Security Shredding & Storage News

Volume 7, Issue 3 may / June 2010

Greener Gadgets by Design

Everybody Sells! Transforming Exceptional Service into Revenue Growth

New Challenges for HIPAA Business Associates Under ARRA and HITECH

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PeRMIT No. 2

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• In the News• Products/Equipment & Services

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&Security Shredding Storage NewsOfficial Publication of the Security Shredding & Paper Recovery Markets

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

By Mark S. kuhar

In 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.

GoinG Great

According 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.”

Mobile Software Solutions

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Security Shredding & Storage News

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PUBLICATION STAFFPublisher / Editor

Rick Downing

Contributing Editors / WritersJim Booth

Mark S. KuharJoseph Lazzarotti

Ann C. LogueWalt Zeglinski

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Continued from page 1

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

Both 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

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

The 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.”

Mobile Software Solutions

Continued on page 12

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 customer-•service options.



4Continued on next page

By Ann C. Logue

We 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

From 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

“button” batteries, and polychlorinated biphenyl in older capacitors.

Some of these materials, like leaded glass, are hazards when disposed of improperly but not hazardous when properly contained, processed, and recycled. But electronics recyclers are stuck with the higher costs of properly handling these recyclables or properly disposing of nonrecyclable hazards. “There are labor costs, training costs, and processing costs,” explains Joe Clayton of Synergy Recycling (Madison, N.C.). “To pull every button battery off a circuitboard, we have to open it, pull the battery off, get it to the right refiner, [as well as] train people how to do it—there are a lot of costs involved.” Those costs can equal or exceed the value of the other commodities electronics contain. To operate in the black, electronics recyclers often charge fees to those who bring items for recycling or limit the products they accept, both actions that could discourage recycling, especially where landfilling electronics is still legal.

Michelle Mosmeyer, a spokesperson for Dell (Round Rock, Texas), says that progress on replacing hazardous materials in electronics with safer ones is sometimes slower than outsiders would like, but for good reason. “We can’t make any of these changes if they compromise the integrity or safety of the system,” she says. To meet the goal of eliminating flame retardants and PVC cabling, for instance, Dell’s engineers have to identify plastics that provide the same safety and performance standards without the environmental risks. Clayton acknowledges the difficulty. “I believe manufacturers are trying to pull out the hazardous components,” he says. “I have seen lots of progress, and I applaud their efforts.”

Hazardous materials are not the only barrier to electronics recycling, however. Product design can be problematic as well. Manufacturers might use a half-dozen different types of plastic in a single product, each for a certain performance characteristic: durability, appearance, flexibility, and so on. Shredding an end-of-life electronic product commingles the plastics, creating a product for which there’s little

demand in the United States, says Kimie Romeo, co-owner of Imagine It (Rochester, N.Y.), which operates electronics collection programs. Domestic markets are much more interested in separated plastics, she says. Clayton concurs. In the past few years, post-shredder systems that separate plastics by color, density, and other characteristics have made it easier to market electronics plastics, he says. “If you have a clean product”—meaning one that’s segregated by type and color and, ideally, free of flame retardants—“you’ll be able to sell it,” he says. He has seen improvement in the reusability of electronics plastics over the years, he says, and he has found some reliable markets that pay fairly for the material, too. But the process would be simplified if manufacturers used

fewer types of plastics or clearly labeled those they do use—a process that Hewlett-

Packard Co. (Palo Alto, Calif.) and some other manufacturers are

beginning to undertake. Another problem with

plastics is they usually get downcycled into lower-quality materials that are not used in electronics, says Barbara Kyle of the Electronics TakeBack Coalition (San Francisco).

“There are limits to how much you can reuse

them without adding virgin plastics,” she says, giving

the recycled product a lower value. When considering designing

products for recycling, “it’s important to look at the economics to make sure the materials

are ones the recycler can make money off of,” she says. If processed electronics create commodity streams that have a negative value, such as leaded glass, or a low value, like plastics, processors will not find buyers in the more lucrative markets, she says.

If manufacturers would make electronics housings out of metals instead of plastics, that would be a “game-changer,” Kyle says. She points to Apple, which was the first to go with an aluminum casing on its laptop computers; other companies have followed. “Metal costs more on the front end, but it has the benefit of being infinitely recyclable and is more likely to be recycled,” she says. “Nobody is going to

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

Greener Gadgets by Design

“Although the original equipment manufacturers have been working hard on making products easier to recycle, they always could do better,” says Eric Harris, ISRI’s director

of government and international affairs.”



