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EnviroStar with President, Roxanne Deedrick, feature #78 of Together Talks

Updated: 1 day ago

"Together Talks" feature #78: EnviroStar presented by KLS, freight company

Some Background on EnviroStar

Today's edition of "Together Talks" campaign, KLS had the privilege to interview EnviroStar and President, Roxanne Deedrick. EnviroStar partners with nutritional companies to bring dreams to reality with a shared passion for creating quality products that benefit mankind. With one call, organizations access the equipment, ingredients, and product development expertise to solve problems and unlock new possibilities. They provide fully automated, food safe, and easy-to-use sonicator technology and spray drying systems. Their formulation experience ranges from functional proteins, antibodies, hormones, enzyme modification and breakdown, liposomes, oils (such as cannabis), volatile compounds (such as flavorings), to fermentation byproducts and more. EnviroStar's capabilities include mixing, homogenizing, spray drying, agglomeration/granulation, powder blending and packaging.


Pivot

The company began as the Founder, Clint Buchner, had developed his own spray drying technologies. His career involved being with Kraft for many, many years. He had planned to sell his patented technology to large commercial suppliers to refit their spray dryers. But ultimately he found that there was a different opportunity present. His technology provided ample opportunity to building smaller scale commercial-size spray dryers.


EnviroStar started about 6 years ago and now works as essentially a bulk-food ingredient company. In addition they provide spray drying manufacturing. They provide unique formulations for companies, but also have the ability to spray-dry into powders. But surprisingly they don't cross very often. Their spray-dryers are more designed for piloting new ingredients for companies.


Roxanne explained, "If somebody has an idea that they think could be a great market concept, but they don't have the ability, or even the market compatibility yet to know that the new thing is going to work, they come to somebody like us and we run them 20, 50, or 100 kilograms of the product they're looking to make and then they trial it."

Serving a niche

At Bigger spray-drying companies rarely do you have that luxury. Roxanne explains that you're talking 10,000 pounds is a typical minimum order. They serve this unique ability including larger scale companies. Roxanne continued, "If they have a new concept and they don't have, they don't want to take up time on their bigger machines to trial the product, they'll come to somebody like us to trial it to see if it fits with, if it fits with their secondary machinery, if it fits with their packaging equipment, if it even, if it tastes the way they think it's going to taste, that sort of thing."


Roxanne grew up as a diesel mechanic with her dad. The mechanical side of their technology was a seamless transition for her. Understanding the technology allowed her to take it a step further as she is responsible for the installs of the machinery and the training at companies. The other component is her background was polymer engineering which was more of a focus on composite background such as plastics and resins, but she was able to apply some experience and education towards her position now. "And so then with working with Clint, it kind of all came together into one role. So I got to work in the food and beverage side and on the mechanical side.", Roxanne mentioned.


EnviroStar's capability is one of their strengths according to Roxanne, "The way we do it is our dryers have a 97% yield on them. So that almost everything you put into them, you're getting back. Using our EnviroStar element kits, you're going to get that dosage exactly right every single time. Because even if you're working with an extract, that really isn't the same every time, because sometimes they're going to be 80% active, sometimes they'll be 92% active, they're going to be all over the board. However our technology allows companies to be able to make this in batches so that end product will be exactly the same every single time."

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Specialty

Roxanne credits the company's turnaround time being so strong. She also mentioned that using their technology allows them customization with altering the product on these trial runs. They create the process that allows their clients to tweak things until they get it just right in their minds.


Roxanne explained to us, "Our biggest goal is that, we've actually never had a product we couldn't figure out. Somebody comes to us with wanting to make a shelf stable, powderized, antibody powder." A remarkable achievement in such a vast industry of possibilities. Roxanne did share it has to be feasible, but they relish the challenges present to them. She continued, "We have to make sure that antibody can live inside that powder as it sits on the shelf for years and years before, you know, as is being used, as is being bought, as is going through shipping. So those kinds of tests that people come at us with, we've never failed."


