Issuu

Volume 7, Issue 3

May / June 2010

Security Shredding Storage News

Official Publication of the Security Shredding & Paper Recovery Markets

Inside This Issue 4

Mobile Software Solutions

Greener Gadgets by Design

In the mobile document destruction business, the right software can be the key to integrating route management and business proficiency.

10 Everybody Sells! Transforming Exceptional Service into Revenue Growth

13 New Challenges for HIPAA Business

Associates Under ARRA and HITECH

Departments

• In the News • Products/Equipment & Services Visit our website at www.sssnews.com

By Mark S. Kuhar

n the mobile document destruction business, fleet management is an area where technology can play a crucial role. We are not that far removed from the days when moving a fleet of trucks around a geographic area was done using a legal pad and pencil, some good city maps, and more than a few calls from a pay phone. New developments in vehicle logistics offer companies conveniences such as in-vehicle computers, innovative software development and data pulled from satellites. When a fleet of trucks is managed successfully, it saves time, money and creates maximum efficiency. In the mobile document destruction business, often the right software program can be the difference between running an efficient operation and operating behind the curve. There is a real need for technology solutions to provide the edge that any business needs to be competitive. Truck tracking, dispatch, GPS systems and integrated programs designed to ticket, invoice, and generate instantaneous data are becoming the norm for savvy businesses.

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ccording to Steve Edsall, owner of Records Pro, a mobile document destruction business in Indianapolis, the last year has been great, mostly due to the fact that he employed new, multifunctional software technology to help his business and its three busy trucks run smoother. For Edsall, profitability has improved as well. “Our new system has already paid for itself several times over,” he said. The key is integrated technology. “We could not have asked for more in a technology package,” Edsall said. “The set up was seamless, and the mapping feature that we are using has meant a real improvement. Each ticket also includes a mini-map that can be modified, which makes getting to the next location faster and easier.” The company providing the software that has elevated Records Pro to the next level is Ontario, Canada-based RouteOptix. According to the company, its software solutions “will streamline your operations, maximize efficiency, and increase profitability. We include and fully integrate all the tools you need to proactively manage all areas of your business.” “There are many benefits to using a routing and tracking software,” said the company’s Marion Davey. “When choosing a software vendor, it is beneficial to look for a product that is comprehensive to benefit all aspects of your business including customer service, operations and accounting to seamlessly streamline these areas into one application.” Continued on page 3

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Security Shredding & Storage News

Mobile Software Solutions Continued from page 1

PUBLICATION STAFF Publisher / Editor Rick Downing

Contributing Editors / Writers Jim Booth Mark S. Kuhar Joseph Lazzarotti Ann C. Logue Walt Zeglinski

Production / Layout Barb Fontanelle Christine Pavelka

Advertising Sales Rick Downing

Subscription / Circulation Donna Downing

Editorial, Circulation & Advertising Office 6075 Hopkins Road Mentor, OH 44060 Ph: 440-257-6453 Fax: 440-257-6459 Email: downassoc2@oh.rr.com www.sssnews.com For subscription information, please call 440-257-6453 Security Shredding & Storage News (ISSN #1549-8654) is published bimonthly by Downing & Associates. Reproductions or transmission of Security Shredding & Storage News, in whole or in part, without written permission of the publisher is prohibited. Annual subscription rate U.S. is $19.95. Outside of the U.S. add $10.00 ($29.95). Contact our main office, or mail-in the subscription form with payment.  ©Copyright 2010 by Downing & Associates.

Davey stresses the importance of customer and job-site tracking and a mechanism to record customer-service calls that will assist customer service representatives to organize calls received and respond quickly to them. “Routing has many challenges,” she said. “A solution that will handle regularly scheduled calls as well as ‘on-call’ or ‘call-ins’ will enable you to handle any routing challenges you may encounter. Mapping technology is readily available with software applications and will assist you to provide a very visual picture of your calls. It is essential to be able to drill down to a detailed level when it comes to revenue tracking and reporting to gain insight into the overall profitability of your business.” RouteOptix isn’t the only company with a software solution for the mobile document destruction business. Also offering a multi-faceted software product is San Diego-based Soft-Pak. According to the company, software that is powerful and easy to use is “a very good thing.” Soft-Pak has spent more than 25 years developing its products i-Pak and e-Pak specifically for the waste and recycling industries. “As the document shredding business becomes more competitive, efficiencies in operations are key to growing and managing your business,” said company President Brian Porter. “We have seen all too often where a basic billing package is used and eventually this causes more work, lost productivity and decreased billable revenue. When customer service, tracking, and billing are not tied together; work orders inevitability get lost and billing can be neglected. Having software that ties all these aspects together automatically and is geared for this specific industry allows business owners and operators the flexibility to spend their time growing the business and not worrying about basic business functions.

Customer benefits

oth RouteOptix and Soft-Pak tout the benefits of their software programs. For RouteOptix, the key is return-on-investment and customer retention. “RouteOptix offers many benefits to its customers,” Davey said. “In addition to helping companies increase profitability and maximize their vehicle routing efficiency, we offer a solid ROI, enhance customer retention and provide augmented management reporting. One of the cornerstones of the RouteOptix solution is our fully integrated utilization of Microsoft MapPoint technology which allows for an interactive visual interface while setting up customer information, optimizing routes, or dynamically dispatching calls.” RouteOptix is a unique software vendor in that it services a number of vertical markets and specializes in the challenges of those verticals. “This enables us to provide much flexibility to our customers,” Davey said. “We can provide tools to show where sales density could be increased geographically and the system can also be used for sales prospecting. Many forms and reports are available which are fully

What’s included?

A comprehensive software solution package for the mobile document destruction business could include: • On-line dispatch and route management. • Integrated billing, accounts receivable and collections. • Productivity and profitability reporting. • Inventory tracking, sales management and fleet maintenance. • Scale and landfill ticketing. • Commodity tracking and hazardous-waste handling. • Management reporting. • Comprehensive customerservice options. customizable related to customer service, routing, billing and accounts receivable.” Most document destruction companies have multiple lines of business, and Soft-Pak is flexible enough to allow for unique ways to handle these lines of business, according to the company. “An example of this is Rouge Disposal in Medford, Oregon,” Porter said. “They use i-Pak for their waste hauling operations, but they also have two Transfer Stations, a material recovery center, a document destruction fleet and a coffee house all using Soft-Pak. Not too often can you order a mocha from the scale attendee while you are paying for your C&D debris at the Transfer Station. Soft-Pak easily handles all of these transactions.”