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landfill it if they can make money off of it.” The way a product is assembled also affects how

easily it’s disassembled for recycling. Clayton recalls that when his company started, computers were held together by many tiny screws, and each manufacturer’s screws were of a slightly different design and required a different tool for removal. Clayton says he’s noticed huge improvements in product assembly over the years. More recent designs use few screws, often substituting snaps or levers, making it easier to disassemble machines to harvest materials for reuse or processing. “I think the manufacturers are trying,” he says. Sony has added clear labeling with the number and location of screws in a device to make disassembly easier; HP provides detailed disassembly instructions on its Web site; and Dell’s Web site has data sheets for all of its products, describing the materials they contain and other information of interest to recyclers.

Other design trends work in recyclers’ favor. Smaller and lighter electronic products generally contain a greater proportion of precious metals and other nonferrous metals, making the value per pound higher and making them easier to transport, Clayton notes.

“Although the original equipment manufacturers have been working hard on making products easier to recycle, they always could do better,” says Eric Harris, ISRI’s director of government and international affairs. Romeo says that her wish list for better design for recycling would include products with more universal components because that would allow greater reuse. There’s no reason for every cell phone to have a different power adapter, for example. Such changes “have to start at the creation process,” she says.

Another wish is for more electronics that can be repaired instead of replaced. Such products would have better value in markets for used products and parts. There is very real demand for used electronic equipment, both in developed countries to support legacy systems and in the developing world, where new equipment is not always affordable. “The obstacle to reuse is more on the manufacturer side,” says Eric Williams, an assistant professor in the School of Sustainable Engineering and the Built Environment at Arizona State University (Tempe, Ariz.). Manufacturers do not want reused equipment cutting into the market for new equipment, nor do they want to deal with requests for support for old products. It’s unlikely, however, that someone spending $100 for a computer with a Pentium III processor can afford a newer model, he says.

Drivers oF change

industry experts point to several milestones that have pushed electronics manufacturers to rethink their designs for greater recyclability. In 2003, the European Union passed the Restriction of

Hazardous Substances Directive, which restricts the use of lead, mercury, cadmium, and two fire retardants in electronic products, and the Waste Electrical and Electronic Equipment Directive, which mandates

Continued from previous page

Continued on page 6

the collection and recycling of electronic products. Though the directives apply only to European Union countries, manufacturers that have adjusted their products to meet RoHS requirements are selling those products worldwide. Dell, for example, which began phasing out brominated flame retardants as early as 1996, has reduced its use of them significantly. By the end of 2011, all newly introduced Dell personal computing products will be BFR- and PVC-free, as the company identifies acceptable alternatives that will not compromise product performance and will lower product health and environmental impacts, Mosmeyer says.

The United States has taken a different approach—more carrot than the EU’s stick—to encourage manufacturers to improve the recyclability of their products. Building off of the success of the Energy Star label, which helps consumers buy energy-efficient appliances, the U.S. Environmental Protection Agency (Washington, D.C.) funded the

development of the Electronic Product Environmental Assessment Tool (www.epeat.net). EPEAT helps manufacturers design products with certain environmental benefits and then certifies and labels those products as meeting EPEAT standards. Registered products can receive a gold, silver, or bronze certification. To reach the bronze level, the products must meet 23 required criteria, including labeling mercury light sources, identifying materials with special handling needs, and containing at least 65 percent recycled or recyclable

components. That last requirement has the potential to influence product design, Clayton notes. “A manufacturer looking at returning plastics back into production sees the benefits of not cross- contaminating [recycled] plastic streams. If you’re going to do closed-loop recycling, it makes more sense not to mess it up at the front end.”

EPEAT gives manufacturers a market incentive to improve their products’ recyclability, Harris says, and it encourages them to think about incremental improvements they can make to achieve a higher level of certification. For example, he says, “If you have to use mercury to make the device work, is there a way to isolate the mercury so that it is easy to remove and recycle?” Putting more weight behind the program, Cassel says, is the move for business and government procurement rules to give preference to or mandate the purchase of EPEAT-certified products.

Cindy Erie, president of E-World Recyclers (Vista, Calif.), participates in the EPEAT program, representing the e-recycling industry at meetings and on conference calls of the Green Electronics Council (Portland, Ore.), which runs the federally funded effort. She agrees that EPEAT registration is a good start, though she notes that participating manufacturers don’t have to register every product they make.

Additional incentives on the federal level could come from the Electronic Device Recycling and Research and Development Act, which Sen.

“more and more [local] governments are realizing this stuff doesn’t belong in the trash,” - Barbara Kyle of the Electronics

TakeBack Coalition (San Francisco)



6Info Request #101

Greener Gadgets by DesignContinued 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

Progress 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

Next 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.

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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.

