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In Brief Brambles Provides Update on Recall Sale “Brambles said advanced talks were continuing with potential bidders, but did not name them,” Reuters reports. “In January, sources said it had short-listed four buyout firms including Carlyle Group and Apollo Global Management for the deal.” Bank of America, Merrill Lynch and UBS AG are advising Brambles on the sale, which the company expected to be completed within four to eight weeks of its March 28 announcement.
The event collected 111,920 pounds of paper, surpassing the previous record of 87,360 pounds, set in 2011, by more than 12 tons.
A Cintas secure shredding truck was on site at each event to destroy documents. The shredded paper was recycled into paper products, such as paper towels and tissue, Cintas says. |
BRM Acquires Underground Archives
Business Records Management LLC (BRM), a Pittsburgh-based information management company, has acquired the records and information storage and document destruction business and the related assets of Underground Archives LLC, with locations in Wampum and East Brady, Pa. (Underground Archives was profiled in the September/October 2010 issue of SDB magazine.) BRM says the acquisition is designed to enhance its position as a regional leader in the industry.
Joseph Gross, BRM director of sales and account management, says the company has acquired Underground Archives’ private vaulting business as well as its film and sound storage business, amounting to roughly 400 clients, but will lease Underground Archives’ locations from Daniel Bruce, the company’s former owner.
Gross says Underground Archives was a strategic acquisition in that it allows the company to expand into the private vaulting and film and sound storage segments and because the company’s facilities comply with National Archives and Records Administration standards for facility requirements.
BRM says it will retain and continue to develop the Underground Archives brand name as an international provider of secure underground vital records and specialized film and sound management.
Twelve of Underground Archives’ staff members will remain with the company after the acquisition, Gross says.
BRM operates 11 facilities in Pittsburgh, two in Erie and one in Johnstown, Pa., and serves western Pennsylvania, Ohio, West Virginia and parts of Maryland and New York.
Allshred Services’ Employees Earn CSDS Designation
Maumee, Ohio-based Allshred Services has announced that four of its staff members now hold the Certified Secure Destruction Specialist (CSDS) accreditation from the National Association for Information Destruction (NAID), the trade association for the information destruction industry. The accreditation promotes and acknowledges the comprehensive understanding of rules and regulations related to secure destruction.
The company’s Sales Manager Kevin Cole, Information Security Consultant Ed Cassidy, Information Security Consultant Steve Hawes and Marketing Manager Staci Bailey all have earned the CSDS accreditation.
“Everyone here at Allshred Services is very proud of these individuals,” says Tom Huth, Allshred Services executive vice president of operations and president-elect of NAID. “Our customers and prospects are truly speaking to experts in the industry because of the CSDS accreditation.”
Allshred Services provides secure document destruction services.
Sales and Marketing Factor Heavily into NAID 2012 Annual Conference Programming
The 2012 National Association for Information Destruction (NAID) Annual Conference emphasized sales and marketing techniques. Jeffrey Gitomer, the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections and The Little Gold Book of YES! Attitude, addressed attendees of a sales workshop Saturday, March 31. Addressing the topic of business marketing was records and information management marketing specialist Tom Adams, who spoke at the keynote breakfast, Sunday, April 1.
“You are in the value business,” not in the price business, Gitomer reminded attendees who felt that shredding services have been commoditized. He also suggested that destruction companies needed to provide value beyond the pickup of documents to retain customers. What happens after the sale takes place is the measurable value, necessitating quality service, he added.
He also suggested that knowing why people buy destruction services is more important than knowing “how to sell.” Gitomer advised attendees to find out a customer’s reason for wanting to buy.
“Questions are the heart of the sale,” he said, recommending that sales professionals engage with prospects to discover what motivates them to buy. He said a salesperson’s questions should make the prospect think, consider new information and respond in terms of the salesperson’s company.
Gitomer advised attendees to replace cold calls with social media, saying it presents a “huge opportunity” to attract, engage and connect with customers and prospects.
In his session, Adams, author of You Are the Logo, discussed how attendees could stand out from local competitors. He said that when products and services look similar to a prospect, they narrow their choices based on subjective criteria, with price often becoming the only distinguishing feature.
Adams advised business owners to tie their personal names into their marketing. “Become more visible as the face of your business,” he said.
“You are in the business of marketing your shredding and destruction business, not in the shredding and destruction business,” Adams added.
