projects he lists that the company is now working on include mobile technology, geographic information

systems (GIS), eBusiness, ERP, and cloud computing. The IT organization hired more than 100 people last year and plan to hire another 100 in

2011. The company is investing in technology to support its business transformation goal, which includes growing by $5 billion in revenue within

five years and eliminating $1 billion in operational costs. [i]

In a January 2011 interview with CIO, Bhasin asserts that “technology is key to meeting our business objectives.” He also sees information

technology as pivotal to achieving the business transformation at Waste Management. The effort requires not only his team but the entire

organization to meet company objectives. One of those objectives is providing customers with better visibility into their waste materials

collection-and-processing data to help them meet their sustainability goals, including zero-waste goals. Bhasin believes the challenge is

in tracking the lifecycle of the waste materials and then providing analytical and reporting tools to the company’s customers. Among the

technologydriven initiatives already under way are placing GIS at key locations and computers onboard trucks to let Waste Management know

when its workers and materials enter and leave its customers’ sites and landfills.[ii]

In another interview in the same issue of CIO, Bhasin notes the importance of not only understanding the customer’s business but also

understanding one’s own business, products, and processes. To get a good look inside Waste Management, Bhasin spent time in the field with

call center reps, route managers, and a dispatch team prior to meeting with external customers.[iii]

Bhasin outlined ways his department was helping to improve customer service and transform the company in a May 2011 presentation to the

CIO Executive Council. Among the solutions he listed for architecting customer intimacy were the following:[iv]

IT Culture & Governance: Providing a talent skill mix, accountability backed by performance-based incentives, and an environment that

encourages collaboration.

Customer Interaction Channels: Segmenting customers according to anticipated needs, consolidating contact centers (then numbering 26),

and building-out multichannel service capabilities.

Service Delivery Optimization: Providing on-board mobile devices, enhancing route planning, and offering guidelines for operations metrics

and efficiencies.

Customer Data & Business Intelligence: Defining an enterprise data dictionary, deploying master data management and canonical models,

providing data profiling and enrichment, and initiating real-time organizational key performance indicators (KPIs) and scorecards.

Change Management: Re-engineering and standardizing business processes and providing training.

In April 2010 Waste Management resolved its dispute with SAP AG for an undisclosed cash payment (although the company’s 10-K filing that

year acknowledged a $77 million litigation settlement at that same time). Waste Management had filed a lawsuit against SAP in 2008 that

alleged “complete failure” of a $100 million software implementation. The waste hauler had contracted with SAP for a system to be built on SAP

R/3 to handle billing, pricing, collections, and other revenue processing functions for an 18-month pilot project.

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Green IT

Waste Management introduced an energy-efficient compactor in June 2011 that would help its customers reduce their carbon footprint. The

SmartEnergy Compactor is projected to reduce energy consumption by 70% over that of traditional compactors. Waste Management worked

with Big Belly Solar to enable the compactor’s electronic controls to be powered by solar energy. If the electronic controls are not fully charged,

the compactor also contains an ACpowered backup.

The energy-efficient compactors contain Waste Management’s Compactor Monitoring Service (CMS) technology, which allows Waste Management

to remotely monitor their customer’s compactors. By monitoring compactors remotely and improving servicing, Waste Management can

eliminate the need for unnecessary pickups and reduce greenhouse gas emissions. Customers benefit from remote monitoring by no longer

having to invest their resources in monitoring the compactors themselves.

Capital Expenditures

Waste Management reported capital expenditures of $1.104 billion in 2010, a $75 million decrease over the previous year’s spend of $1.179

billion. The company budgets a significant amount of its capital expenditures for environmental protection measures, including compliance with

governmental regulations. It also includes costs such as facility design, siting, maintenance, and closure.

[i] “Get to Know Your IT Manager: CIO & SVP, IT,” Waste Management Careers, May 9, 2011, Facebook.

http://www.facebook.com/note.php?note_id=170086133049506

[ii] Richard Pastore, “Waste Management Customers to Gain Data Visibility,” CIO, January 28, 2011.

http://www.cio.com/article/659369/Waste_Management_Customers_to_Gain_Data_Visibility

[iii] Martha Heller, “How to Call on Customers,” CIO, January 28, 2011.

http://www.cio.com/article/659364/How_to_Call_on_Customers

[iv] Puneet Bhasin, “Architecting Customer Intimacy: A Customer-Centric Transformation Workshop,” CIO Executive Council, January 28, 2011.

https://www.eiseverywhere.com/file_uploads/f1b1b14227731d7be2076a0dce9054d4_Puneet_Bhasin_Waste_Management.pdf

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IT HIGHLIGHTS >>Here’s where you’ll find a comprehensive list of hardware and software

used by your prospect. Be in the know about current infrastructure before

you make contact with this list of applications, software, and hardware

presently in use by the company.

