An interview with Tim Blevins, CEO,
Wells Cargo COG
Please describe in your own words how the special events market has changed in the past five years. Where do you see it going? How is the demand for special event trailers going? How will operators need to adjust to meet the new demand?
The special events industry in the past few years has become more demanding in their sanitation needs. The average American has evolved from using outhouses at the turn of the 19th century up to present day with several restrooms in every home.
In portable sanitation the single portable toilet has been the mainstay for years. The past few years has brought a proliferation of products that were not available before. As the general public has become aware of such products their expectations have risen.
Event promoters want there special events to be the greatest possible success. Their business survival depends on it. It stands to reason if they want to stand out as a promoter they will need access to the best equipment. They expect the local portable sanitation company to be able to step up to the plate with a range of products that are now available.
If the operator does not supply the expected upscale facilities, someone else must and will. There is a wide selection of small upscale restroom trailers available today. This is a definite departure from the large expensive and cumbersome trucked units. Several smaller bumper pull units can serve the same purpose, disperse the crowd and service smaller events after the large event is over.
The semi trailer will never get to go to a backyard wedding. The backyard event use to net a portable restroom operator a couple hundred dollars, small upscale trailers can bring over a thousand dollars for the same event. The portable restroom operator must address this need or he will end up simply pumping someone else’s trailer out for a hundred bucks or so. Many of the smaller events will be corporate and sales related.
In hard times these events actually increase in number. Election years are also up time for special events.
Are there a lot of opportunities in the special events market at present? How big is the market? What is competition like in this arena? Advise operators how they would go about advertising and marketing these comfort trailers? How is it different than regular construction portable toilets?
Opportunities abound. If the operator has no upscale restroom trailers he may not realize this. The market is everywhere. I have an operator in Seminole Oklahoma that bought a trailer so he would look good at the rattlesnake roundup. He did not think he would have much other use for his trailer because of his remote location. He contacted us a couple of weeks ago and asked to be removed from our rental directory. He stated he was working 8 days a week and had more business now than he could handle.
2) Educate Potential Customers. Let everyone you can know you exist, what you have to offer and how to get hold of you.
3) Use proven products. Do your homework when searching for the trailer that’s right for you. Consider reputation, quality, durability, warranty, parts supply and promotional support. You can't ask too many questions.
How would you give advice to a portable toilet operator who is considering going into the special events market? What must he do to succeed? What are the main differences in servicing the special event or luxury trailers compared to regular, construction toilets?
My advice would be do not procrastinate. Do your homework, start now and define your position in your own mind. People everyday are buying these units. These are people that knew nothing about sanitation. These are people that knew nothing about renting out equipment. These are rental companies that know nothing about sanitation. The list goes on. You seldom get a second chance if you let others get turned on to the greater profit potential. Will you really be satisfied to pump a rig for a hundred bucks that you could be raking in an additional $900 a day, $1800 a weekend or $3800 a month?
How long Wells Cargo been in business?
Wells Cargo has been manufacturing exceptional specialty trailers and the like for over 50 years.
What are your certifications?
We are certified as a member of Portable Sanitation Association International.
What are your hours of operation?
Office hours are 9 A.M. – 5 P.M. CST, Monday - Friday excluding holidays.
Some new to this end of the industry worry about competition. The people in our rental directory tell a different story as they are forced to work together many times as demand keeps increasing.
Demand will increase with every event. These are many times up scaled events where people attending have above average means and special events of their own. If your trailers are nice, clean and look classy, who do you think they will call when they have their event?
We also supply a rental directory that many customers say brings in more than enough leads to pay for their trailers. If you have such a listing or not you should seek out those in your area that service special events, wedding planners, event promoters – the list is endless.
Everyone has to go to the restroom, you just have let them know what you have. We provide a five page website to our customers if needed. Even if you don't believe in computers a website is essential if you are serious about your business. Potential customers will expect any viable business to have a website where they can learn about your particular services are with pictures of what you have to offer. Websites now can be as important as a phone.
Believe it or not there is little call for trailers on construction sites. The greater cost of investment combined with a rental rate that in most cases makes it prohibitive. The exception to the rule is when large retailers do add ons or restroom remodels and do not want to lose valued customers due to poor comfort facilities.
There also needs to be a difference in how these up-scaled facilities are presented. The picture of a king sitting on a toilet may be OK at a construction site portable but totally inappropriate at a back yard wedding. This is all about image – YOUR’S. Keep signage small a business name classy, no cute or corny slogans.
How has the drop in the housing market affecting the special events sector for portable sanitation? Any ideas on how this will continue to change?
I don't see any great correlation between construction and special events. More people need something upbeat to do when things are down. The fact that the two are not interdependent is a good thing. If one sector is down the operator still has a means to carry on a profitable business.
What are the three most important things a portable sanitation operator must consider before getting into the special event market? Please explain why.
1) Customer Service. Clean restrooms must be delivered on time and working properly. Address all incoming calls with respect and sincerity. Always return calls even if you don't have an answer. Have a helpful person answering the phone, as you will only get one chance to make a first impression. "Practice does not make perfect – Perfect Practice Makes Perfect.