Selling the Trenchless Industry

Attacking the competition and creating negative perceptions can ultimately slow the growth of trenchless technologies.

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For the past 40 years, NASSCO has been successful in setting standards for the assessment and rehabilitation of underground infrastructure because — in the words of one of our board members — “people put down their swords” when it comes to NASSCO members working together and doing what is best for the industry.

Every NASSCO member has signed a pledge that states, “Our integrity, ethics and technical competence are the source of our strength. They provide the industry’s corporate intelligence and determine its reputation.” For the most part, our members uphold this pledge; however, our industry — which includes NASSCO member organizations — is not immune to the effects of negative selling.

Marketing communications and other sales tactics that attack the competition or create negative perceptions of competing products can creep in and ultimately slow the growth of trenchless technologies by undermining the confidence of municipalities and engineers.

Many engineers and municipalities are still not completely comfortable with trenchless technologies. After listening to salespeople share negative views of competitive products, engineers may conclude that no trenchless solutions are worth the risk and place their trust on the reliability of open-cut repairs and replacement, which ultimately hurts us all.

No products or services are perfect for every application. The decision of what is best for any trenchless project should be based on a firm understanding of each of the products or services available, engineering facts regarding these products and services, and references from independent sources.

Our industry relies on the cooperation of competitors to build and grow the industry for everyone. This is an effective recipe that has been extremely successful for 40 years.

Unfortunately, when one company decides to falsely represent the competition, this can upset the balance. Not only do they shed a negative light on their competitors, they shed a negative light on their own company, and ultimately the trenchless industry in general.

NASSCO’s mission to ensure the continued acceptance and growth of trenchless technologies goes way beyond the success of our members. It represents more cost-effective sustainment of our infrastructure, more effective spending of our sewer and water fees, and, ultimately, healthier infrastructures for our communities.


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PACP TRAINING

March 7 Twinsburg, OH
1 Day Recertification Course
Trainer: Brandon Conley
Contact Ashley Groves for more information or to register: 248-349-0904 or email pacp@dohenycompanies.com

March 7-9 Marriottsville, MD
Includes Manholes and Laterals!
Trainer: Ted DeBoda
Contact Dawn Jaworski for more information or to register: 410-442-7473 or email dawn@nassco.org

March 8-10 Twinsburg, OH
Includes Manholes and Laterals!
Trainer: Brandon Conley
Contact Ashley Groves for more information or to register: 248-349-0904 or email pacp@dohenycompanies.com

March 14-16 Healdsburg (SF Bay Area), CA
Includes Manholes and Laterals!
A limited number of PACP Re-Certification seats available.
Contact Marilyn Shepard for more information or to register: 916-899-8961 or email mshepard1@hotmail.com

March 15 Marriottsville, MD
PACP User Recertification
Trainer: Ted DeBoda
Contact Dawn Jaworski for more information or to register: 410-442-7473 or email dawn@nassco.org

March 16-18 Conyers, GA
Includes Manhole and Laterals!
Recertifications Welcome
Contact John Jones for more information or to register: 404-431-5584 or email plumblineconsultant@gmail.com

March 29-31 Sacramento, CA
Includes Manholes and Laterals!
A limited number of PACP Re-Certification seats available.
Contact Marilyn Shepard for more information or to register: 916-899-8961 or email mshepard1@hotmail.com

April 4 Northville, MI
1 Day Recertification Course
Trainer: Brandon Conley
Contact Ashley Groves for more information or to register: 248-349-0904 or email pacp@dohenycompanies.com

April 4-6 Honolulu, HI
PACP Only
A limited number of PACP Re-Certification seats available.
Contact Marilyn Shepard for more information or to register: 916-899-8961 or email mshepard1@hotmail.com

April 5-7 Northville, MI
Includes Manholes and Laterals!
Trainer: Brandon Conley
Contact Ashley Groves for more information or to register:
248-349-0904 or email pacp@dohenycompanies.com

April 11-13 Marriottsville, MD
Includes Manholes and Laterals!
Trainer: Ted DeBoda
Contact Dawn Jaworski for more information or to register: 410-442-7473 or email dawn@nassco.org

ITCP TRAINING (CIPP and Manhole)

March 2-3 Pittsburgh, PA
Cured In Place Pipe
8:00 am – 5:00 pm Day 1 • 8:00 am – 1:00 pm Day 2
Trainer: Gerry Muenchmeyer
Contact Gerry Muenchmeyer for more information: 252-626-9930 or email gerry@muenchmeyerassoc.com

March 9-10 Pinellas County, FL
Cured In Place Pipe
8:00 am – 5:00 pm Day 1
8:00 am – 1:00 pm Day 2
Trainer: Gerry Muenchmeyer
Contact Gerry Muenchmeyer for more information: 252-626-9930 or email gerry@muenchmeyerassoc.com

March 24-25 Milwaukee, WI
Cured In Place Pipe
8:00 am – 5:00 pm Day 1
8:00 am – 1:00 pm Day 2
Trainer: Gerry Muenchmeyer
Contact Gerry Muenchmeyer for more information: 252-626-9930 or email gerry@muenchmeyerassoc.com

April 6-7 Detroit, MI
Manhole Rehabilitation
8:00 am – 5:00 pm Day 1
8:00 am – 1:00 pm Day 2 Morning
Contact Tim Back for more information: 513-253-8461 email timbacktwo@gmail.com



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