Integration issues

he ability to seamlessly integrate a software product into business operations is often a critical determining factor before purchase. Both Soft-Pak and RouteOptix make it an easy transition. “It depends on the size and scope of the operation, and what features of Soft-Pak they want to use,” Porter explains. “For a smaller operation, we expect a client to convert historical data and be up and running within 30-45 days. For the larger operations with multiple lines of business and more complex reporting structures, it may take 90 days for full training, data conversion and go live from all business segments.” Soft-Pak has an experienced data-conversion team, field-training team and customer service group that assists with all of its clients’ needs. “We recently had a new customer start with e-Pak, Porter said. “The client had three trucks with two people working in the office. With e-Pak and our cloud computing infrastructure; there is no hardware to buy and the 400 customers they had easily converted. They were routing trucks and did their first billing run inside of two weeks. It was a smooth transition.”

Continued on page 12

Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News

Greener Gadgets

by Design

Regulations, incentives, and other factors are pushing manufacturers to consider recycling in the design of electronic products, but they could do more.

By Ann C. Logue

e can all look back and laugh at what our electronic devices looked like—and how little they did—15 years ago. Cell phones were as big as a TV remote control, and they could only make phone calls. The first IBM ThinkPad laptop computers weighed more than 6 pounds. Portable music came via bulky CD players. And the cathode-ray-tube television or computer monitor could be found in nearly every home or office. Since then, manufacturers have designed electronic products that are lighter, smaller, more feature-packed, and (often) less expensive. Some of the visible changes—as well as other, less visible ones—also have been a boon to electronics recyclers. Though few companies considered the environmental impact of their electronic products 15 years ago, since then interest in cradle-to-cradle product management has grown significantly, and manufacturers now tout the environmentally friendly features of their products. Here’s a look at what’s driving that change and the relationship between electronics design and electronics recycling.

Design barriers to recycling

rom the recyclers’ perspective, perhaps the biggest problem in electronics design—and a significant area of progress—is the use of materials that are potentially harmful to human health or the environment. Cathode-ray tubes were the first issue, says Scott Cassel, executive director of the Product Stewardship Institute (Boston). Environmentalists worried that the leaded glass in CRT monitors and televisions was adding lead to the soil and groundwater near landfills. PVC plastics used to insulate copper cables and brominated flame retardants in plastic housings are another concern because they can produce carcinogenic dioxins and furans when burned, thus they can become hazardous when electronics that contain them are smelted to capture their nonferrous metals—or when they’re incinerated as an alternative to landfilling or in a waste-to-fuel process. This is especially a concern in developing countries, where several exposés have documented the unregulated, open burning of electronics to collect the precious metals they contain. Additional hazards include lead solder on circuitboards, mercury in the fluorescent lights in flat-panel displays, rechargeable and

demand in the United States, says Kimie Romeo, co“button” batteries, and polychlorinated biphenyl in owner of Imagine It (Rochester, N.Y.), which operates older capacitors. electronics collection programs. Domestic markets Some of these materials, like leaded glass, are much more interested in separated plastics, she are hazards when disposed of improperly but not says. Clayton concurs. In the past few years, posthazardous when properly contained, processed, and shredder systems that separate plastics by color, recycled. But electronics recyclers are stuck with the density, and other characteristics have made it easier higher costs of properly handling these recyclables or to market electronics plastics, he says. “If you have properly disposing of nonrecyclable hazards. “There a clean product”—meaning one that’s segregated by are labor costs, training costs, and processing costs,” type and color and, ideally, free of flame retardants— explains Joe Clayton of Synergy Recycling (Madison, “you’ll be able to sell it,” he says. He has seen N.C.). “To pull every button battery off a circuitboard, improvement in the reusability of electronics plastics we have to open it, pull the battery off, get it to the right over the years, he says, and he has found some reliable refiner, [as well as] train people how to do it—there markets that pay fairly for the material, too. But the are a lot of costs involved.” Those costs can equal or process would be simplified if manufacturers used exceed the value of the other commodities electronics fewer types of plastics or clearly labeled those contain. To operate in the black, electronics they do use—a process that Hewlettrecyclers often charge fees to those who Packard Co. (Palo Alto, Calif.) and bring items for recycling or limit the some other manufacturers are products they accept, both actions beginning to undertake. that could discourage recycling, Another problem with especially where landfilling “Although the original plastics is they usually get electronics is still legal. equipment manufacturers have downcycled into lowerMichelle Mosmeyer, quality materials that are a spokesperson for Dell been working hard on making not used in electronics, (Round Rock, Texas), says products easier to recycle, they says Barbara Kyle of the that progress on replacing always could do better,” says Electronics TakeBack hazardous materials in Eric Harris, ISRI’s director Coalition (San Francisco). electronics with safer “There are limits to ones is sometimes slower of government and how much you can reuse than outsiders would international affairs.” them without adding virgin like, but for good reason. plastics,” she says, giving “We can’t make any of these the recycled product a lower changes if they compromise the value. When considering designing integrity or safety of the system,” products for recycling, “it’s important to she says. To meet the goal of eliminating look at the economics to make sure the materials flame retardants and PVC cabling, for instance, are ones the recycler can make money off of,” she Dell’s engineers have to identify plastics that provide says. If processed electronics create commodity the same safety and performance standards without streams that have a negative value, such as leaded the environmental risks. Clayton acknowledges the glass, or a low value, like plastics, processors will not difficulty. “I believe manufacturers are trying to pull find buyers in the more lucrative markets, she says. out the hazardous components,” he says. “I have seen If manufacturers would make electronics lots of progress, and I applaud their efforts.” housings out of metals instead of plastics, that would Hazardous materials are not the only barrier to be a “game-changer,” Kyle says. She points to Apple, electronics recycling, however. Product design can which was the first to go with an aluminum casing on be problematic as well. Manufacturers might use its laptop computers; other companies have followed. a half-dozen different types of plastic in a single “Metal costs more on the front end, but it has the product, each for a certain performance characteristic: benefit of being infinitely recyclable and is more durability, appearance, flexibility, and so on. Shredding likely to be recycled,” she says. “Nobody is going to an end-of-life electronic product commingles the Continued on next page plastics, creating a product for which there’s little

