w w w. mpw s e r v i c e s . c om

For a service company, nothing is more essential than relation-ships with customers.

So when MPW Industrial Services decided to invest in new Customer Relationship Management [CRM] software, it was a project of considerable significance.

CRM is a general term for the various brands of software that help manage the sales process, facilitate collaboration, capture data and automate reporting.

Due to the growing size and complexity of MPW, the compa-ny needed customized software that would serve the objectives of the different departments and divisions within MPW.

“In the sales process, it’s dif-ficult to manage accounts and opportunities using spread-sheets and other ad hoc meth-ods,” said David Mease, who took on the role of CRM proj-ect manager in the fall of 2013. “Analysis of data using Excel had be-come too time consuming; MPW needed a tool to simplify the sales and reporting pro-cesses.”

Mease’s first task was to interview and ob-serve potential

MPW users to learn their specific needs for the software. Next, Mease produced an

overall analy-sis of available software, which included demon-strations from four software develop-ers to members of MPW’s core-user team.

In the spring of 2014, MPW chose Microsoft Dynamics 2013 as its corporate CRM product.

Mease said Dynamics had the best combination of features and user-experience design.

“The software helps capture knowledge gained in the context of the sales process, as it is created,” said Mease. “It reduces email usage and increases visibility for improved collaboration within and among departments.”

CRM allows users to set notifi-cations, share comments and files, determine which leads are effective and where the best leads are coming from. This will allow Marketing to determine the most effective advertising methods.

CRM’s most important busi-ness functions are organizing and qualifying leads, identify-ing opportunities and tracking customer service results

throughout the entire sales cycle.

“The focus is on having a direct selling tool that makes sales managers more effective and efficient,” said Mease. “CRM allows sales managers to focus more on selling and less on re-porting. It will also give manag-ers a clearer picture of what’s happening.”

Although the software offers its own communication solutions, it also features strong compat-ibility functions. For example, Dynamics syncs with Outlook calendars, emails, and contacts and runs on laptops and desk-tops, and on mobile

Marketing Analyst Michael Holleran is MPW’s main CRM administrator and is working with David Mease in employee training and designing system improvements.

“CRM allows sales managers to focus more on selling and less on reporting.”

- David Mease

MPWLEADERAugust 2014“Don’t let a little rejection dissuade you from your goals.” - John DiCarlo

Continued on page 2

CRM adds new dynamic to MPW sales teams

App of the Month: UberUber is evolving the way the world moves. By seamlessly connecting riders to drivers through its apps, Uber makes cities more accessible, opening up more possibilities for riders and more busi-ness for drivers.

Ever wonder what prompted Monte Black to take up a power washer and start the business that we know as MPW Industrial Services? Ever wonder exactly when MPW acquired its first business or how it evolved into one of the leaders in the indus-tries it serves?

If so, you should soon have some answers. After 42 years in business, MPW has commissioned a corporate history to docu-ment the company’s growth and many achievements. Local writer and former Columbus Dispatch business reporter and editor Chris Amatos will compile the book along with help from MPW staff and associates.

“MPW has become a leader in our industry and it’s high time we document how we got here,” said CEO Monte Black. “I want to capture the accomplishments of the incredible people who have helped grow this company while they are still here to tell the sto-ries. I also want to pass along our legacy to future employees.”

The book will document Monte’s start in the business with a single pressure washer, go through the truck washing years, chronicle the growth of MPW’s various divisions, highlight the company’s structure today and outline areas of growth for the

future. The working title is “Sure We Can – A History of MPW Industrial Services.”

Amatos expects to interview current and former leaders of the company along with numerous employees, customers, affiliates and others associated with the company. He also plans to visit some job sites. The book’s publication is expected in 2015.

Black asks that any employees contacted by Amatos cooper-ate by sharing their recollections and insights. “It’s important that future employees know how we built this company so that they build on our can-do attitude and our dedication to customer service.”

devices that run iOS, Android or Widows Phone.

Sales managers for MPW’s Indus-trial Cleaning Group and Industrial Water Division have been us-ing the tool since mid-July. IMS, Facilities and Porta Kleen will be transitioning to Dynamics in the near future, according to Mease.

Eventually, the Marketing, Fi-nance, Legal and Engineering Departments and most of MPW’s sales groups will use CRM for a wide range of objectives.

Besides Mease, other key CRM contacts include:

• Marketing Analyst Michael Hol-leran, who is MPW’s main CRM administrator and is working with Mease in employee training and in designing system improvements.

• ICG Sales Director Mike Sokol, who helped tailor the system to the ICG sales process and champi-oned the project for several years.

• Industrial Water General Man-ager Jared Black, who helped design the Industrial Water sales process.

• Software Development Manager Tony Miller, who is handling the software implementation on an IT level.

• Software Developer Mike Mc-Cormick, who developed, stream-lined and automated the new account process.

• Business Analyst Tricia Gomoll, who will take over for Mease as project manager to handle the transition for IMS, Facilities and Porta Kleen.