Application Development

BMC Application Release Automation

.Net

Altova XMLSpy

Application Server

Oracle WebLogic Server

BTO Software

HP Operations Manager

HP Network Node Manager

HP Service Manager

Business Integration Software

Business Rule Management System

Content Management

Microsoft SharePoint

Database Management

BMC Performance Assurance

BMC Capacity Management

BMC Performance Manager Portal

Database Software

IBM DB2

Document Markup Languages

HTML

XML

XHTML

Enterprise Software

Oracle PeopleSoft

Microsoft Site Server

Microsoft Exchange

Ethernet Switches

Brocade BigIron RX Series

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Multimedia Software

Microsoft PowerPoint

Engage

Microsoft Visio

Adobe Flash

Network Management

Microsoft Active Directory

Network Protocols

HTTP

Finger

MAP

MPLS

SIP

SOAP

DNS

NFS

SNMP

9P

Frame Relay

I2C

LDAP

Operating System

Microsoft Windows

Linux

IBM AIX

Productivity Software

Microsoft Office

Microsoft Excel

Microsoft Access

Programming Languages

AJAX

Javascript

J2EE (Java 2 Platform, Enterprise Edition)

Java

Korn

Project Management Software

Microsoft Project

Server Management Software

BMC Server Automation

Microsoft SQL Server

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Servers

Oracle Sun

Software Development Kit

BMC Remedy IT Service Management Suite

Adobe Flex

Software

Microsoft Word

Microsoft Outlook

BMC Administrative Assistant for DB2

Novell Cloud Manager

HP LoadRunner

Web Application Framework

IBM Websphere Application Server

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IT EXECUTIVES >>Maybe you went to the same university as the CTO of your prospect.

Find out with the IT Executives list. Learn the background and technology

interests of the company’s IT executives so that you can strategically

position your product in a way that’s compatible with their vision.

Plus you get insight into the main issues facing IT Executives in the

company’s industry.

Puneet Bhasin, SVP and CIO

Puneet Bhasin is senior vice president and chief information officer for Waste Management and is responsible for the company¿s information

technology functions. Prior to joining WM, Bhasin was a senior vice president and chief information officer for Monster Worldwide. Prior to that,

he was a senior vice president for Putnam Investments, and chief information officer for Greenlight.com and Ryder TRS. Bhasin received his

master of science degree from Ohio State University and bachelor of science degree from National Institute of Technology, India.

What IT Executives in the Industry are Saying...

Using Technology for Efficient, Safe Operations

Waste disposal vehicles can be equipped with robotic arms controlled from the cab that can grasp, lift, and empty a trash container and return

it to its place. These automated trucks reduce physical strain on workers and the risk of lifting injuries. The automation also allows waste

management companies to cut the number of workers per truck and associated labor costs.

Using Technology to Open Niche Waste Disposal Opportunities

Small companies can compete by specializing in niche areas, such as cleaning up crude oil spills and ground contamination, removing asbestos

and lead paint, and restoring strip-mined areas. To provide these services, companies must acquire sophisticated waste handling and remediation

technology and develop specialized expertise.

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IT CONTACTS >>Face it. High level executives aren’t always available to you – especially

if your relationship is a new one. Peel back a layer or two and uncover

the roles and responsibilities of the mangers who manage day-to-day

operations. Find the correct decision maker so that you don’t waste time

talking to the wrong contact.

First Name Last Name TitleDirect Contact Information

Mike Picard Director Information Technology -

Shiv Vithal Director Information Technology -

Dennis Bahr Information Technology Director; It Director -

Bill Roberts Information Technology Manager -

Neal Gassman Information Technology Manager -

Ty Quinn Information Technology Manager -

Kevin HeardSenior Information Technology Manager; Senior

Manager, Information Technology, WasteYes

David PearsonInformation Tech Manager Wa Mkt Ar;

Information Technology Manager, Wa Market AreaYes

Hector Varela Information Technology Manager -

Janet Peng Information Technology Manager Yes

Jason Mensinger Information Technology Manager Yes

Shannon BakerInformation Technology Manager;

Technical Support-

Larry TurnbullDisaster Recovery Coordinator;

Information Technology ManagerYes

Stan BowmanInformation Technology Manager;