4 Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News Continued from previous page

the collection and recycling of electronic products. Though the directives apply only to European Union landfill it if they can make money off of it.” countries, manufacturers that have adjusted their The way a product is assembled also affects how products to meet RoHS requirements are selling easily it’s disassembled for recycling. Clayton recalls that when his company started, computers were held those products worldwide. Dell, for example, which together by many tiny screws, and each manufacturer’s began phasing out brominated flame retardants as screws were of a slightly different design and required early as 1996, has reduced its use of them a different tool for removal. Clayton says he’s noticed significantly. By the end of 2011, all newly introduced huge improvements in product assembly over the Dell personal computing products will be BFR- and years. More recent designs use few screws, often PVC-free, as the company identifies acceptable substituting snaps or levers, making it easier to alternatives that will not compromise product disassemble machines to harvest materials for reuse or performance and will lower product health and processing. “I think the manufacturers are trying,” he environmental impacts, Mosmeyer says. says. Sony has added clear labeling with the number The United States has taken a different and location of screws in a device to make disassembly approach—more carrot than the EU’s stick—to easier; HP provides detailed disassembly instructions encourage manufacturers to improve the recyclability on its Web site; and Dell’s Web site has data sheets of their products. Building off of the success of for all of its products, describing the materials they the Energy Star label, which helps consumers buy contain and other information of interest to recyclers. energy-efficient appliances, the U.S. Environmental Other design trends work in recyclers’ favor. Protection Agency (Washington, D.C.) funded the Smaller and lighter electronic development of the Electronic products generally contain a Product Environmental greater proportion of precious Assessment Tool (www. metals and other nonferrous epeat.net). EPEAT helps metals, making the value per manufacturers design products pound higher and making them with certain environmental “more and more [local] easier to transport, Clayton benefits and then certifies and governments are realizing notes. labels those products as meeting “Although the original this stuff doesn’t belong EPEAT standards. Registered equipment manufacturers have in the trash,” - Barbara products can receive a gold, been working hard on making silver, or bronze certification. Kyle of the Electronics products easier to recycle, they To reach the bronze level, TakeBack Coalition always could do better,” says the products must meet 23 Eric Harris, ISRI’s director of (San Francisco) required criteria, including government and international labeling mercury light sources, affairs. Romeo says that her identifying materials with wish list for better design special handling needs, for recycling would include and containing at least 65 products with more universal percent recycled or recyclable components because that would allow greater reuse. components. That last requirement has the potential There’s no reason for every cell phone to have a to influence product design, Clayton notes. “A different power adapter, for example. Such changes manufacturer looking at returning plastics back “have to start at the creation process,” she says. into production sees the benefits of not crossAnother wish is for more electronics that can be contaminating [recycled] plastic streams. If you’re repaired instead of replaced. Such products would going to do closed-loop recycling, it makes more have better value in markets for used products and sense not to mess it up at the front end.” parts. There is very real demand for used electronic EPEAT gives manufacturers a market incentive equipment, both in developed countries to support to improve their products’ recyclability, Harris says, legacy systems and in the developing world, where and it encourages them to think about incremental new equipment is not always affordable. “The improvements they can make to achieve a higher level obstacle to reuse is more on the manufacturer side,” of certification. For example, he says, “If you have to says Eric Williams, an assistant professor in the use mercury to make the device work, is there a way School of Sustainable Engineering and the Built to isolate the mercury so that it is easy to remove and Environment at Arizona State University (Tempe, recycle?” Putting more weight behind the program, Ariz.). Manufacturers do not want reused equipment Cassel says, is the move for business and government cutting into the market for new equipment, nor do they procurement rules to give preference to or mandate the want to deal with requests for support for old products. purchase of EPEAT-certified products. It’s unlikely, however, that someone spending $100 Cindy Erie, president of E-World Recyclers for a computer with a Pentium III processor can afford (Vista, Calif.), participates in the EPEAT program, a newer model, he says. representing the e-recycling industry at meetings and on conference calls of the Green Electronics Drivers of change Council (Portland, Ore.), which runs the federally ndustry experts point to several milestones that funded effort. She agrees that EPEAT registration have pushed electronics manufacturers to rethink is a good start, though she notes that participating their designs for greater recyclability. In 2003, manufacturers don’t have to register every product the European Union passed the Restriction of they make. Hazardous Substances Directive, which restricts the Additional incentives on the federal level use of lead, mercury, cadmium, and two fire retardants could come from the Electronic Device Recycling and Research and Development Act, which Sen. in electronic products, and the Waste Electrical and Continued on page 6 Electronic Equipment Directive, which mandates

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Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News

Greener Gadgets by Design

Continued from page 5

Amy Klobuchar (D-Minn.) introduced last year. The act would authorize the EPA to administer a grant program for research and development into electronics design to improve recycling and reuse, extend products’ useful life, and reduce the amount of hazardous materials they contain. “This is something the recycling community supports, the environmental community supports, and the [electronics manufacturing] community supports,” Harris says. Pressure for better electronics design for recycling is coming from the state and local levels as well. With the proliferation of electronic gadgets and greater understanding of the hazards they contain, “more and more [local] governments are realizing this stuff doesn’t belong in the trash,” Kyle says. They are passing landfill bans, leading consumers to call their solid waste district to ask where they can take electronics to recycle them. “The local governments are looking for manufacturers to take responsibility” for the products, Kyle says. To date, 20 states have put the ball back in the manufacturers’ court by implementing extended producer responsibility laws for certain electronic devices. These laws hold manufacturers responsible for recycling their products through a variety of means, such as requiring them to operate electronics recycling programs in the state or certify that they have recycled a certain volume of electronics sold in the state. The hope is that if manufacturers are responsible for recycling their products, they’ll design products that are easier to recycle. The manufacturers “will tell you that EPR programs are not driving their design,” Cassel says, but “if manufacturers are responsible for the end of life [of their products], then they’re going to find ways to reduce their costs. Changing design is one of those ways.” EPR laws have the potential to drive electronic product design, but “it’s not going to happen overnight,” Kyle says. Most of these laws have been in effect for only a few years. “I think volumes coming back through these programs must increase significantly before [they are] a significant driver,” she says. “If a company is resigned to the fact that it has to pay for recycling, at some point it [will realize] it can make money if it designs the product properly.”

Slow Progress

rogress toward better design for recycling is “not a straight line,” Clayton says. In some ways, the recycling problem will get worse before it gets better, as people discard decades’ worth of items that contain hazards or are otherwise difficult or expensive to process. Because there are no more domestic manufacturers of leaded glass CRTs, domestic markets for leaded glass have all but dried up, Kyle says. PVCs and plastics with BFRs pose similar problems. “People don’t want recycled plastics with flame retardants in them, which makes them more challenging for the recyclers because they’ll have less of a market,” she says. “Design for recycling has to focus on designing out the toxics.” Doing so would create domestic recycling opportunities, she insists, reducing the need to export. Unfortunately, product designs that have eliminated old problems can create new ones. CRTs have been replaced by LCD and plasma screens lit by fluorescent lamps, which contain mercury. The fluorescent lamps are numerous, hard to remove, and very fragile, Kyle explains. A recycler must “take apart the entire TV” to get to the lamps, and they’re hard to remove without breaking, which releases the mercury into the environment. On some laptop computers, the fluorescent lamps are “fused in” and cannot in any practical way be removed, she says. When removal is possible, “it costs the recyclers money to handle those bulbs responsibly,” Harris says. Dell is now shipping notebook computers made with LED screens that don’t contain mercury, Mosmeyer says. Such devices are new enough that any challenges they might pose to recycling are still unknown, Kyle and others say. Electronics manufacturers have shown they will respond to a combination of regulation, customer demand, and profit potential. Ultimately, Romeo says, manufacturers have to invest in recycling just as recyclers have to invest in their businesses. “There is a real cost to doing things the right way,” she says. Ann C. Logue is a writer based in Chicago. This article originally appeared in the May/June 2010 issue of Scrap magazine (www.scrap.org).

