ITA Dynamics Blog



                                                         Driving the Value Proposition

           A question often asked by our customers is; “What is the value of using a tool that is designed for the Waste & Recycling Brokerage marketplace?” And we answer with something like; “To drive new revenue, better customer service, and basically to gain greater visibility into all waste material streams for maximum operational efficiency and into all financial revenue streams for greater accountability.”

           The 1st part of this answer is simple to understand. To increase profitability, you must have the ability to manage prospects, have visibility into their waste streams, and convert more of them into customers. This can occur by reducing costs for customers, increasing rebates, reducing customer risk / liabilities of contaminated material, and identification of where there are opportunities for reverse logistics / life cycle resourcing. This is the value proposition that every Waste & Recycling broker can provide their customers, and we provide them the tools to do so.

           The 2nd part of that answer is not as quantifiable, but it still can be measured in customer and vendor retention. It is important to understand your business partner’s simple needs.

   1) They want information that meets their company’s goals.
   2) They want to quantify / measure how their efforts are adversely or the reverse, benefiting their company and the environment.
   3) They want tools that help to communicate their needs and desires.
   4) They want to be communicated with and know that whether for better or for worse, someone is “taking ownership” to assist         them through their challenges.

           That is why we call them a “business partner.” A partner is a “two-way street,” and not single directional of solely I provide you a service or you provide me one. We are partners working together to meet the relationship’s objectives, and our company provides the tools to make this more in depth type of relationship possible.

           The 3rd or last part of that answer is much harder to define, but it affects both the 1st and the 2nd parts of our value proposition. To drive increasing revenue and to achieve more mutually beneficial relationships with business partners you must have visibility into both the “upstream” and “downstream” logistics of a waste stream. Understanding patterns, prices, costs, and risks is the whole point of visibility. Where does material come from, where does it go, what does it become, who provides the service, what are the costs, how do they compare to others, and how does it affect the bottom line, are all questions that need to be answered, but are only answered if you have the information. And again, we provide the tools to be able to collect and understand that information.

           Broken down the “value proposition” then becomes quite simple. It’s just a matter of whether or not you have the tools necessary or you don’t. And are you just looking for customer or vendors that are only that to you, or are you looking for business partners, which are relationships that can grow both of your businesses together.

- Michael Ayoroa, Founder & President of Microsoft ITA Dynamics
  (January 2017: Thoughts for the Waste & Recycling community)



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                                                         Waste & Recycling Brokerage v2.0

           The trend in the Waste and Recycling marketplace emerging shows that the community is evolving from a former just “pick it up” and “forget about it” type of mentality to now a more environmentally responsible corporate culture, and ITA Dynamics and its brokerage partners have been leading the charge and on that journey of changing the way organizations manage their waste and valued material since its inception. We have accomplished this by creating the only one true “Waste Brokerage Software” on the planet and thus bringing transparency, visibility, and accountability to all waste streams and life cycle processes.

           I once told a partner, “waste is a commodity not to be wasted,” but governments and corporations either just didn’t know what to do with it properly or how to effectively take advantage of these commodity streams. Enter the “Waste and Recycling Broker.” Let’s take a step back and review what waste and recycling brokerage companies actually do. Waste brokers help organizations manage, organize, create, and view their waste streams. Their goal is to either help their clients reduce costs, reduce their environmental footprint, and/or create “closed loop” life cycle manufacturing. Traditionally haulers just “picked it up,” landfills “threw it in a hole,” and recyclers tried to “separate and transform it.” As such waste brokers have the unique challenge of having to work with all three to manage; haulers, recyclers, landfills, and additionally they must help account for all that material, report to the customer, help make certain corporate goals are being met, and all the while have visibility into all streams across all city, state, and country lines. Not an easy task to say the least, until now.

           ITA Dynamics is happy to announce our next version of “ENWIS Brokerage” v2.0 is to be released with the beginning of 2nd quarter 2017 and we’re excited to be taking this next big step together with our waste brokerage partners. Already over the last 20 years our waste and recycling offering backed by Microsoft has accomplished much all over the world, but early on in 2010 ITA Dynamics teamed with one of the largest waste brokers at the time, before it was bought out and assimilated by WMI, to help define ENWIS for the brokerage market. Over the course of the last several years we have worked tirelessly with some amazing waste brokerage firms. We would like to sincerely offer our very special thanks to our friends, partners, and our most famous waste broker customer in Atlanta who is now one of the fastest growing fortune 500 companies in the world, for helping to define this product, and to our partners in Europe for making version 2.0 possible for release to every waste brokerage firm in the world.

           Over the coming weeks, we will be releasing information to the public in segments before the finished product is revealed globally at Waste Expo 2017 in New Orleans, LA. This incredible new device independent application will allow its users access into all parts of the business from anytime, anywhere, and no matter where you fall into the waste stream. From vendors (i.e. Haulers, Recyclers, Landfills), to customers (diversion, request pickup, paying a bill), to waste recycling brokerage staff (sensor readings, analysis and OCR, etc.). And to all those who think they aren’t a part of the waste and recycling marketplace mark my words, it doesn’t matter what business you’re currently in we all generate waste or “valued material.” So, whether you just want to be prepared for the closed loop material acquisition, or want to add an additional revenue stream to your bottom line, or just want to make the world a better place, you’re about to have the tools and system necessary to do it from end to end.

ENWIS Brokerage v2.0, the next generation in managing the waste stream.

- Michael Ayoroa, Founder & President of Microsoft ITA Dynamics
  (February 2017: Week 1)



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                                                         Capturing New Customers

           Most waste and recycling companies try to capture new business by either offering specialized services around specific material streams (i.e. – Glass, Paper, Metal, etc.) or to select waste business sector areas (i.e. - Commercial, Industrial, Retail, City, etc.), and each have unique waste streams that need to be managed. When profiling these prospects we want to learn:

   1) Number of sites
   2) Number of waste streams a prospect has
   3) How do they currently manage it
   4) Who currently manages it
   5) When does that contract expire
   6) How much do they pay for it
   7) Size of the Container
   8) Number of Pickups per week
   9) Contact information

           Over the years we have discovered much of this information can be acquired from third party marketing firms or just by speaking with the prospect, and once we have a company profile we can begin to focus our marketing strategies to capture that waste stream. Remember that we want to collect data on all the differing waste streams, but may focus our time with initially only one specific one to start.

           We will then decide how to track and continue communications through a prospect’s, or thereafter if converted customer’s, full lifecycle. This sales process is over simplified, but needless to say we will collect all data such as taking pictures of the waste stream, or we may audit the material in that stream, or we may even look at weight and density over time. But in the end we will make recommendations based on this data collected and will select a business model that will provide the transparency that is needed with the correct compensation for that model. It has been our experience there are mainly about six different models for this, and many newer brokerage firms that want to “get their foot in the door” will use a “Shared Saving Model,” where they share in the savings they can provide a customer.

- Michael Ayoroa, Founder & President of Microsoft ITA Dynamics
  (February 2017: Week 2)



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ITA Dynamics is the representative of the Microsoft Dynamics NAV ENWIS software with sole distribution rights within the USA, Canada, & Mexico for this system, with implementation and upgrading expertise for waste services and recycling businesses.

                                                  

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