In todays economy the line between closing a deal and being shown the door is thin.

Knowing your customer is paramount. Hoovers

IT Company Spotlight Reports give you that knowledge in a comprehensive, easy-to-digest package.
With Hoovers Spotlight reports, Hoovers expert editors do the time-consuming research for you. With Hoovers 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 companys overall
strategy in todays marketplace. Get a sense of how a company is
responding to competitive pressure, and whether its 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.

E
L
P

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.

M
A
S

The companys 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 Managements 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 districts sales, marketing, and delivery services.

Other company operations include the rental and servicing of portable restroom facilities to municipalities and commercial customers (PortO-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 companys 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 Managements
organics recycling services business.

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 companys 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

E
L
P

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 companys 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]

M
A
S

In another interview in the same issue of CIO, Bhasin notes the importance of not only understanding the customers business but also
understanding ones 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 companys 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.

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 compactors 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 Managements Compactor Monitoring Service (CMS) technology, which allows Waste Management
to remotely monitor their customers 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 years 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

E
L
P

[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

M
A
S

IT HIGHLIGHTS >>
Heres where youll 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

E
L
P

HP Operations Manager
HP Network Node Manager
HP Service Manager

Business Integration Software

Business Rule Management System

Content Management

M
A
S
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

Multimedia Software
Microsoft PowerPoint
Engage
Microsoft Visio
Adobe Flash

Network Management
Microsoft Active Directory

Network Protocols
HTTP
Finger
MAP
MPLS
SIP
SOAP
DNS

E
L
P

NFS
SNMP
9P
Frame Relay
I2C
LDAP

M
A
S

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

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

E
L
P

M
A
S

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 companys IT executives so that you can strategically
position your product in a way thats compatible with their vision.
Plus you get insight into the main issues facing IT Executives in the
companys industry.

Puneet Bhasin, SVP and CIO

Puneet Bhasin is senior vice president and chief information officer for Waste Management and is responsible for the companys 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.

E
L
P

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.

M
A
S

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.

IT CONTACTS >>
Face it. High level executives arent 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 dont waste time
talking to the wrong contact.

First Name

Last Name

Title

Direct 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

Heard

David
Hector
Janet
Jason
Shannon

Larry

Stan

Matt

E
L
P

Senior Information Technology Manager; Senior

Manager, Information Technology, Waste

M
A
S
Pearson

Information Tech Manager Wa Mkt Ar;

Information Technology Manager, Wa Market Area

Yes

Yes

Varela

Information Technology Manager

Peng

Information Technology Manager

Yes

Mensinger

Information Technology Manager

Yes

Baker

Turnbull

Bowman

Musquiz

Information Technology Manager;

Technical Support

Disaster Recovery Coordinator;

Information Technology Manager
Information Technology Manager;
Manager, It Security
Network Engineer;
Network Manager

Yes

Yes

Brian

Franks

Systems Manager

Yes

Taiwo

McGill

Systems Administrator

Yes

Julie

Franklin

Business Analyst

Catherine

Winslow

Business Analyst

Daun

Partridge

Maureen

Harrington

Matt

Deater

Management Information Systems

Yes

Jo

Hatcher

Network Analyst

John

Peebles

Network Analyst

Brad

Riapolov

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

Baronitis

Alex

Aguilar

Lon
Kenneth
Frank
Jim
Rich
Dean

Lynn
Greg
Bill

Telecommunications Executive
Senior Manager Information Systems; Senior
Manager, Information Technology /

Network Engineer,
Waste Management Information Technology

E
L
P

Director, Information Technology;

Director, Information Technology Audit

Life Safety Control Center Manager, Technology

Senior Corporate Recruiter

M
A
S
Harvey

Yes

For Information Technology

Yes
Yes
Yes

Vile

Information Technology Sap

Yes

Accetta

Information Technology

Yes

Quirk

Information Technology

Violette

Information Technology

Enslinger

Caddell
Sowers

Hargrove

Thornton

Jon

Robinson

Enterprise Architect-information
Technology

Information Technology
Executive

It Director; Platform Technology

Change Management; Manager Information Technology

Director, Information Technology

Yes
Yes
Yes

Yes
Yes
-

Manager, Information
Technology; Project Manager

Yes

Onboard Computing Applications;

Ryan

Pugh

Information Technology Staff Auditor

Yes

Chris

Shuler

Information Technology Security Analyst; Other

Yes

Mark

Gachunga

Business Technology Services

Yes

Garth

Maleschuk

Director, Information Technology; It Director

Yes

Gary

Law

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

Information Technology Specialist;