New York State to Mandate Electronic Recycling

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ext April, it will be easier for New Yorkers to dispose of outmoded or defunct electronic equipment, thanks to a new law that says manufacturers statewide are required to offer free programs for reuse or recycling, reports nytimes.com. After the April 11 deadline, manufacturers will not be allowed to dispose of electronic waste at landfills, and that deadline moves to January 15, 2015, for consumers. The law includes televisions, computers, printers, keyboards and DVD and MP3 players, but not appliances such as refrigerators, dryers and microwaves. The state will require each company to reuse or recycle a certain amount of electronic equipment yearly, based on market share of electronic sales in New York. Plus, makers who collect more waste than required can bank, trade or sell their credits for the excess, while those who fall short face fines that will state-run recycling. The state law, the 23rd state e-waste law in the nation, is tougher than the New York City law passed in 2008, which does not mandate recycling a certain percentage.

6 Security Shredding & Storage News. May / June 2010

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Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News

Everybody Sells!

Transforming Exceptional Service into Revenue Growth By Walt Zeglinski

ven as the economy hints at making a rebound, markets are becoming more competitive and products are rapidly commoditizing. As customers cautiously begin to spend their tightly held dollars, companies are realizing that re-establishing their previous customer relationships isn’t enough. The success of their growth strategy depends on increasing customer acquisition and loyalty. Traditionally, sales organizations were charged with executing successful growth strategies. However, in today’s upside-down economy, all employees are being asked to contribute to achieving revenue goals by upgrading their sales capabilities as part of an overall commitment to growth. Therein lies the first dilemma: how to acquire new customers and increase the number of products and services purchased per customer, while maintaining the high level responsiveness customers have come to expect. Despite the economic downturn, customers still demand high levels of service. If you can identify ways to transform your employees’ service best practices into “service-

selling” behaviors, you can expect to increase your customer base and your bottom line. That’s the second dilemma: convincing your service employees to integrate selling practices into their customer interactions. It means getting these employees to move beyond their current perception of what sales is, and to how their use of ethical principles in selling can be a service to their customers.

to identifying the specific wants and needs of their customers and demonstrating how the organization’s products and services can fulfill them. By helping your service-selling teams to develop the attitude, beliefs and skills to provide more value to customers, they will build stronger emotional bonds in the relationship, a key prerequisite for customer receptivity and loyalty.

Understanding Service-Selling

Overcoming the Barriers to Change

n a pure service culture, organizational and employee behavior is contingent on their knowledge and skill in responding to customer questions or concerns. However, in a service-selling culture, employees practice the attitudes, beliefs and skills to proactively seek to understand customers’ wants and needs that will increase the value created in every customer experience. Service organizations that have not made this transition will find organic growth difficult. In fact, research has shown that a positive customer-service reputation does not guarantee you will be the first choice by consumers. In order to achieve significant growth, everyone in an organization must enhance their commitment

any organizations serve their markets and their customers with a high level of personal “touch”. Even in today’s troubled economy and despite more aggressive competition and little differentiation, most committed service organizations can maintain their reputation for providing a high level of customer focus. At a time when most consumers feel “like a number”, this has great appeal. But the successful transformation from a service culture to a service-selling culture can have many barriers– and most of them have nothing to do with knowledge and skill. Many employees struggle

Continued on next page

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Security Shredding & Storage News Continued from previous page with the concern that embracing a sales philosophy may not be in the best interest of customers. As a result, they are resistant to adopting a service-selling philosophy. To make matters worse, this negative view of selling has created a cynical perspective with leaders in many organizations. Although non-sales leadership may still be committed to growth, they will resist a strategy that may force superior service to take a back seat. A successful transformation must engage the hearts and minds of employees and their leaders. To accomplish this, they must learn to embrace the definition of selling and service as two sides of the same coin. In our experience, employees will change their perceptions if they discover that selling, like service, is focused on identifying and fulfilling needs to create value for customers (rather than pushing products). In fact, if selling can be redefined as ‘doing something for someone’, your team will give themselves “permission” to ask the extra question or provide the added benefit that increases value. Once this is achieved, you will be on the path to transformational change.

Building a Bridge Between Service and Selling

rganizations that encourage their employees to practice ethical principles while selling and serving customers, will find their people willing to reach beyond their traditional roles and establish a foundation for deeper, more productive customer

relationships. Here are ten ethical Principles that, if consistently applied, will assist your employees build their service-selling relationships with your customers: • Service and selling are an exchange of value. • Service and selling are not something you do to customers; it’s something you do for and with them. • Developing trust and rapport precedes any service or selling activity. • Understanding a customer’s wants or needs always precedes an attempt to offer a solution. • Service and selling techniques must give way to values-driven principles. • Truth, respect and honesty provide the basis for long-term success with customers. • Service and selling pressure is never exerted by a service team. It’s exerted only by customers when they want or need the solution being recommended. • Dealing with customer concerns is never a manipulative process. • It’s a strategy to overcome problems ... when customers want to overcome the problems. • Getting agreement to a solution is a victory for both the service team and the customer. • Ethics and values contribute more to sales and service success than techniques or strategies.

Service Selling… the Great Multiplier

ost organizations understand that customer loyalty is a key factor in achieving profitable growth. If you define loyalty as the willingness of a customer to repurchase or provide referrals, than building high-value relationships is mission critical. Today’s challenging landscape has forced us to look beyond the sales team as value creators. Unless everyone in your organization is willing and able to contribute to your growth strategy it is unlikely that you will achieve your revenue goals. By engaging your employees’ buy-in to ethical service-selling behaviors you will not only increase your sales per customer, but also retain the service atmosphere your customers have come to expect. Service-selling is a value multiplier, as it increases sales, retains your customers, and drives more referrals from your client base. Dilemmas solved. Walt Zeglinski is the CEO & Chief Client Advocate for Integrity Solutions, a performance improvement company that helps its clients to create value for their customers. Walt has over 20 years of successful experience in the corporate performance industry, applying his expertise to successfully diagnose, plan and implement practical solutions for complex business challenges. He has worked with executive teams and frontline sales and service teams across most industries including financial services, healthcare, technology, hospitality and manufacturing. You may contact Walt at wzeglinski@IntegritySolutions.com, 602-253-5700 or www.IntegritySolutions.com.