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August is National Family Fun Month!

Get out and enjoy the summertime before it’s over!

August 16 is National

Tell a Joke Day

Why did Jimmy Peck cross the

road?

CRM from page 1

MPW plans book to document its corporate evolution

Utilizing state-of-the-art technology from the world’s leading manu-facturer of closed circuit television video (CCTV) inspection, MPW Indus-trial Services now offers video pipeline inspec-tions, condition assess-ments and rehabilitation projects.

MPW’s Industrial Clean-ing Division also uses the

new equipment to inspect sanitary and storm sew-ers, industrial process lines and water lines in addition to executing pipe-profiling, pipeline-inspection and asset-management projects. This machinery is rugged, reliable and cuts down-time while reducing the need for workers to enter potentially dangerous confined spaces.

Thanks to an impressive show of team-work and expertise in foam cleaning, MPW Industrial Services recently added Philip Morris to its list of major clients.

After many unsuccessful calls and voicemails, MPW Sales Manager John DiCarlo set up a lunch meeting with rep-resentatives at Philip Morris’ Park 500 facility in Chester, Va. During the meet-ing, DiCarlo learned his next step should be to contact the purchasing manager regarding an opportunity to bid on the three-year maintenance contract.

“As a salesper-son, if you re-ally want the work from an opportu-nity, you won’t let a little rejection or indifference from a customer dis-suade you from your goals,” said Dicarlo.

Experience in removal of combustible dust helped MPW earn the opportunity to bid. MPW sent DiCarlo and six other MPW employees, plus a Momar Foam representative to inspect the facility.

After the initial bid was submitted, Philip Morris asked MPW to present its proposal in person. Philip Morris repre-sentatives had some blunt objections to MPW’s proposed methodology, but MPW reps replied confidently with solutions that were backed up with experience.

DiCarlo said the two main reasons MPW won the job were the quality of its pre-sentation and the fact that MPW brought a large group multiple times to ensure the company understood all aspects of the project.

Philip Morris is the largest tobacco com-pany in the United States and one of the largest in the world.

Five MPW Industrial Services employees were among a group of about 20 volunteers who built a playground in Aberdeen, Ohio in July.

The project was funded by MPW client Dayton Power and Light [DP&L].

Night Shift Supervisor James Pauley organized the group,

which also included Scottie Prater, Karl Miller, Jerry Reed and Chris Keeton. The volunteers poured concrete, dug post holes and spread mulch.

MPW’s Industrial Cleaning Group specializes in online deslagging and combustible dust removal at DP&L’s Stu-art Station facility.

John DiCarlo

A new video inspection cutsheet is available on SharePoint under ICG.

Anniversaries• 21 YEARJUSTIN WEEKLEY

• 20 YEARTHOMAS HARTMAN

• 19 YEARSHANE COX

• 18 YEARDAVIS GRIFFITH

• 17 YEARSCOTT ADAMSLAURA ANDERSONMAE MILLER

• 16 YEARLILLIE DOBYNEKEMP LOTSPAIHCARMELO SANCHEZMARILYN WALKER

• 15 YEARADAM LEITHJEFFREY RODGERS

• 14 YEARROY MILLERKEVIN WHITE

• 12 YEARSARAH PEMBERTONDENNIS PINKSTOCKWILLIE STONEROCK

• 11 YEARADAM BRAY

• 10 YEARWILLIAM AZBELLRAYMOND CUMMINGSJIMMY PECKTODD ROWLEY

• 9 YEARALLEN HAWKINSBRITT HUGHESDAVID KIRKLAURA PEREZMICHAEL ROGERSCHARLES RUFERISIDRO TOMAS

• 8 YEARDWAIN BEAVERBRETT BRANDONJIM FITCHDANA HALFHILLDON HAYNESORVILLE HILLJEFFREY MILLERGEOFFREY ROMANODOUGLAS SCHMITT