Program Specialist

Yes

Database Administration Manager;

Manager, Information Technology,

Yes

Waste Management,
Kelley

Lovette

Tom

McGuffey

Walt

Milke

Joe

Malcolm
Irene
Bryan
Binh
Michelle
James
Wade
Joseph

E
L
P

Senior Manager; Senior Manager,

Information Technology, Waste Management, Inc

Technology Manager

Information Technology Project Manager;

It Manager; Manager Strategy And Technology

M
A
S
Johnson

Wells

Senior Manager, Information Technology,

Waste Management, Inc

Project Director, Information Technology Services;

Project Manager, Information

Yes
Yes
-

Yes

Laguardia

Information Technology Auditor

Yes

Jones

Development Team Lead; Information Technology

Yes

Le

Information Technology

Yes

Siewert

Information Technology Sap

Yes

Sayles

Information Technology

Sparks

Information Technology Group; It Director; Position,

Information Technology Group

Yes

ODea

Database Administrator

Yes

Glen

Szot

Senior Compensation Analyst

Yes

Linda

Trzaskus

Data Processing

Pachi

Lopez

Megan

Smith

Senior Manager Operations Learning Consultant;

Senior Manager, Operations Learning
Comsys-rep-it; Staff Management

Yes
-

10

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

Fontes

Reginald

Wills

Technical/surveyor/hygienist

Yes

Bob

Dorber

It Manager; Operations Manager

Yes

Phil

Barrera

Security Architect

Yes

Mireille

Charbonneau

Esmeralda
Louis
Don
Russell
Kiki

Assistant To The Chief Information Officer; Manager

Yes

E
L
P

Of It Services

Operations Analyst Quebec;

M
A
S

Operations Analyst, Quebec

Yes

Zamarron

Helpdesk Manager; It Manager - Field Support

Yes

Weaver

Telecom Analyst

Yes

McKenzie

E-business Software Architect

Yes

Bolosan

Developer

Yes

Lee

Senior System Engineer; Storage Lead

Yes

11

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 whats 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 companys strategic goals (Moreover; Tue Jun 14 2011 )

E
L
P

(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,

M
A
S

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-thebetter-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/)

12

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-DetectablePlastics-comply-with-FDA-standards-597053)
The National Advertising Agency That Works with Bertolli Olive Oil, Waste Management, Graeters 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)

E
L
P

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 Chicagos
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 Kings Cliffe by road from Harwell in Oxfordshire The government

M
A
S

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 Technologys

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 Vikings 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-fundraisingMerger 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)

13

Waste Managements 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/wastemanagement-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/

E
L
P

here.pl?r4580246723&w=2390512)

M
A
S

14

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?

E
L
P

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

M
A
S

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.

15

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 companys 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.

E
L
P

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.

M
A
S

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 industrys image?

Some PR efforts focus on improving the industrys 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.

16

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)?

E
L
P

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.

M
A
S

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.

17

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 companys operations to statewide bans?
Limitations or bans on disposal or transportation of out-of-state waste can restrict a companys operations and adversely affect its revenues.

E
L
P

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.

M
A
S

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.

18

INDUSTRY DATA >>

The industries and business segments in which your prospect does
business can be varied and complex. Better understand how these interact.

Hoovers 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 & Recycling

562211 - Hazardous Waste Treatment and

Disposal
562212 - Solid Waste Landfill

4955 4959 - Sanitary services, nec

E
L
P

562213 - Solid Waste Combustors and

Incinerators

562219 - Other Nonhazardous Waste

562910 - Remediation Services

562920 - Materials Recovery Facilities

M
A
S

19

MAJOR
SUBSIDIARIES
& LOCATIONS >>

Company Name

Uncover cross-sell and upsell opportunities by exploring the companys

corporate relationships.

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

858592223

Morrisville

PA

United States

47577416

Houston

TX

United States

6910053

Oakland

CA

United States

3898640

Sun Valley

CA

United States

Waste Management Disposal Services

of Pennsylvania, Inc
Waste Management Holdings Inc
Waste Management of Alameda
County, Inc
Waste Management of California, Inc.
Waste Management Of Canada

E
L
P

M
A
S
253628010

Waterloo

ON

Canada

858592280

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

623343019

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

Corporation

Waste Management Of Connecticut,

Inc

Wheelabrator Environmental Systems

Inc

20

E
L
P

M
A
S

Hoovers, Inc. 5800 Airport Blvd. Austin, TX 78752-4204

CS-1 706 201 1-06-30

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

21