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Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News

New Challenges for HIPAA Business Associates Under ARRA and HITECH By Joseph Lazzarotti

ave you noticed that negotiating that business associate agreement has gotten a lot more difficult? Many companies that serve health care providers and health plans, generally known as business associates, have noticed. These companies include software vendors, benefits brokers, cloud computing providers, data storage/destruction companies, and accountants, among others. The clients of these companies are citing HIPAA, ARRA, HITECH, data breach notification requirements, and state law mandates as they demand stricter contract language and additional rights and protections, such as the right to audit the business associate and to be held harmless in the event of any data mishap. Business associates that took HIPAA lightly in 2003 and 2004, when the HIPAA regulations first became effective (2005 and 2006 for the security regulations), are playing catch-up. When President Obama signed the American Recovery and Reinvestment Act of 2009 (ARRA), “business associates” may not have expected the significant effects that law would have on their businesses. Chief among those effects are mainly due to four sentences in The Health Information Technology for Economic and Clinical Health (HITECH) Act, passed as part of ARRA, and which generally became effective on February 17, 2010 (the breach notification mandate became effective on September 23, 2009), one year after enactment:

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“Sections 164.308, 164.310, 164.312, and 164.316 of title 45, Code of Federal Regulations, shall apply to a business associate of a covered entity in the same manner that such sections apply to the covered entity. The additional requirements of this title that relate to security and that are made applicable with respect to covered entities shall also be applicable to such a business associate and shall be incorporate[d] into the business associate agreement between the business associate and the covered entity.” ARRA Sec. 13401(a). This statement makes business associates directly subject to nearly all of the HIPAA security regulations, the HIPAA rules relating to electronic protected health information. Prior to the change, these obligations existed for business associates only as a matter of contract.

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“A business associate of a covered entity that accesses, maintains, retains, modifies, records, stores, destroys, or otherwise holds, uses, or discloses unsecured protected health information shall, following the discovery of a breach of such information, notify the covered entity of such breach.” ARRA Sec. 13402(b). This statement creates a new obligation for business associates – report to covered entities breaches of unsecured protected health information.

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“The additional requirements of this subtitle that relate to privacy and that are made applicable with respect to covered entities shall also be applicable to such a business associate and shall be incorporated into the business associate agreement between the business associate and the covered entity.” ARRA Sec. 13404(a). This statement makes business associates directly subject to nearly all of the HIPAA privacy regulations. Prior to the change, as with the security regulations, these obligations existed for business associates only as a matter of contract.

Info Request #117

In response to these law changes, and in the absence of regulatory guidance, covered entities have been demanding modifications to existing business associate agreements or requesting new agreements. In both cases, covered entities are seeking greater assurances from their business associates concerning the handling of the covered entities’ protected health information. On top of that, covered entities are weaving into business associate agreements and other agreements requirements under newly enacted state laws requiring protections for “personal information” in the hands of vendors (e.g., business associates) to curb identity theft. Given the cost and reputational harm

Info Request #133

10 Security Shredding & Storage News. May / June 2010

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Accenture Study: Perception of Data Security Does Not Match Reality

early three-quarters of organizations believe they have adequate policies in place to protect sensitive, personal information, yet more than half have lost sensitive data within the past two years, and nearly 60% of those organizations acknowledge data loss as a recurring problem. So says a recently released Accenture global study, conducted in conjunction with the Ponemon Institute, an independent privacy, protection and information security research firm. The survey of more than 5,500 business leaders and 15,500 adult consumers in 19 countries reveals the difference between intentions regarding data privacy and actual performance. According to Alastair MacWillson, managing director of Accenture’s Security practice, “Our study underscores the importance of taking a comprehensive approach to data privacy and protection, one that closes the gaps between business strategy, risk management, compliance reporting and IT security.” Some 58% of business respondents experienced at least one data security breach over the past two years, says the study, yet 73% believe their organization has adequate policies to protect the personally identifiable information it maintains. While 70% agreed that organizations have an obligation to take reasonable steps to secure consumers’ personal information, there are discrepancies in their commitments for doing so, as 45% of respondents were unsure about or actively disagreed with granting customers the right to control the type of information that is collected about them, and 47% were unsure about or disagreed with customers having a right to control how this information is used. Nearly half of respondents did not believe it was important or very important to protect consumer privacy rights, prevent cyber crimes against consumers or prevent data loss or theft. The study showed that the biggest causes of data loss are internal, within an organization’s ability to detect and correct. Business or system failure, at 57%, and employee negligence or errors, at 48%, were named most often as the source of the breaches, while cyber crime was named as a cause only 18% of the time. Compliance alone may not be enough to protect sensitive data. While 70% of respondents said they regularly monitor privacy and data protection regulatory compliance requirements, data breaches have occurred in 58% of organizations polled. The full research report is available at http://accenture.com/ dataprivacyresearch.

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5. Understand the law. Even if you’ve mastered the determination of whether you are a business associate, the rules outlining your business’ obligations likely will be evolving under HIPAA over the next few years, particularly with the expected growth of electronic health records and the expansion of health care. The same is true of state laws concerning personal information. In many cases these laws might coexist peacefully, in other cases there will be conflict. You need to be aware of the conflicts and be prepared to act accordingly. Joseph Lazzarotti is an attorney with Jackson Lewis, LLP in White Plains, New York. To view additional articles from their blog, please visit www. workplaceprivacyreport.com.

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2. Become compliant. As noted above, the HIPAA privacy and security requirements are now directly applicable to business associates. While additional guidance is expected as to what this means precisely, there is enough existing guidance concerning covered entities for business associates to use to achieve compliance. Among other things, compliance means conducting a risk assessment, adopting a written set of policies and procedures concerning the safeguarding of protected health information, and training staff. Being compliant not only reduces risk, but in an environment of increasing attention to data privacy and security, compliance can be a competitive advantage.

4. Develop strategies fo r reviewing/complying with multiple contracts. Some business associates have many clients and, therefore, business associate agreements. Managing unique provisions over d er R Riv E. multiple agreements can be daunting, although the ability to negotiate a uniform agreement across a client basis is increasingly unlikely. So, where possible, try to use similar provisions in all agreements and know ahead of time your approach to certain key provisions, such as handling data breaches.

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1. Confirm your company is a business associate. (go to HHS HIPAA frequently asked questions and insert “business associate” for helpful guidance). In some cases, covered entities are blanketing all of their vendors with these agreements. If you believe your company is not a business associate, raise it with your client. Of course, even if you avoid being considered a business associate, your customer/ client still may demand written assurances under state law for the personal information you handle on its behalf.

3. Review agreements carefully. Covered entities increasingly include contract provisions that provide the covered entity with greater protections than the law requires. To the extent possible, try to remove those provisions. In any event, it is important to know your obligations under these agreements; they can vary dramatically from covered entity to covered entity.