Overcoming the Barriers to Change

Many 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

Everybody Sells! Transforming Exceptional Service into Revenue Growth

By Walt Zeglinski

Even 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.

Understanding Service-Selling

In 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 Continued on next page



9Info Request #106

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

Organizations 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

Continued from previous page 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

Most 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 [email protected], 602-253-5700 or www.IntegritySolutions.com.



10Info Request #133

Info Request #117

New Challenges for HIPAA Business Associates Under

ARRA and HITECHBy Joseph Lazzarotti

Have 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:

“Sections 1• 64.308, 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.

“A business as• sociate 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.

“The additional requirements of this s• ubtitle 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.

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

Continued on next page



11Info Request #151

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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:

Confirm your compan1. y 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.

Become compliant2. . 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.

Review agreements carefully3. . 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.

Develop strategies fo4. r reviewing/complying with multiple contracts. Some business associates have many clients and, therefore, business associate agreements. Managing unique provisions over 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.

Understand the law.5. 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.

Accenture Study: Perception of Data Security Does Not Match Reality

Nearly 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.

Continued from previous page



12

CONFERENCE CALENDAR

JOINT EUROPEAN REGION CONFERENCEATHENS, GREECE

SEPTEMBER 27-29, 2010

DATA PROTECTION WORKSHOPWINSTON-SALEM, NORTH CAROLINA

OCTOBER 19-20, 2010

FUNDAMENTALS OF RECORD CENTERMANAGEMENT WORKSHOP

PHOENIX, ARIZONADECEMBER 8-9, 2010

ASIA PACIFIC REGION CONFERENCEHO CHI MINH CITY, VIETNAM

FEBRUARY (WEEK OF) 21-27, 2011

As a global organization, PRISM International meetings visit threecontinents each year. In September PRISM International will teamup with NAID-Europe to offer our Joint European Conference.

For more information or to registerfor these upcoming conferences.Please go to our NEW website at

www.prismintl.org

sss ad june 2010:PRISM AD 6/3/10 8:08 AM Page 1

Info Request #134

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.”

expansion Capabilities

RouteOptix 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.

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

Continued from page 3Mobile Software Solutions



13Info Request #108

Quality Security Variety

94 William StreetHarriston, ON N0G 1Z0

[email protected]

1-888-652-9319 (toll free)www.ckdesignsmfg.com

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.

Carts now available, please call for details.

always THE RIGHT FIT FOR ALL YOUR EXECUTIVE CONSOLE NEEDS

Info Request #143

HIPAA/Hitech is Latest Industry Compliance Minefield: Prism Intl. Plans Industry Response

By Jim Booth, Executive Director, PRISM International

HIPAA 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 [email protected] 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.


Info Request #149

Info Request #131

1-800-475-8812

The only thing stronger than our balers is the loyalty of our customers!

CALLEXCEL

Info Request #139

1.866.526.4579 | [email protected] | www.allsourcemfg.com

Now available!

The Self-Closing LockSaving you time and e�ort.

• Opens with only a quarter turn!

• Locks automatically when door is closed!

Info Request #144

Info Request #145

www.harrisequip.com

800.373.9131770.631.7290

SS_HPSeries_MayJune2010.indd 1 5/13/10 12:05:20 PM

Info Request #140

PERM-A-STOREGolden Valley, Minnesota

763-230-3911800-366-7535 (US) • FAX 763-230-3930

Email: [email protected] • www.turtlecase.com

Turtle cases — the industry leader in transport and storage ofdata tapes, disks and critical paper documents

Info Request #142

Info Request #150

Info Request #146

BOX LIFT Improve your vertical space utilization while improving safety and efficiency. The TL Modular Material Lift (VRC) is the most advanced, versatile and easy to use lift in its class.

800-699-2212 www.customindprod.com

TL Modularfor Material Lift

& More Boxes • Carts • Files


In the News

15

Identity Theft Remains a Main Concern for Consumers Finds Recall Survey

Recall 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.

DPDA: Inkjet Printed Paper Can Be Deinked

The 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.

AF&PA Recycling Award Goes to Continental Airlines

Continental 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.


In the News

16

help your Customers Find a home for Their Outdated Electronics

Attention: Document Destruction contrActors!

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: 631-242-8995150 West Industry Court, Deer Park, NY 11729

e-mail: [email protected] • www.dan-mar.com

Dan-Mar Buys: • Precious Metal • Military Electronics • Semiconductors • Components • Scrap PC Boards • Telecommunications • Integrated Circuits • Networking & Test Equipment • E-ScrapThe Name to Trust in Surplus™

Info Request #114

Gemark Services of West Virginia Achieves NAID AAA Certification

Gemark 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.