Manager, It Security-

Matt MusquizNetwork Engineer;

Network ManagerYes

Brian Franks Systems Manager Yes

Taiwo McGill Systems Administrator Yes

Julie Franklin Business Analyst -

Catherine Winslow Business Analyst -

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Daun Partridge Telecommunications Executive Yes

Maureen HarringtonSenior Manager Information Systems; Senior

Manager, Information Technology /-

Matt Deater Management Information Systems Yes

Jo Hatcher Network Analyst -

John Peebles Network Analyst -

Brad RiapolovNetwork Engineer,

Waste Management Information Technology-

David Christie Programmer Analyst-iseries Yes

Chris Eriksen Software Developer -

Kenneth Brast Systems Analyst Yes

Elizabeth McClintock Systems Analyst; Technical Architect Yes

Kenneth Ventry Business Systems Analyst -

Don BaronitisDirector, Information Technology;

Director, Information Technology AuditYes

Alex Aguilar Life Safety Control Center Manager, Technology Yes

Lon HarveySenior Corporate Recruiter

For Information TechnologyYes

Kenneth Vile Information Technology Sap Yes

Frank Accetta Information Technology Yes

Jim Quirk Information Technology Yes

Rich Violette Information Technology Yes

Dean EnslingerEnterprise Architect-information

TechnologyYes

Lynn CaddellInformation Technology

Executive-

Greg Sowers It Director; Platform Technology Yes

Bill HargroveChange Management; Manager -

Information TechnologyYes

N Thornton Director, Information Technology -

Jon Robinson

Manager, Information

Technology; Project Manager

Onboard Computing Applications;

Yes

Ryan Pugh Information Technology Staff Auditor Yes

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Chris Shuler Information Technology Security Analyst; Other Yes

Mark Gachunga Business Technology Services Yes

Garth Maleschuk Director, Information Technology; It Director Yes

Gary LawInformation Technology Specialist;

Program SpecialistYes

Tuan Le Information Technology-security Technical Architect Yes

Erin Relford Information Technology Auditor -

Mandi Snyder Information Technology Sap; It Manager Yes

Brenda Byles Information Technology Analyst Yes

Erica Walk

Database Administration Manager;

Manager, Information Technology,

Waste Management,

Yes

Kelley LovetteSenior Manager; Senior Manager,

Information Technology, Waste Management, IncYes

Tom McGuffey Technology Manager Yes

Walt MilkeInformation Technology Project Manager;

It Manager; Manager Strategy And Technology-

Joe JohnsonSenior Manager, Information Technology,

Waste Management, Inc-

Malcolm WellsProject Director, Information Technology Services;

Project Manager, InformationYes

Irene Laguardia Information Technology Auditor Yes

Bryan Jones Development Team Lead; Information Technology Yes

Binh Le Information Technology Yes

Michelle Siewert Information Technology Sap Yes

James Sayles Information Technology -

Wade SparksInformation Technology Group; It Director; Position,

Information Technology GroupYes

Joseph O’Dea Database Administrator Yes

Glen Szot Senior Compensation Analyst Yes

Linda Trzaskus Data Processing -

Pachi LopezSenior Manager Operations Learning Consultant;

Senior Manager, Operations LearningYes

Megan Smith Comsys-rep-it; Staff Management -

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Robert Kieras Storage Admin Yes

Dan Talcott Network Administrator -

Krishnan Srinivasan Etl Developer -

Karen Geurin Director Of Workforce Analytics&systems; Staff Yes

Angela Gleason Mis Manager Yes

Melissa Doyle Director Data Processing; Director-data Processing -

Opral Wisham Senior Capacity And Performance Analyst -

Cecil Bonham System Analyst 3 Yes

Shawn Quinn Network Administrator -

Paul Cooley Director, It; Director-distributed Computing Yes

Laura FontesAssistant To The Chief Information Officer; Manager

Of It ServicesYes

Reginald Wills Technical/surveyor/hygienist Yes

Bob Dorber It Manager; Operations Manager Yes

Phil Barrera Security Architect Yes

Mireille CharbonneauOperations Analyst Quebec;

Operations Analyst, QuebecYes

Esmeralda Zamarron Helpdesk Manager; It Manager - Field Support Yes

Louis Weaver Telecom Analyst Yes

Don McKenzie E-business Software Architect Yes

Russell Bolosan Developer Yes

Kiki Lee Senior System Engineer; Storage Lead Yes

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RECENT NEWS

& ACTIVITY >> In addition to the Company Overview, IT Spotlight reports contain a

summary of recent news events affecting your prospect. This helps you

find a connection early on with your prospects and keeps you in the loop

with what’s concerning your current customers.