• 7 YEARRICKY DUNNAMBER FARRISMATTHEW FOSTERKEVIN HOFFER

• 6 YEARRICHARD BANEHAROLD MANSONCARLOS MOLINAMARIA MOLINADOUGLAS SCHRAMM

• 5 YEARZACKARY MCCOYBRADLY MCELROYGERAMEY NIESEPHILLIP POWERSWANDA PURSIFULLTIMOTHY STEWARDMASON TOLER

Power of people, perseverance help MPW impress Philip Morris

Volunteers highlight playground project

MPW now provides video inspection services

Leader Spotlights

Family: John, father; Cindy, mother; Brendan, older brother; Alex, younger brotherPlaces lived: Dublin, Ohio; Oxford, OhioFirst Job: Waiter at Muirfield Village Golf ClubHobbies: I’m a hockey fanatic so anytime I can play or go to a Blue Jackets game I take the oppor-tunity. I also enjoy traveling.Little Known Fact about yourself: I love listen-ing to podcasts on my way to and from workFavorite Lunch Spot: ChipotleFavorite Sports Team: Columbus Blue JacketsFavorite Smell: Steak on a grillFavorite Song: “Something Like Olivia” by John MayerFavorite Season: SummerFavorite Movie: “Wayne’s World”What was the last book you read? “The Hobbit” by J.R.R. TolkienFavorite Vacation Spot: London Always wanted to try… SkydivingThree words to describe yourself: Driven, hum-ble and attentiveSuperpower you wish you had: Elastic limbsYour secret to a good life: Don’t sweat small stuffMost Cherished item(s): My familyCan’t go a day without… TVThe one thing you will never understand: Why my mom always told me to make my bed every morning when I’m just going to mess it up at the end of the day! What helps you unwind after work? Taking my puppy on long walks so he’ll fall asleep at the end of the nightOn the weekends you can be found… Golfing, fishing or hanging out with friendsWhat drives you? Proving doubters wrong and the sense of accomplishment after a project is com-pletedGreatest Accomplishment? Graduating college and starting life as an independent adultOne day to live, what do you do? Skydive, catch a pass to win a Super Bowl for the Cleveland Browns and then have dinner with my familyWhat is your favorite thing about working at MPW? Everyone has a positive attitude and is al-ways willing to help by answering any questions I have had so far.

JORDAN PREVITEINSIDE SALES ASSOCIATE, INDUSTRIAL WATER

HEBRON, OHIO

Family: Married with a daughter, son and five grandchildrenPlaces lived: Staten Island, N.Y.; New Albany, Ind.; Grandview, Ind.; Rockport, Ind.First Job: Babysitting at age 15.Hobbies: Grandchildren’s sports activities. Little Known Fact about yourself: I really love people but I am truly a loner. In a crowd you will find me quietly standing and observing everyone else.Favorite Lunch Spot: Sitting on the Ohio River bank in the summertime eating hamburgers. Favorite Sports Team: South Spencer High Rebels Favorite Smell: PeonyFavorite Song: “Happy” by Pharrell WilliamsFavorite Season: Spring – I love seeing everything coming to life again. It’s like being reborn!Favorite Movie: “Miss Congeniality”What was the last book you read? “The Bible Promise Book”Favorite Vacation Spot: Gatlinburg, Tenn.Always wanted to try… SkydivingThree words to describe yourself: Headstrong, honest, lovingSuperpower you wish you had: The ability to healYour secret to a good life: LaughterMost Cherished item(s): A pair of earrings my mother left me when she passed awayCan’t go a day without… Jesus. Without Him I would not be hereThe one thing you will never understand: How people can be so cruel to other peopleWhat helps you unwind after work? My catOn the weekends you can be found… with my family or my husband’s family What drives you? My parents were a great inspi-ration to me. They taught me to be honest and work hardGreatest Accomplishment? My children. Watch-ing them grow up and start families of their own has been amazingOne day to live, what do you do? Spend every minute with my family around meWhat is your favorite thing about working at MPW? I absolutely love the people I work with. They are my second family. You hurt when they hurt and are excited when they are.

$700 Referral Bonus!*OPEN POSITIONS AT MPW •OperationsManager-Hebron •OperationsManager-Cincy •PurchasingAnalyst-Hebron •IndustrialEngineer-HebronFormoreinformationortorefersomeone,pleasecontact:TylerTatman,HRIS/RecruitingSupervisorat740.927.8790x5672orttatman@mpwservices.com. *ContactHRfordetailsandrequirements

BRANDON HALESOUTHEAST REGIONAL MANAGER

INDUSTRIAL WATER, SOUTHEAST REGION

Family: Wife and three kidsPlaces lived: Columbus, Ohio; Newark, Ohio; Rockbridge, Ohio; Alexandria, Ohio; & Cape Coral, Fla.First Job: Cook at Roosters in LancasterHobbies: Off-roading, shooting & working with anything mechanicalLittle Known Fact about yourself: I would like to go on mission trip.Favorite Lunch Spot: Arby’sFavorite Sports Team: Ohio State BuckeyesFavorite Smell: Burnt race gasFavorite Song: “Sail” by AWOLNATIONFavorite Season: SummerFavorite Movie: “Gladiator”What was the last book you read? “V-Twin Per-formance”Favorite Vacation Spot: Fort Myers, Fla. Always wanted to try… SkydivingThree words to describe yourself: Outspoken, dedicated, hard working Superpower you wish you had: Reading minds of othersYour secret to a good life: Hard work and dedica-tion will take you anywhereMost Cherished item(s): My familyCan’t go a day without… Thinking about what I need to do next at workThe one thing you will never understand: Why some people don’t learn from their mistakes What helps you unwind after work? Talking to my wife about my dayOn the weekends you can be found… Working in the garage or off-roading with friends and fam-ilyWhat drives you? Wanting to be better than the next guyGreatest Accomplishment? Meeting my wifeOne day to live, what do you do? Spend time with friends and familyWhat is your favorite thing about working at MPW? I encounter something different every day.

CHERYL SIMONSOFFICE ADMINISTRATOR

ROCKPORT, IND.