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that could come from a data breach, as well as a growing enforcement activity, many covered entities are becoming more forceful in their negotiations, citing legal mandates and established company policies for their unwillingness to budge on many provisions, even those that go beyond statutory mandates. What is a business associate to do? Here are some thoughts:

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Security Shredding & Storage News

Security Shredding & Storage News. May / June 2010 11

Security Shredding &1 Storage News 6/3/10 8:08 AM Page

sss ad june 2010:PRISM AD

Mobile Software Solutions

CONFERENCE CALENDAR

Continued from page 3

RouteOptix has successfully converted data from many applications over the years so that new customers can avoid the laborious task of lengthy data entry. “Once data is converted into RouteOptix, either on-site or on-line training will begin,” Davey said. “Part of the training process is to discuss with the customer what their goals are and what they want to accomplish to assist them to choose the method for operations that best suits their needs.” JOINT EUROPEAN REGION CONFERENCE ATHENS, GREECE SEPTEMBER 27-29, 2010

Expansion capabilities

outeOptix can capably manage the future expansion needs of an individual user or multiple users. “We have the ability to handle a single vehicle up to a large fleet to assist many companies to manage and grow their business,” Davey said. “Integration to third parties (GPS providers, hand-held devices) provides a collaboration of many different technologies which will offer more extensive benefits to companies as they grow. RouteOptix constantly strives to improve and updates with the latest enhancements are often driven by the suggestions of our customers to further improve the quality of our application.” Porter maintains that Soft-Pak is a very modular software application, allowing clients to use what they need, when they need it, until they need something in addition. “We have many customers that start small (with 3-5 trucks) and eventually grow to 50-plus truck operations,” he said. “As they grow, they add the necessary modules that are needed for their operation.” Options include modules for transfer stations, MRF, and commodity tracking; hand-held computing; vehicle management; web-based payments and e-billing; and real-time GPS tracking of vehicles. “These options may not be needed at once, but we often see clients add these features as they grow their operations,” Porter said.

DATA PROTECTION WORKSHOP WINSTON-SALEM, NORTH CAROLINA OCTOBER 19-20, 2010 FUNDAMENTALS OF RECORD CENTER MANAGEMENT WORKSHOP PHOENIX, ARIZONA DECEMBER 8-9, 2010 ASIA PACIFIC REGION CONFERENCE HO CHI MINH CITY, VIETNAM FEBRUARY (WEEK OF) 21-27, 2011 As a global organization, PRISM International meetings visit three continents each year. In September PRISM International will team up with NAID-Europe to offer our Joint European Conference.

For more information or to register for these upcoming conferences. Please go to our NEW website at www.prismintl.org

Mark S. Kuhar is a Medina, Ohio-based freelance writer with more than 20 years experience in the construction, materials and mobile-equipment markets.

Info Request #134

12 Security Shredding & Storage News. May / June 2010

Security Shredding & Storage News HIPAA/Hitech is Latest Industry Compliance Minefield: Prism Intl. Plans Industry Response By Jim Booth, Executive Director, PRISM International

IPAA is not new. Members of PRISM International have been sifting through the information and misinformation related to the Privacy Rule since 1999. The Security Rule surfaced a few years after and those engaged in information management services to organizations considered Covered Entities under the law aligned their policies and procedures, trained employees, and offered their business associate agreement to CEs that did not insist on using their own version. The pre-HITECH HIPAA was a tiny little Garter snake; it was essentially harmless, even if it occasionally inspired fear in those who did not understand its purpose and nature. With the passage of HITECH the industry now faces a King Cobra capable of completely destroying a business that does not respond appropriately and prepare adequately to service Covered Entities. Because of the sudden danger posed by changes in HIPAA, PRISM International is preparing a response to assist its members in clarifying obligations and responsibilities related to HIPAA. If PRISM is successful, this would provide tremendous relief for paper file storage companies who deal only with sealed cartons and would also assist most other information management service providers in responding to clients who may be “piling on”

additional contract provisions under the guise of HIPAA compliance. PRISM International’s Board of Directors, at their May meeting held in conjunction with the 30th Anniversary Conference, reviewed and approved this campaign for use. Following initial presentations to the US Department of Health and Human Services, which will be scheduled throughout the summer, all members and non-members of PRISM International who operate in the United States may be asked to participate. Preparations for this member campaign will begin in July, 2010. HIPAA is a well-established public law and as such, making any type of change occur will be difficult, time and resource intensive and require the cooperation of all members of the industry. If your company is not a member of PRISM International, it is extremely important that you join PRISM International in order to assist with this campaign. Prospective members of the organization are encouraged to contact PRISM International Executive Director Jim Booth at jim@prismintl.org if they are willing to become involved in this campaign. Even though the industry is small, if we work together we may be able to create a better environment for all information management companies in the United States.

always THE RIGHT FIT

Info Request #143

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CK Designs Manufacturing Inc. is an innovative and versatile company with a wide variety of executive consoles (Docu Protect). Our staff has been serving the document destruction industry since the mid 1990s. We have the right fit for all your executive console needs.

94 William Street Harriston, ON N0G 1Z0 ckdesigns@wightman.ca 1-519-338-5888 1-888-652-9319 (toll free) www.ckdesignsmfg.com

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Security Shredding & Storage News. May / June 2010 13

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14 Security Shredding & Storage News. May / June 2010

Info Request #131

In the News AF&PA Recycling Award Goes to Continental Airlines

ontinental Airlines recently received the 2010 American Forest & Paper Association (AF&PA) Business Leadership Recycling Award for its targeted, cost-effective, manageable, and sustainable recycling program. The airline was able to recover more than 6,000 tons of paper and paper-based packaging for recycling from 2006 to 2009. The company’s environmental affairs and communications staff boosted the previous recycling efforts with increased e-mail updates, posts on video monitors and ticker displays, articles in employee and customer publications, and company blogs and websites. “Paper recovery has reached a record high in the U.S. In 2009, 63.4% of the paper consumed in the U.S. was recovered for recycling, exceeding an industry goal three years ahead of schedule,” said AF&PA president and CEO Donna Harman. “Recycling programs like the one demonstrated by Continental Airlines serve as great examples of the ongoing commitment of the American people to this important environmental success story.” Recycling results are tracked and measured, and have become part of the company’s Eco-SkiesÔ brand. Proceeds from the recycling program are donated to We Care, a non-profit organization that helps Continental Airlines employees. For information on the annual AF&PA Recycling Awards, as well as background materials, free classroom resources, and interactive features, visit www.paperrecycles.org.

DPDA: Inkjet Printed Paper Can Be Deinked

he Digital Print Deinking Alliance (DPDA) is issuing a series of scientific research reports concerning the deinkability of inkjet printed papers, with the first presented at the PTS/CTP Deinking Symposium held in Munich, Germany recently reports risinfo.com. A study by Centre Technique du Papier (CTP) of Grenoble, France, shows that inkjet prints could be deinked using a procedure that mimics the function of a European mixed-grade paper recycling system. The DPDA’s Gary Williams, PE, paper scientist at InfoPrint Solutions Company, reviewed the CTP research data with those experts gathered at the international symposium. The first study, he said, set a baseline for future testing of inkjet prints. Nearly all samples were successfully deinked in test conditions that included bleaching, he noted. Test conditions were representative of current deinking technology for processing mixed grades of recovered paper. Almost all colorants were successfully deinked with hydrosulphite bleach and one case needed only peroxide for deinking. DPDA research will continue with other types of inkjet inks and paper combinations, and DPDA members will work collaboratively with INGEDE and the paper industry to develop the technologies for good deinking performance.