Waste Management Appoints James E. Trevathan to New Post of Executive Vice President, Growth, Innovation and Field Support

(Moreover; Tue Jun 14 2011 )

HOUSTON Waste Management, Inc. (NYSE:WM - News) today announced the appointment of James E. Trevathan as Executive Vice President,

Growth, Innovation and Field Support. This is a new position that reports directly to President and CEO David P. Steiner.

(http://c.moreover.com/click/here.pl?r4839875274&w=2390512)

Waste Management Appoints James E. Trevathan to New Post of Executive Vice President, Growth, Innovation and Field Support

Appointment part of a realignment of Senior Leadership Team to achieve company’s strategic goals (Moreover; Tue Jun 14 2011 )

(BUSINESS WIRE) -- Waste Management, Inc. (NYSE: WM) today announced the appointment of James E. Trevathan as Executive Vice President,

Growth, Innovation and Field Support. This is a new position that reports directly to President and CEO David P.

(http://c.moreover.com/click/here.pl?r4839877993&w=2390512)

County Line, Alabama, landfill hearing on for Monday (Birmingham News; Mon Jun 13 2011 )

Future of town grows more uncertain. View full size COUNTY LINE, Alabama -- Anger boils in the small town of County Line as the future of

a controversial landfill grows more uncertain every day. Hundreds of residents plan to attend a public hearing about the proposed landfill,

scheduled for… (http://blog.al.com/spotnews/2011/06/county_line_alabama_landfill_h.html)

Shifting Consumer Behavior: The New Performance Indicators For Being Green (Fast Company; Mon Jun 13 2011 )

If you have been following my writing for Fast Company, you know that I tend to highlight positive corporate involvement in sustainable

measures that benefit planet and humanity. I use this platform to bring forward stories of companies--and the men and women who represent

them--committed to positive change. Lately,… (http://www.fastcompany.com/1758671/companies-who-change-consumer-behavior-for-the-

better-the-new-kpi-forbeing-green?partner=rss)

Former WM exec settles case with SEC (Waste & Recycling; Thu Jun 09 2011 )

June 8 -- A former chief accounting officer with Waste Management Inc. has settled a long-running case with the U.S. Securities and Exchange

Commission. (http://www.wasterecyclingnews.com/rss2.html?id=1307545291)

OPEC Divided as Saudi Pushes For Oil Increase (CNBC; Thu Jun 09 2011 )

Waste Management Inc. said Wednesday that its chief financial officer will retire Sept. 30, and the company expects to find a replacement before

he leaves. (http://www.cnbc.com/id/43324775?__source=RSS*tag*&par=RSS)

Dunn Brings Waste Management Knowhow to Iona VCT (Hemscott; Tue Jun 07 2011 )

CEF DIRECTOR MOVES: Michael Dunn joins the board of Iona Enviornmental VCT, Arc Capital Holdings appoints a fifth board member, and

moreJackie Beard, FCSI reports... (http://www.hemscott.com/news/commentarchive/item.do?id=134611)

FluoroPharma Medical (FPMI) Enters Public Equity Markets via Reverse Merger; Raises $3.5 Million in Capital (FavStocks; Mon Jun 06

2011 )

In a reverse merger, Commercial E Waste Management (formerly traded under ticker symbol CEWM) recently acquired FluoroPharma

Medical, a developer of proprietary PET imaging products. The newly formed company is now known as FluoroPharma Medical. Upon

finalizing the transaction, FluoroPharma Medical completed a capital raising effort through the placement… (http://feedproxy.google.com/~r/

FavStocks/~3/5n5ftIE1X-U/)

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Metal Detectable Plastics comply with FDA standards. (ThomasNet News; Mon Jun 06 2011 )

Suitable for replacing metal parts that are currently fabricated, Acetal Polymer is machinable, dimensionally stable, and color-coded in bright

blue tint. Typical applications include conveyor belt links or pins, food processing parts, and threaded components. With impact strength and

no moisture absorption properties, UHMW Polyethylene is designed primarily for… (http://news.thomasnet.com/fullstory/Metal-Detectable-

Plastics-comply-with-FDA-standards-597053)

The National Advertising Agency That Works with Bertolli Olive Oil, Waste Management, Graeter’s Ice Cream and Others, Ramps Up For

Change (Moreover; Fri Jun 03 2011 )