He advised business owners to consider how they can get new clients to find them rather than finding new clients. He likened it to developing magnetism. “If you’re magnetic, you get paid for your value; people line up for your service.”
The NAID 2012 Annual Convention was March 30 to April 1 in Anaheim, Calif. The 2013 conference will be March 22-24 in Nashville, Tenn.
Market2Mill to Report Sorted Office Paper Prices
Market2Mill, the recovered fiber price report and benchmark service from Forest2Market, Charlotte, N.C., will begin reporting sorted office paper (SOP) prices and market trends in June 2012.
Forest2Market says Market2Mill also will add export prices in late June.
Attorney James R. McGibbon, who rendered the anti-trust opinion that paves the way for the addition, says, “There is very little transparency in sorted office paper pricing at present due to the lack of market reporting, and it seems quite possible that there are gross and unjustified discrepancies in prices of what are essentially commodity products.” He adds. “Improved pricing data to both sides in a competitive market should lead to more accurate pricing based on economic factors of supply and demand, thus improving market efficiency.”
Launched in April 2011, Market2Mill covered DLK (double-lined kraft) and OCC (old corrugated containers). Forest2Market says it quickly accumulated enough data to split OCC prices into two categories: those traded under contract and those traded on the open market.
Barbara Hudson, manager of Forest2Market’s recovered fiber practice, says this addition further establishes Market2Mill as the industry standard. “We’ve doubled the number of products we report in just one year and increased the segments of the recovered fiber industry that we serve,” she says.
Hudson adds, “With the inclusion of SOP prices in our price report and benchmarks, document destruction companies will—for the first time—have the tools they need to compare their performance to, and improve their performance against, the market.”
Regarding Market2Mill’s addition of export pricing, she says, “Export markets have been drawing high volumes of fiber away from the U.S. domestic supply. The strength of demand coming out of Asia in particular has created a price differential between export and domestic markets. By adding export prices to our reports, Market2Mill subscribers will have a global picture of the market.”
Market2Mill reports volume-weighted average prices derived from actual transactions submitted by subscribers, who use this data to assess their performance against the market and to develop forward-looking pricing strategies.
NAID Announces Results of 2012 Election
The National Association for Information Destruction (NAID), Phoenix, has announced the newly elected members of the association’s board of directors at the NAID 2012 Annual Conference in Anaheim, Calif. The conference was held at the Disneyland Resort from March 30 to April 1.
Tom Huth of Allshred Services, Maumee, Ohio, was elected president.
Elected to the NAID board were Don Adriaansen, CSDS (certified secure destruction specialist), Titan Mobile Shredding LLC, Doylestown, Pa.; Renee Keener, American Document Securities, Carrollton, Ga.; and Angie Singer-Keating, Reclamere Inc., Tyrone, Pa.
Paul Garfunkel of Intek Truck & Equipment Leasing, Roseland, N.J., was elected as vendor liaison.
The candidates were nominated by other NAID members in December 2011, and the election took place at the conference. Each candidate was given the opportunity to speak at the luncheon, March 31, and the polls closed at 3 p.m. the same day.
Elected to the post of secretary was Les Etscheidt of Document Destruction and Recycling Services, Cedar Rapids, Iowa; however, NAID reports that Etscheidt resigned from the association’s board as the result of an unexpected job offer that has him leaving the information destruction industry.
NAID member John Mesrobian of Loss Prevention and Investigations in Fresno, Calif., will fill the void created by Etscheidt’s departure. NAID reports that its board appointed and approved Mesrobian during a monthly meeting.
The newly elected board joined President Scott Fasken, Past President Ray Barry, Treasurer Chris Isabell, NAID-Australasia Director Van Karas, NAID-Canada Director Dave Carey, NAID-Europe Director Yarom Ophir, Director Bruce Andrew and Director Stephen Richards.
NAID is a nonprofit trade association serving the secure destruction industry. Its mission is to promote the proper destruction of discarded information and to encourage the outsourcing of destruction needs to qualified contractors.
More information on the NAID board of directors is available at www.naidonline.org/nitl/en/about/leadership.html.
Corrigan Record Storage Achieves NAID Certification
Corrigan Record Storage, based in Novi, Mich., has been certified by the National Association for Information Destruction (NAID), Phoenix. The company has earned an endorsement for plant-based destruction of paper/printed media.
Corrigan Record Storage, which is celebrating its 25th year in business in 2012, added plant-based destruction services in October 2011.
