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Ideal Customer Profile (ICP) for U.S. Waste Industries
This Ideal Customer Profile (ICP) defines the key organizational, operational, and psychological characteristics of the customers who are the best fit for U.S. Waste Industries. It is based on internal strategy documents, service capabilities, historical success, and unmet market demand.
Company Fit
Best Fit Industries
- Manufacturing (chemical, industrial, automotive, food & beverage)
- Utilities & Power Generation (gas, nuclear, solar, biomass)
- Pharmaceuticals & Life Sciences
- Construction & Demolition
- Energy Infrastructure & Mining
- Universities & Research Institutions
- Commercial Facilities with Complex Waste Streams
Common Waste Streams
- RCRA Hazardous Waste
- PFAS-impacted waste
- Asbestos, PCBs, lead-containing debris
- Non-hazardous industrial waste
- Universal Waste (lithium batteries, solar panels)
- Lab packs & expired chemicals
- Sludge, wastewater, tank sediment, scale, and oily residues
Operational Traits
Recurring Volumes
Generates recurring volumes of hazardous or complex waste
Multiple Facilities
Operates multiple facilities or decentralized sites
Tank Cleanouts
Requires tank, pit, or sump cleanouts (routine or shutdown-based)
Multiple Streams
Manages multiple waste streams (not just one-off pickups)
Outside Vendors
Uses outside vendors for TSDF, transport, and compliance
Buyer Persona
Primary Buyer
Title(s):
- Environmental, Health & Safety (EHS) Manager
- Plant/Facilities Engineer or Director
- Director of Operations
- Compliance Manager
Role in Buying Process:
- Owns regulatory and safety compliance
- Manages vendors and disposal paperwork
- Coordinates pickups and cleanouts
- Evaluates risk exposure (DOT, EPA, OSHA)
Psychographic Profile
- Risk-averse, prefers overcompliance to violations
- Time-strapped and reactive — values clarity and control
- Frustrated with poor vendor communication or performance
- Wants a single point of contact and rapid responsiveness
Triggers for Buying
1
EPA inspection or Notice of Violation (NOV)
2
Facility audit failure
3
Facility expansion or acquisition
4
Waste storage limits being approached
5
Vendor performance failures
6
Change in regulatory landscape (e.g., PFAS listing under CERCLA)
7
Scheduled maintenance or shutdowns requiring tank cleanouts
Location Fit
Geographic Target
Primary
Southeast U.S. (Carolinas, Georgia, Florida, Alabama)
Secondary
Mid-Atlantic & Midwest (Ohio, Pennsylvania, Tennessee, Indiana)
Expanding
Southwest & National Coverage — especially Texas and Arizona
Not targeting international — focused on U.S. compliance
Logistical Needs
- Access to reliable transport (vac trucks, box trucks, tankers)
- Regional and national TSDF coordination
- Preference for providers who can both transport and dispose
Pain Points
What They Want
Ideal Job Types & Red Flags
Ideal Job Types
- Biennial Reporting Support & Waste Reconciliation
- TSCA PFAS Inventory Consulting
- Tank, Pit, and Sump Cleanouts (Above/Below Ground) 🔥
- Lab Cleanouts and School/University Packouts
- Facility Closures or Demolitions
- Multi-stream pickup consolidation (Haz + Non-Haz + Universal)
- Emergency Response (CERCLA 1-lb RQ PFAS releases)
Red Flags (Poor Fit Customers)
- Customers looking for international disposal
- Businesses with only municipal solid waste (MSW) needs
- Companies that insist on price-only bidding or commoditized haulers
- Locations where permits and access prevent service coverage
ICP Mindset Deep Dive
What Drives Their Decisions
Avoiding Violations
"If we get hit with another NOV, I'll be on the hook." Regulatory fear is real.
Protecting Their Time
"I don't have time to babysit another vendor."
Looking Competent to Superiors
"I want my VP to know waste is under control."
Controlling Costs Without Risk
"Don't give me the cheapest — give me the right answer the first time."
Passing Audits Without Scramble
"I need to know my documentation is clean, or we're dead during our next EPA walkthrough."
Responsiveness in the Moment
"When I call, I need a real answer — not a ticket number."
No Surprises
"Tell me if there's a problem before it becomes my problem."
What They Despise
- Missed Pickups — It halts production or risks a compliance failure.
- "Silent Vendor Syndrome" — No response, no update, no follow-up.
- Complicated Contracts or Billing — Hidden fees or confusing terms ruin trust.
- Vendors Who Don't Know the Regs — If they know more than the vendor — that's a dealbreaker.
- Cookie-Cutter Solutions — They expect tailored answers for their site.
- Audit Time Fire Drills — Lack of documentation before inspections drives frustration.
- Having to Manage Waste Vendors — They want hands-off service, not another to-do.
Summary: U.S. Waste's ideal customer is a compliance-conscious, high-volume waste generator in a regulated industry that wants a hands-on, responsive vendor who can deliver both transport and documentation — not just a hauler. The best clients stay long-term because they value peace of mind, speed, and personal service.