FKM Reveals a New Process, New Leadership, New Services, Real Purpose (PRWEB) June 02, 2011 FKM is crazy ambitious. It is stocking its

shelves with top-flight talent from Barkley, Crispin Porter + Bogusky, Ogilvy and Deutsch and building an engine to (http://c.moreover.com/

click/here.pl?r4798863002&w=2390512)

Global X Launches Farming ETF (BARN) (Business Insider; Fri Jun 03 2011 )

Global X, the New York-based ETF behind a number of funds offering exposure to various subsets of the global food industry, announced the

latest expansion to its product lineup today with the launch of the Global X Farming ETF (BARN ). The product marks the 34th fund in…

(http://feedproxy.google.com/~r/businessinsider/~3/LMW0xSEMxzg/global-x-launches-farming-etf-barn-2011-6)

Obama, Dow and Waste Management Unveil Latest Green Fleet Moves (GreenBiz.com; Mon May 30 2011 )

Three separate announcement this underline the green fleet aspirations of President Barack Obama, Dow Chemical and Waste Management.

(http://feedproxy.google.com/~r/Greenbuzz/~3/gubg4PzdMjo/obama-dow-and-wastemanagement-unveil-latest-green-fleet-moves)

Waste Management dedicates CNG filling station in Illinois (Commercial Carrier Journal; Fri May 27 2011 )

Waste Management of Illinois recently dedicated a new filling station for compressed natural gas in Wheeling, Ill. The new facility is equipped

with 40 filling bays to fuel Waste Management CNG collection vehicles. The company currently operates six CNG-powered vehicles in Chicago’s

north suburban communities and is awaiting delivery… (http://www.ccjdigital.com/waste-management-dedicates-cng-filling-station-in-illinois/)

Minister approves nuclear waste dump near Peterbourough (Guardian; Thu May 26 2011 )

Contaminated waste is expected to be transported to the landfill site at King’s Cliffe by road from Harwell in Oxfordshire The government

has over-ridden local planning objections and pushed through a controversial scheme to allow 250,000 tonnes a year of nuclear waste to be

dumped in a traditional landfill… (http://www.guardian.co.uk/environment/2011/may/25/nuclear-waste-kings-cliffe-landfill)

Research and Markets: Waste Management for the Food Industries: Food Science and Technology (BusinessWire; Wed May 25 2011 )

DUBLIN--(BUSINESS WIRE)--Research and Markets

(http://www.researchandmarkets.com/research/c5f21e/waste_management_f) has announced the addition of Elsevier Science and Technology’s

new report “Waste Management for the Food Industries. Food Science and Technology” to their offering. The continuously increasing human

population, has resulted in a huge demand for processed and packaged foods. As a result of…

UK: Total Extends Drilling-Waste Management Contract with TWMA (Offshore Energy Today; Fri May 20 2011 )

Environmental waste management contractor TWMA has been awarded a 4million contract extension by TOTAL E&P UK Limited for continued

drilling-waste management services in the UK North Sea. The Aberdeen-headquartered firm has been contracted for a further two years to

process and handle drill cuttings from the Rowan Viking’s first… (http://feedproxy.google.com/~r/OffshoreEnergyToday/~3/OUon4kwvlII/)

FluoroPharma Announces Completion of Merger and Fund Raising (PRNewswire; Thu May 19 2011 )

BOSTON, May 18, 2011 /PRNewswire/ -- FluoroPharma Medical (OTC.BB: CEWM) announced that it has completed a merger transaction with

Commercial E Waste Management (CEWM). Effective as of the closing of the transaction, FluoroPharma became a wholly-owned subsidiary of

CEWM. The newly combined, publicly (http://www.prnewswire.com/news-releases/fluoropharma-announces-completion-of-merger-and-fund-

raising-

Merger complete, FluoroPharma Medical raises $3.5M (Mass High Tech Newspaper; Thu May 19 2011 )

agents developer FluoroPharma Inc. has completed its merger with Commercial E Waste Management. Following the merger with the shell

corporation, the resulting, combined public company, FluoroPharma Medical Inc., raised $3.5 million from a stock sale. (http://www.masshightech.

com/stories/2011/05/16/daily32-Merger-complete-FluoroPharma-Medical-raises-35M.html)

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Waste Management’s Quest To Turn Trash Into Power (Fast Company; Wed May 18 2011 )

Not content to sit on its laurels as the largest trash collection company in the country, Waste Management is innovating in one of the unsexiest-

-but most important--sectors of the economy: garbage . What might look like trash is actually just natural gas in solid form, and because Waste

Management… (http://www.fastcompany.com/1753746/waste-management-turning-trash-into-gas?partner=rss)

