Utilizing Biosolids Marketing
to Improve Your Bottom Line
Encina Water Pollution Control Facility
Crisis – Strategy – Management
EWA in Fiscal Year 2001
 Influent of 22.4 MGD
 Class B biosolids
 Belt filter presses
 Land application in
Riverside County
 $645,000 for biosolids
disposal
One Year Later…….
• Riverside County Class B ban
• Energy crisis
• $1 Million for biosolids disposal
• Belt presses at end of useful life
• 5 Trailers per day, 7 days a week
 Yuma, Arizona – 400 mile round trip
 730,000 transportation miles/year
 267% Increase from FY 2001 – FY 2008
Biosolids Annual Hauling Costs
$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$2001
2002
2003
2004
2005
2006
2007
2008
Biosolids Strategic Plan
 Long-term biosolids
strategy
 Pursue heat drying
treatment to achieve
Class A EQ biosolids
 Assess potential markets
for granular product
Biosolids Strategic Plan Implementation
 2004 - Phase V design
 2006 – Construction
commences
 2008 - Biosolids
Management Plan
 2009 – Heat dryer online
BMP Development Process
1.
Market assessment
2.
Evaluation of
reuse/disposal
options
3.
Cost analysis
4.
Product management
scenarios
5.
Diversified portfolio
Diversified Portfolio
Tier I
• Biofuel
• Contract agriculture
• Landfill
Tier II
• Fertilizer distributors
• Soil blenders
• Specialty agriculture
• Golf course/turf/sod
• Local communities
• Research &
demonstrations
BMP – Tier 1 Execution
 Alternative fuel contract with CEMEX
 One trailer a day, 5 days a week
 Victorville, California - 260 miles round trip
 67,500 transportation miles/year
 222,133 in net transportation costs in FY 2012
 Back-up contracts for land application and landfill
disposal
Green House Gas Emissions
Metric Tons Per Year Based on CCR General Reporting Protocol
1200
1000
800
600
400
200
0
2008
2009
2010
Tier II Execution
 Learn your product
 Nitrogen/phosphorous/potassium
 Micro and secondary nutrients
 Iron/calcium/zinc/magnesium
 Low salt index
 Low heavy metals
 High water holding capacity(WHC)
 Pathogen content (frequent testing)
 Educate your executive team, operations staff and
potential customers
PureGreen Analysis
%Solids Cake
%Solids Pellets
TKN
Phosphorus
Arsenic
Cadmium
Copper
Lead
Mercury
Molybdenum
Nickel
Selenium
Zinc
Sulfur
Sodium
Manganese
Magnesium
Iron
Concentration
(mg/kg)
Concentration(mg/k
g)
Dry Weight
Dry Weight
Projected
25 -27%
>90 %
60,000
60,000
14
3
600
27
2
13
2
10
1,200
20,000
3,000
200
7,000
Actual 12/2012
23.5 %
92.7 %
50,565
62,000
<5.5
1.4
540
13
1.1
11
15
8.7
650
16,737
1,120
155
5,542
Ceiling Concentration*
(Table 1, 40 CRF 503.13) (daily
maximum)
NA
NA
NA
NA
75 mg/kg
85 mg/kg
4300 mg/kg
840 mg/kg
57 mg/kg
1375 mg/kg
420 mg/kg
100 mg/kg
7500 mg/kg
NA
NA
NA
NA
Develop a Marketing Plan
Research Your Ag Market
 Contact your local Farm Bureau
 Top 10 local crops/nurseries/sod & turf farms/golf
courses
 What type of soil is in the area?
 Research your potential customers
 Who cannot use PureGreen?
a) Leafy Green Partnership & OMRI certified farms
Lessons Learned
 Biosolids have tremendous value so have confidence in






your product
Develop and promote your brand name
Diversification opens new windows of opportunities
Blending with other nutrients greatly increases the
value of the product
Blended & bagged products reduce odor and reheating
issues
Find a Tier II partner or partners who has similar goals
Start research projects
Think Like a Private Company
 Lab testing during the production process/quality of




product is crucial
Know federal, State & local regulations concerning Class
A EQ product
Logistics/flexible hauling is a must
Allocate required staff
Develop contacts
Develop a Customer Presentation
Package
 Use 3rd party nutrient






analysis
NANI report (heavy metals)
State fertilizer label and
registration
MSDS
Waiver agreement
Pertinent research
Hand deliver product and
information
Annual Hauling Costs
$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$-
Five Year Audited Performance
Holding the Line
$15,000,000
$12,500,000
$10,000,000
$7,500,000
$12,756,366
$14,368,167
$13,148,783
$12,603,281
$12,649,520
FY 2010
FY 2011
FY 2012
$5,000,000
$2,500,000
$-
FY 2008
FY 2009
Eric M Have
PureGreen Sales & Marketing
Encina Wastewater Authority
ehave@encinajpa.com