Identity Theft Remains a Main Concern for Consumers Finds Recall Survey

ecall North America recently announced the results of a study commissioned by Recall North America and conducted by Harris Interactive earlier this year. The survey asked 2,194 adults their views on identity theft, a serious issue that costs consumers and businesses millions of dollars annually, and can irretrievably destroy their credit. 9 out of 10 respondents are at least somewhat concerned about becoming a victim of identity theft and of those, nearly half were either extremely or very concerned about identity theft. Recently, health care professionals’ offices have begun asking for personal information from their patients, including social security and driver’s license numbers. 86 percent of those surveyed were at least somewhat concerned about the security of the information they provide to doctor’s offices. Nearly half of those were extremely/very concerned about the security of their confidential information.

Security Shredding & Storage News. May / June 2010 15

In the News Gemark Services of West Virginia Achieves NAID AAA Certification

Excel Manufacturing CEO Will be Missed

emark Corporation, Bluefield, WV, recently announced its National Association of Information Destruction (NAID) AAA certification of its Bluefield, WV facilities. The certification covers Gemark’s transfer processing station and its plant-based operations in the destruction of Paper/ Print Media, Micro Media and Computer Hard Drives. NAID’s purpose is to champion the responsible destruction of confidential information and materials by promoting high standards and ethics. The achievement of NAID’s AAA Certification represents the highest level of classification that NAID offers. Requirements include stringent employee clearance, training, facility security measures, strict protocols, specific destruction requirements and unannounced audits by authorized NAID security professionals. Gemark provides a secure and environmentally friendly avenue to end the life cycle of nformation held within media and electronic and paper files. Gemark is equipped to handle large volumes of sensitive medical, legal and archived files. Services also include the recovery of precious metals such as silver out of x-rays, microfilm and microfiche.

t is with heavy hearts that the recycling industry bids farewell to Excel Manufacturing C.E.O. Bryan A. Fisher who died in his home in Inver Grove Heights, Minnesota on April 29, 2010. All who knew Bryan knew he possessed an all consuming passion for power and precision which manifested itself through his love of airplanes, speed boats, Ducati motorcycles and fast sports cars. That same passion guided his equipment designs and broke the industry mold, showing owners they could expect more of their baling equipment. Most company founders with conviction as strong as Fisher’s would rule with a firm hand, yet Bryan was proud to recruit good talent, share his vision, and get out of the way. That trust created a strong and dedicated management team that allowed Bryan to spend the last 5 years semi-retired, flying his amphibious float plane and most recently earning his helicopter pilots license. According to company officials, Excel Manufacturing has experienced tremendous market growth in recent years and plans are to continue this path. Strategy and daily operations of the business will remain the responsibility of Todd Wondrow who has led Excel Mfg. as President since 2005. Majority ownership of Excel remains in the Fisher family with his father who has been an investor in the company for years. Bryan will be missed by many and be remembered by all who had an opportunity to know him.

Iron Mountain Calls on CMS to Expand Its Rules for e-Health Records

Binghampton, NY, Firm Gets Census Disposal Contract

Company Urges the Centers for Medicare & Medicaid Services to Reimburse Providers for Early EHR Efforts like Digitizing Paper Records

contract to sort and shred Internal Revenue Service documents has been awarded to Able Industries and its parent, SWS Inc. in Binghamton, NY, reports pressconnects.com. The National Industries for the Severely Handicapped (NISH) awarded the two-year contract, with a renewal option after the two-year period. NISH will also supply an interest-free loan to fund the purchase of a high-capacity shredding system and other support equipment needed to complete the work. No dollar amounts were given for the contract or the loan. The location will be declared a National Association for Information Destruction-certified site, and work will start this fall. An outside company will pick up the shredded material. IRS locations in Albany, Binghamton, Kingston and Poughkeepsie in New York and Scranton, Wilkes-Barre and Williamsport in Pennsylvania will be served, with Able Industries and SWS planning to segue into becoming a commercial document shredding service.

ron Mountain Incorporated recently called on the Centers for Medicare & Medicaid Services (CMS) to expand its proposed rules for the “meaningful use” of electronic health records (EHR) so healthcare providers would be eligible to receive federal subsidies for digitizing paper records and scrubbing patient databases. Iron Mountain made its recommendations to CMS in response to the agency’s Meaningful Use Notice of Proposed Rulemaking published in December. In the regulation, CMS outlined 25 criteria that caregivers and hospitals must meet before they can receive reimbursement under the American Recovery and Reinvestment Act of 2009. Missing though from CMS’s initial proposal are key first steps like scanning physical records and cleaning out patient databases that providers must do to implement EHR successfully.

Attention: Document Destruction Contractors! Help Your Customers Find a Home for Their Outdated Electronics Do what many ‘leading recyclers’ have done ... Partner with Dan-Mar and turn your scrap into cash! Precious metal value is going up and so is the demand for electronic scrap. As a global leader in asset recovery, Dan-Mar is ready to present you with fresh thinking on how you can maximize your profits. Call Dan-Mar today! ph: 631-242-8877 • fax: 631-242-8995 150 West Industry Court, Deer Park, NY 11729 e-mail: recycle@dan-mar.com • www.dan-mar.com

The Name to Trust in Surplus™

Info Request #114

16 Security Shredding & Storage News. May / June 2010

Dan-Mar Buys: • • • • • • • • •

Precious Metal Military Electronics Semiconductors Components Scrap PC Boards Telecommunications Integrated Circuits Networking & Test Equipment E-Scrap

Product/Equipment Profiles

Busch Systems Introduces Wave Recycling Container Series

Jake, Connor & Crew Introduces “The Pedigree Series”

usch Systems has launched their newest line of recycling bins. The ‘Wave Series’ features two new recycling containers designed for high traffic areas. The ‘Wave Solo & Duo’ are perfect for outdoor amusement parks or stadiums, as well as, easy to clean and ideal for indoor applications such as malls or schools. The ‘Wave Solo & Duo’ are the next generation of Busch recycling containers. The ‘Wave Solo’ is designed for singlestream collection and the ‘Wave Duo’ is designed for multistream collection. The ‘Wave Series’ is designed to optimize valuable space in high traffic areas, such as food courts. The lid of the container has retention bumps across each side which creates a secure space for food trays to nest inside each other. The containers are also fitted with an adjustable hinge which allows the lid to be swiveled to the side. This makes it easier and faster to collect materials. The inside of the ‘Wave Solo & Duo’ is curved inward so that water can drain out easily; keeping the containers clean and odor free. The new recycling bins are also lined with high quality plastic compartments which are fitted with grip handles. The twenty gallon liners are easy to remove, collect and clean.

ake, Connor & Crew is proud to introduce our newest innovation, “The Pedigree Series” of wheeled bins! A worthy counterpart to our renowned “Retriever” and our bestselling consoles, these 32 gallon, 64 gallon, and 96 gallon bins are available in North American and European lifting styles. Successfully used in Europe for over 5 years, we have designed these bins exclusively for the shredding industry, with a customized reinforced lid, anti-fish paper slot and hasp ready for your padlock. These bins will seamlessly integrate into your current container inventory and provide you with valued peace of mind. Now all of your container requirements can be satisfied with Jake, Connor & Crew’s bins and consoles.