Rotoblock Completes Merger With daifuWaste, a Leading Medical Waste Management Company in China (Marketwire;

Wed May 11 2011 )

Increasing Regulation of Medical Waste in China Aids New Venture

(http://www.marketwire.com/mw/release.do?id=1512653&sourceType=3)

Waste Management developing local organics facility (BizJournals; Fri May 06 2011 )

Waste Management Inc. is developing a new organics facility in Apopka, called Vista Landfill, that will process yard, food and clean wood

waste to create value added soil amendments.’Recycling organics through composting and the development of other technologies that may

produce energy, transportation fuels or specialty chemicals enables us… (http://feeds.bizjournals.com/~r/bizj_orlando/~3/MKOMfs9iqjg/waste-

management-developing-local.html)

The role of organisations in enhanced global environmental management: perspectives on climate change and waste management

strategies (Moreover; Wed May 04 2011 )

Courtesy of International Journal of Environment and Waste Management (IJEWM) (0 votes) This paper examines the drivers for and strategies

employed in the implementation of climate change mitigation at the organisational level. The study employed a (http://c.moreover.com/click/

here.pl?r4580246723&w=2390512)

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CONVERSATION

STARTERS >>Conversation starters make it easier to position yourself as an expert

and trusted advisor by speaking the language of your customers and

prospects. Gain instant rapport by engaging your sales prospect as a fellow

industry “insider” with these carefully designed call preparation questions

and answers.

Call Preparation Questions - Business and Technology Strategies

Q: How could the company be impacted by tighter government regulation of the waste industry?

Regulations may restrict operations, increase operational costs, and require companies to make additional capital expenditures.

Q: How is the company affected by the growing power of landfill owners over waste collectors?

National companies have grown partly because they have guaranteed access to landfills.

Q: If a landfill operator, to what extent does the company have expansion plans at current sites or land that can be used for

new sites?

Landfill operators sometimes face strong opposition to proposed landfill expansions from local communities that may have concerns about

the area’s water supply safety, air quality, potential odor, flooding, and increased truck traffic.

Q: If a remediation or liquid waste treatment firm, how critical to the company is special technology?

Many small companies own patents for a few specific products or processes.

Call Preparation Questions - Conversation Starters

Q: How have company operations been affected by regulatory bans, incentives, or environmental issues?

The waste disposal industry, and landfill operations in particular, are subject to rigorous EPA, state, and local regulations, especially regarding

possible groundwater pollution.

Q: How reliant is the company on a top few contracts?

Although waste collectors often have a diversified customer base, some hold contracts with commercial, industrial, or municipal customers

that account for a large portion of business.

Q: For what future liabilities is the company preparing or considering?

Although operators estimate the future costs of decommissioning landfills, the time and unclear technical issues that may be involved

(especially for hazardous wastes), may subject them to much higher final costs than anticipated.

Q: What types of waste reduction or diversion programs is the company considering?

From merely disposing of a waste stream by burying it, the industry has become a waste processor, using its technical and logistics expertise

to separate reusable materials from the waste stream for processing and resale.

Q: What advantages could new remediation technology provide the company?

The technology used to clean up polluted ground and water and detoxify hazardous waste streams is rapidly evolving.

Q: How is the company positioning itself to benefit from the growing complexity of waste management systems?

The increased technical complexity of managing a waste stream is prompting many municipal governments that currently handle their own

waste management to outsource this function to private industry.

Call Preparation Questions - Customers, Marketing, Pricing, Competition

Q: If in the waste collection business, how many commercial and residential customers does the company count?

What percentage of each?

Commercial collection usually involves single-person dumpster pickup; residential collection involves two- or threeperson teams loading trash

into a truck.

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Q: If in the waste collection business, how many commercial, individual, municipal contracts does the company have?

Fees for commercial services depend on collection frequency, container size, waste type, distance to a disposal site, and disposal cost.

Residential trash pickup may be on an individual monthly contract basis or more frequently, through a municipal contract that gives the

collector exclusive rights to service homes in all or a part of the municipality.

Q: If in the waste collection business, what is the average length of commercial contracts?

Commercial contracts are often annual, individual contracts monthly, and municipal contracts for one to five years.

Q: If in the waste collection business, what areas does the company serve?

Different states have varying regulations and laws that determine methods and terms of trash collecting.

Q: If a landfill operator, how many customers does the company have?

Privately owned landfills often compete with municipal landfills that are tax-subsidized and have access to tax-favored financing.

Call Preparation Questions - Executive Insight

Q: CEO: What is the company’s approach to winning competitive bids?