Chris Rauch, general manager of Corrigan Record Storage, says, “This is a natural step for us to continue growing our business and having the ability to offer more services to our customers. We are securing our customer’s documents from start to finish.”
Data Guardian Expands Services
Data Guardian, based in Portage, Mich., has announced that it is now offering secure on-site document shredding services to clients of western Michigan. The company says the new service will complement its off-site shredding, records storage and file imaging services.
“The addition of on-site shredding to our line of services is something that Data Guardian has been looking into for awhile now,” company President Jim White, says. “We want to ensure that we can service every information management need for clients, and adding mobile shredding to our available services now allows us to do that.”
He adds, “We’ve received excellent feedback from clients since we started offering this new service.”
Media Services Expands Lenexa, Kan., Facility
Kansas City, Mo.-based Media Services has announced the 14,000-square-foot expansion of its Lenexa, Kan., facility. Responding to the increasing need for document storage, the company says it has expanded the Lenexa facility from 22,000 to 36,000 square feet.
Media Services says its underground facilities ensure around-the-clock security, climate-controlled document and tape preservation and secure protection from the elements.
According to Media Services, the expanded space allows the company to expand its production capabilities, including scan-on-demand, electronic medical record conversions and storage of archival items.
“We moved all the boxes out into the new larger space in a month,” says Operations Manager Gregory Turner. “This was no small challenge, and our team worked extremely well together. All this was accomplished without any gaps in customer service.”
Media Services has a second location in the Hunt Midwest Subtropolis in Kansas City, where the most of its offices are located.
AccuShred NW Receives NAID AAA Certification
AccuShred NW, based in Gresham, Ore., has announced that its Portland, Ore., plant-based shredding operations have been certified by the National Association for Information Destruction (NAID.) The company’s mobile shredding services also are certified.
Brock Miller, AccuShred NW general manager, says, “We’re extremely proud of receiving our AAA certification for our plant-based operations. All of our shredding services, whether it is on site or off site, is AAA NAID certified, and that means our clients can be confident that their information is being destroyed in the most secure manner.”
The privately owned firm has four divisions: AccuShred NW, AccuStore NW, AccuScan NW and AccuShare NW.
Shredall Celebrates 15th Anniversary
Nottingham, U.K.-based Shredall has come a long way in the last 15 years. The company began in 1997 with one employee and £50,000 ($80,000) in capital. Owner Lloyd Williams’ back bedroom served as the company’s office. Today, in addition to the Nottingham office, Shredall has offices in London and in Scotland. Its staff of 35 employees serve more than 4,000 clients throughout the U.K., including financial companies with offices worldwide.
Williams, who serves as managing director, says, “The aim is, and has always been, to store or destruct your confidential waste securely. With identity theft rife in the U.K. and Europe, it is paramount that businesses select the right contractors and do not neglect the security aspect of confidential waste destruction.”
In 2011 the company says it landed a number of global deals in partnership with select companies in America and worldwide as well as five public service contracts. The company says that in the run-up to its 15th anniversary, sales records are being broken month on month.
“We thank our customers’ loyalty and employees for the successful cooperation in the previous years,” Williams says. “The success of the past and the positive trends now promise a great future. We are looking forward to many more outstanding years.”
Recall Highlights New Information Center
Norcross, Ga.-based Recall, a provider of document storage, secure document destruction, digital document management and data protection services, held its Miami User Conference April 19 to 20, 2012, at the Doral Resort & Spa in Miami. Attendees also received a tour of a Recall facility in the area.
Just outside of Miami in Medley, Fla., Recall’s information center stores confidential documents for some of the world’s biggest companies, the company says. This information center is one of the 300 Recall centers, which manage more than 100 million cartons globally. The facility is protected by state-of-the-art security technology, according to the company, and also provides Recall customers with digital scanning solutions.
“Recall’s new information center is a welcome addition to the Medley business community,” says town of Medley Councilperson Roberto Martell. “South Florida is proud to be the home of one of the finest secure document storage, destruction and digital records management facilities in the world.”
Mark Wesley, president of Recall North America, says, “Recall’s Miami-area information center represents the cutting edge in every regard, from security and storage capacity to RFID innovation and customer service.”
At the conference, attendees learned about Recall’s media management capabilities, consulting services, secure destruction offerings and radio frequency identification (RFID) innovations.
Recall’s Annual “Think Outside the Carton” conference provides continuing education for records and information management professionals.
Explore the May 2012 Issue
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