For more information contact Carla Kostiak at 705-797-2455, Carla@netgainseo.com or visit www.buschsystems.com.

For additional information on pricing or product details, contact Jake, Connor & Crew at 519-576-9865 or sales@jakeconnorandcrew.com.

MOD Recycle Carts Tout Full Color Graphics, Serial Numbers

KEITH Offers Two-Year Warranty on WALKING FLOOR® System

ecycling carts and containers from Meese Orbitron Dunne Co., ( w w w. Re c yc l e o s a u r u s. com), feature optional permanent, molded-in company l o g o s, t r a c k i n g numbers and other markings to promote cart security, deter cart theft and ease identification of the carts and their contents. Available as molded-in graphics or as raised lettering, the full color imagery and/or text may include the names, addresses and phone numbers of companies or municipalities, serial numbers, Web sites, names of recyclable material types in transit and other custom information in a choice of languages and in virtually any type face or size. Ideal for recycling processors, scrap collection companies, waste generators, municipal recycling programs and others, the carts and containers with permanent graphics and text are waterproof and weatherproof. The permanent, molded-in graphics and text are available on the company’s entire line of recycling collection carts, containers and tilt trucks. For more information, contact Tom Cooper at 800-829-4535, tcooper@modroto.com or see www.Recycleosaurus.com.

mprovements to the most popular system sold by KEITH Mfg. Co., has led to the introduction of the two-year warranty on all new Running Floor II® DX and ADX drives. Design modifications to the KEITH Running Floor II ® DX include an improved cylinder design, updated check valve design, improved corrosion resistance and a new, standardized tubing design. 2010 brings the Running Floor II® ADX drive, featuring an automated switching valve. A WALKING FLOOR system is a horizontal unloader, eliminating the need for tipping or dumping. Aluminum slats run the length of the trailer floor. Actuated by a fourphase hydraulic drive, slats move in groups of three, then together. This sequence “walks” material out. Systems can be bi-directional for both loading and unloading product. With few moving parts, the systems are durable and low in maintenance. For more information contact KEITH Mfg. Co. at 800-547-6161 or sales@keithwalkingfloor.com.

Security Shredding & Storage News. May / June 2010 17

products / equipment & services Collection & Storage Containers

Material Processors/Recyclers

All Source Manufacturing www.allsourcemfg.com See ad on pg. 7 & 14

Dan-Mar Components, Inc. www.dan-mar.com See ad on pg. 16

Bomac Carts www.bomaccarts.com See ad on pg. 10

Gemark Corporation www.gemark.com See ad on pg. 5

Mobile, Office & Plant-based Shredders Continued

Alpine Shredders Ltd. www.alpineshredders.com See ad on pg. 6

Cresswood Shredding Machinery www.cresswood.com See ad on pg. 12

Paper Balers & Conveyor Systems Continued

IPS Balers www.ipsbalers.com See ad on pg. 14

Titan Industries Inc. www.titanconveyors.com See ad on pg. 14

Software

Hammermills CK Designs Manufacturing Inc. www.ckdesignsmfg.com See ad on pg. 13

Jake, Connor & Crew www.jakeconnorandcrew.com See ad on pg. 2

Perm-A-Store Perm-A-Store www.turtlecase.com See ad on pg. 14

Document & Product Destruction Equipment & Services

Security Engineered Machinery P.O. Box 1045 5 Walkup Drive Westboro, MA 01581 Contact: Audra Jones Ph: 508-366-1488 Fax: 508-366-6814 Email: info@semshred.com www.semshred.com

Schutte-Buffalo Hammer Mill LLC www.hammermills.com See ad on pg. 19

Material Lifts

Custom Industrial Products Inc www.customindprod.com See ad on pg. 14

Mobile, Office & Plant-based Shredders

Allegheny Paper Shredders www.alleghenyshredders.com See ad on pg. 10

To have your Products, Equipment or Services listed here, call Rick Downing at 440-257-6453.

Untha America www.untha-america.com See ad on pg. 20 RouteOptix Inc. www.routeoptix.com See ad on pg. 11

WEIMA America www.weimaamerica.com See ad on pg. 14

Soft-Pak www.soft-pak.com See ad on pg. 14

Paper Balers & Conveyor Systems

Excel Manufacturing www.excelmfg.com See ad on pg. 14

Trucks, Trailers & Moveable Floors

Keith Manufacturing www.keithwalkingfloor.com See ad on pg. 9

Wear Parts & Service

Harris www.harrisequip.com See ad on pg. 14

Dun-Rite Tool www.dun-rite.com See ad on pg. 13

Categories Available Include: • • • •

Consulting & Training Services Document & Media Storage Services Document & Product Destruction Services Document Imaging Equipment

18 Security Shredding & Storage News. May / June 2010

• • • •

Financial Services Fire Security Systems Insurance Mobile Storage Systems

• • • •

Office Shredders Perimeter Security & CCTV Systems Storage Rack Systems Storage Vaults

unlike a shredder, the

E-CYCLER doesn’t just cut it...

E-NIHILATES.

Schutte-Buffalo Hammermill’s E-Cycler is the alternative to a shredder. Unlike the cutting action of a shredder, the E-Cycler hammer mill pulverizes e-scrap, scouring confidential data and liberating recyclable components in one pass.

• ½ the cost of a shredder with lower maintenance costs and a higher production capacity • Completely scours information to illegibility • Renders electronic components unusable and unrecognizable • Four-way reversible steel hammers crush and shatter material • Interchangeable screens guarantee a properly-sized end product • Liberates components for easy separation and recycling • Pulverizes hard drives, printed circuit boards, CDs & DVDs, cellular phones and more

1-800-447-4634

America’s fastest growing hammermill company

61 DEPOT STREET, BUFFALO, NY 14206 • (716) 855-1555 • FA X: (716) 855-3417 • E-MAIL: INFO@HAMMERMILLS.COM • WWW.HAMMERMILLS.COM

SP-264_E-cycler_FINAL.indd 1

Info Request #132

1/20/09 12:15:17 PM

Security Shredding & Storage News. May / June 2010 19

Info Request #130