Companies may compete by offering a wider range of services, using new technologies to improve efficiency, and serving niche markets.

Q: CEO: How does the company grow its business?

Companies grow by acquiring other businesses, expanding market regions, adopting new efficiencies, and offering specialized services.

Q: CFO: How does the company plan and expense capital purchases?

Long-term contracts with multiple customers provide steady income, which allows companies to plan capital purchases and expense them

over time.

Q: CFO: How does the company balance revenue and costs?

Waste management companies typically impose surcharges on customers.

Q: CIO: How is technology used to increase safety and efficiency?

Waste disposal vehicles can be equipped with robotic arms controlled from the cab that can grasp, lift, and empty a trash container.

Q: CIO: How can the company use technology to pursue niche opportunities?

Small companies can compete by specializing in niche areas such as cleaning up crude oil spills and ground contamination, removing asbestos

and lead paint, and restoring strip-mined areas.

Q: HR: What training concerns are emerging for the company?

Evolving garbage truck technologies require specialized training for operators aside from simply driving the vehicles.

Q: HR: What kind of safety training does the company provide?

Companies must adhere to industry and government safety standards, retrain workers periodically, require workers to wear protective

clothing, and ensure that equipment is well maintained.

Q: Sales: How does recycling factor in to company revenue?

The growing amount of electronics and treated lumber waste, which contaminates landfills, is creating specialized recycling opportunities for

waste management companies.

Q: Sales: How does the company work to improve the industry’s image?

Some PR efforts focus on improving the industry’s image and breaking the long-standing stereotype that waste management companies are

connected to organized crime.

Call Preparation Questions - Financial Analysis

Q: If in the waste collection business, what percentage of trucks and dumpsters does the company lease?

Fleet management costs can be a large expense for companies that own their own trucks.

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SAMPLE

Q: How prevalent are long-term contracts with landfills and transfer facilities for the company?

All waste collection companies must have access to disposal sites. The profit margins on disposal are generally higher than on collection.

Q: If a landfill operator, what are average tipping fees?

Tipping fees, sometimes called gate fees, vary from $10 to $40 per ton and are mostly used to pay for bonds or operation costs.

Q: If a landfill operator, how often do contracts with customers specify minimum and maximum annual tonnage?

Operators of landfills charge tipping fees that vary according to the type and volume of waste.

Q: If a landfill operator, how does the company provide for future closure and monitoring costs?

Some companies pay into a trust fund, others buy letters of credit.

Call Preparation Questions - Operations, Products, and Facilities

Q: To what extent does the company collect waste, operate transfer facilities, operate a landfill, recycle materials?

Large companies may do all these things; small ones usually only one.

Q: How does the company provide remediation services (environmental cleanup)?

This is a technology-driven segment of the waste handling business, usually separate from waste collection.

Q: If in the waste collection business, what amount of waste does the company handle annually (tons)?

How many trucks, dumpsters, employees?

The business is capital-intensive, but labor costs are a major factor in determining profitability.

Q: If in the waste collection business, how often does the company transport across state lines?

Some states have attempted to ban waste imports from other states.

Q: If in the waste collection business, what percentage of waste goes directly to landfills, what percentage to a transfer facility?

As landfills are increasingly sited away from population centers, the importance of transfer facilities grows.

Q: If a landfill operator, how many landfills does the company own?

Landfill operators usually own the landfill, but sometimes operate them for a municipal owner for a fee.

Q: If a landfill operator, how much annual tonnage does the company handle?

About 140 million tons are handled by landfills annually.

Q: If a landfill operator, what is the remaining life of the landfills (in years) at current annual usage rates?

Discards to landfills have been steadily declining over the years. In 1980, nearly 90 percent of US municipal solid waste was discarded in

landfills; in 2008, just more than 50 percent was.

Q: If a remediation or liquid waste treatment firm, what type of work is the firm involved in?

Asbestos and lead paint removal, oil spill cleanup, chemical spill cleanup, and mining site remediation are several important types of

remediation work. Septic tank emptying and hazardous liquids’ detoxification are major types of liquid waste treatment.

Q: If a remediation or liquid waste treatment firm, does the company work on an as-needed basis or does it provide continuous service

to large customers?

Some companies offer contractual, “cradle to grave” remediation services, including facilitating regulatory approvals,

handling community relations activities, and developing management plans.

Q: To what degree does the company use low-emission natural gas engines in its fleet?

More waste management companies are ordering low-emission natural gas truck engines, although most garbage

trucks used today are diesel-fueled.