Iron Mountain Calls on CMS to Expand Its Rules for e-Health Records Company Urges the Centers for Medicare & Medicaid Services to Reimburse Providers for Early EHR Efforts like Digitizing Paper Records

Iron 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.

Excel Manufacturing CEO Will be Missed

It 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.

Binghampton, NY, Firm Gets Census Disposal Contract

A 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.

Security Shredding & Storage News. May / June 2010 17

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KEITH Offers Two-Year Warranty on WALKING FLOOR® System

Improvements to the most popular system s o l d by K E I T H

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 four-phase 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 [email protected].

Jake, Connor & Crew Introduces “The Pedigree Series”

MOD Recycle Carts Tout Full Color Graphics, Serial Numbers

Re c y c l i n g car ts and containers

f r o m M e e s e Orbitron Dunne C o . , ( w w w .Recycleosaurus.c o m ) , f e a t u r e optional permanent, molded-in company logos, t rack ing 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,

[email protected] or see www.Recycleosaurus.com.

Jake, 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 additional information on pricing or product details, contact Jake, Connor & Crew at 519-576-9865

or [email protected].

Busch Systems Introduces Wave Recycling Container Series

Busch Systems has launched t h e i r n ewe s t l i n e o f 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 single-stream collection and the ‘Wave Duo’ is designed for multi-stream 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.

For more information contact Carla Kostiak at 705-797-2455, [email protected] or

visit www.buschsystems.com.


Alpine Shredders Ltd.www.alpineshredders.comSee ad on pg. 6

Cresswood Shredding Machinerywww.cresswood.comSee ad on pg. 12

UnthA Americawww.untha-america.comSee ad on pg. 20

WEIMA Americawww.weimaamerica.comSee ad on pg. 14

Excel Manufacturing www.excelmfg.comSee ad on pg. 14

harris www.harrisequip.comSee ad on pg. 14

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

Gemark Corporationwww.gemark.comSee ad on pg. 5

Schutte-Buffalo hammer Mill LLC www.hammermills.comSee ad on pg. 19

Custom Industrial Products Inc www.customindprod.comSee ad on pg. 14

Allegheny Paper Shredderswww.alleghenyshredders.comSee ad on pg. 10

IPS Balers www.ipsbalers.comSee ad on pg. 14

titan Industries Inc.www.titanconveyors.comSee ad on pg. 14

RouteOptix Inc. www.routeoptix.comSee ad on pg. 11

Soft-Pak www.soft-pak.comSee ad on pg. 14

Keith Manufacturingwww.keithwalkingfloor.comSee ad on pg. 9

Dun-Rite toolwww.dun-rite.comSee ad on pg. 13

collection & storage containers

Document & Product Destruction equipment & services

Hammermills

material Processors/recyclers

Paper Balers & conveyor systems

software

All Source Manufacturingwww.allsourcemfg.comSee ad on pg. 7 & 14

Bomac Cartswww.bomaccarts.comSee ad on pg. 10

CK Designs Manufacturing Inc.www.ckdesignsmfg.comSee ad on pg. 13

Jake, Connor & Crewwww.jakeconnorandcrew.comSee ad on pg. 2

Perm-A-storePerm-A-Store www.turtlecase.comSee ad on pg. 14

Security Engineered MachineryP.O. Box 1045 5 Walkup DriveWestboro, MA 01581Contact: Audra JonesPh: 508-366-1488Fax: 508-366-6814Email: [email protected]

products / equipment & services

material Lifts

mobile, office & Plant-based shredders continued

Paper Balers & conveyor systems continued

to have your Products, equipment or services listed here, call

rick Downing at 440-257-6453.

Categories Available Include:• Consulting & Training Services• Document & Media Storage Services• Document & Product Destruction Services• Document Imaging Equipment

• Financial Services• Fire Security Systems• Insurance• Mobile Storage Systems

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

trucks, trailers & moveable Floors

Wear Parts & service

mobile, office & Plant-based shredders

Security Shredding & Storage News. May / June 2010 19

6 1 D E P O T S T R E E T , B U F F A L O , N Y 1 4 2 0 6 • ( 7 1 6 ) 8 5 5 - 1 5 5 5 • F A X : ( 7 1 6 ) 8 5 5 - 3 4 1 7 • E - M A I L : I N F O @ H A M M E R M I L L S . C O M • W W W . H A M M E R M I L L S . C O M

America’s fastest growing hammermill company

• 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

E-CYCLERunlike a shredder, the

doesn’t just cut it...

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 confi dential data and liberating recyclable components in one pass.

SP-264_E-cycler_FINAL.indd 1 1/20/09 12:15:17 PMInfo Request #132

Info Request #130

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