Call Preparation Questions - Organization and Management

Q: If in the waste collection business, how does the company attract and retain workers?

Waste collection is often considered an undesirable job.

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SAMPLE

Q: How critical is an emergency preparedness plan for company operations?

An emergency response plan is needed to properly dispose of disaster-related waste.

Call Preparation Questions - Quarterly Industry Update

Q: How often does the company offer safety training to its employees?

The National Solid Wastes Management Association (NWSMA) held a safety training program for Louisiana trash collectors in

December 2010.

Call Preparation Questions - Regulations, R&D, Imports and Exports

Q: If a landfill operator, how do Superfund problems impact the company?

Many older landfills contain hazardous waste that require cleanup.

Q: How many pollution lawsuits, if any, is the company involved in?

Waste management companies can be subject to various lawsuits, disputes, and claims due to the nature of their

business. Many actions raise complex technical and legal issues and are subject to uncertainties.

Q: How vulnerable are the company’s operations to statewide bans?

Limitations or bans on disposal or transportation of out-of-state waste can restrict a company’s operations and adversely affect its revenues.

Q: What major environmental regulatory issues face the company?

Three major issues in municipal solid waste landfill operations are long-term care, financial assurance requirements, and leaking.

Q: How does the company handle electronics with hazardous contents, like computer monitors and TVs?

Government regulations on electronics disposal are making some waste management companies turn away electronics.

Q: To what extent has the company ever been fined for safety or environmental violations?

The government fines haulers for safety and environmental violations, including leaking loads, improper tarps, bad brakes, and bald tires.

Q: What types of waste reduction or recycling programs are being considered by states in which the company operates?

More states are mandating waste reduction or recycling programs.

Q: To what degree does the company handle waste from foreign countries?

Landfills in the northern US often take trash from Canada.

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SAMPLE

INDUSTRY DATA >>

The industries and business segments in which your prospect does

business can be varied and complex. Better understand how these interact.

Hoover’s Industry Codes NAICS Codes SIC Codes

Environmental Services & Equipment 562111 - Solid Waste Collection 4212 - Local trucking, without storage

Hazardous Waste Services 562112 - Hazardous Waste Collection 4953 - Refuse systems

Solid Waste Services & Recycling562211 - Hazardous Waste Treatment and

Disposal4955 -

562212 - Solid Waste Landfill 4959 - Sanitary services, nec

562213 - Solid Waste Combustors and

Incinerators

562219 - Other Nonhazardous Waste

562910 - Remediation Services

562920 - Materials Recovery Facilities

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SAMPLE

MAJOR

SUBSIDIARIES

& LOCATIONS >> Uncover cross-sell and upsell opportunities by exploring the company’s

corporate relationships.

Company Name DUNS# City State/Province Country

Northeast Recycling Corporation 804237477 Westbury NY United States

Refuse Services, Inc. 53109203 Jacksonville FL United States

Reno Disposal Co. 47892252 Reno NV United States

Waste Management Disposal Services

of Pennsylvania, Inc858592223 Morrisville PA United States

Waste Management Holdings Inc 47577416 Houston TX United States

Waste Management of Alameda

County, Inc6910053 Oakland CA United States

Waste Management of California, Inc. 3898640 Sun Valley CA United States

Waste Management Of Canada

Corporation253628010 Waterloo ON Canada

Waste Management Of Connecticut,

Inc858592280 Norwalk CT United States

Waste Management of Illinois, Inc. 62474598 Houston TX United States

Waste Management of Minnesota, Inc. 609913616 Burnsville MN United States

Waste Management of Tri- Cities Inc 53204269 Kingsport TN United States

Waste Management, Inc. 194672085 Houston TX United States

Waste Management, Inc. of Tennessee 3857091 Antioch TN United States

Wheelabrator Environmental Systems

Inc623343019 Hampton NH United States

WHEELABRATOR GROUP 383140746 Mennecy Essonne France

Wheelabrator Nhc Inc 858731466 Norwalk CA United States

Wheelabrator Technologies Inc. 150864767 Hampton NH United States

Wm Healthcare Solutions, Inc. 830341934 Houston TX United States

WM Recycle America, LLC 133337019 Houston TX United States

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SAMPLE

Hoover’s, Inc. • 5800 Airport Blvd. • Austin, TX 78752-4204 CS

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CALL (866) 541-3918 TODAY TO FIND OUT HOW YOU CAN MAKE YOUR WORK EASIER BY ADDING FIRST RESEARCH TO YOUR HOOVER’S SUBSCRIPTION.

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