The teaching of other people on how to use a spray dryer when, five years ago when she was still learning the ins and outs of it, was a unique challenge for Roxanne. But she enjoyed the opportunity and has turned herself into one of the senior minds at the company regarding application and installation of their technology. Since then she has taken the role on as installer, trainer, including manuals, user guides, and educational components. She shared with us she was a little scared and nervous initially, but now it is second nature.


First 1/3

"We like think of ourselves as the first third of a new product's life.", Roxanne shared. Their biggest challenge is client retention in the first few years in business. Getting the opportunity initially to prove they could provide exactly what they said they could do. Another component to that is new product life cycles and sometimes take months if not years, so waiting on openings and opportunities can provide another set of circumstances to overcome.


Proving doubters wrong has been years in the making, but case by case they were able to strengthen their reputation. Roxanne commented it took a very long time for the company to have that validation, but it only made them stronger and more resilient in the long run. And now their running joke in the company is that they want to put a spray-dryer in everyone's living room in the next few years. As lightheartedly as they mean that, it just shows the innovation they have brought to the industry. "Nobody has really created a spray dryer like ours before for the food and beverage industry.", Roxanne mentioned.


She continued, "We can create commercial sized product or commercially viable products on such a small scale. And we really think that can help larger companies with their R&D processes, universities with their training process pharmaceuticals with safer spray drying techniques. We really believe that's in our future."


Roxanne shared with us one of her favorite stories, although it happens more commonly than one would think. She started by telling us when they sell their spray dryer to a client, they also have ingredient kits which serve as a turnkey operation. In the event that the client can't get their product to work, EnviroStar has already formulated a polymer to fit the exact process. This saves their clients from having to do a R&D process to get it to function the way they want and need it to. Roxanne shared the magic that has happened more times than she can count, "I'll be there installing it and they have their entire team there, including multiple PhD educated doctors, who can't figure out why it won't work. I get to come save the day and present them with the polymer. Instant success and usually they are so amazed at our companies capabilities they become a client forever."


She finished with, "There are multiple PhD people around saying in disbelief, 'I've done this for years!' And I just have to be like yeah, I know."


Culture

The culture of the company was described as a family oriented company. Roxanne shared that they all like to make sure that everyone works together as a group and make sure everyone's schedules align. Having work-life balance and the flexibility to take care of their families and children first allows each team member to not have that additional level of stress impact their work. They put each other first and then they can put their maximum level of energy and focus in to their products.


Roxanne credited the ability to be flexible as the aspect she enjoys most. Starting as a smaller company and watching it grow and evolve means sacrifice from team members. But because of their pact to support each other it has allowed them to bring in the right individuals to help grow the company with the same goals and values. She stated that there are still plenty of nights where Clint and she switch off 12 hours on and 12 hours off to get a project done on time. But they work together amongst themselves and the rest of the team to make sure everyone can accommodate it at a given time.


The open communication leads to everyone being on the same page. Roxanne also shared that another form of communication is one of her favorite parts of the job, being able to speak at conferences. She said she started in this role as an engineer but has added more and more roles to her resume over time. The opportunity to speak, educate, and teach others has brought her a great sense of joy. Sharing their technology, advancements, and possibilities is still a challenge for EnviroStar, but when given the chance they make believers out of those who are unaware.


Roxanne explained, "Companies are forgetting and I think they forget how many of our products come from spray drying already I mean anything that sits on the shelf in a box in powdered form is spray dried. I mean, that's the entire baking aisle comes from you know the 300 foot spray dryers that make thousands of kilograms an hour a product. Anything other than fresh fruits, vegetables, and meat are pretty much everything as a spray dried product in it. More examples like flour, baking soda, most seasonings. I like reminding people that it's not a scary process and is part of our everyday lives. To instruct them and show how much it can help add value to ingredients that they're trying to make."


Piece of Advice

Our conversation with Roxanne ended with her sharing her piece of advice:

"Don't be so hard-headed on where you think a career is going to go, because it's going to change a thousand times sometimes, even within one company. I thought I was an engineer, but I'm not. Apparently, I'm a salesperson. I'm a salesperson and a speaker."


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In Closing

KLS wants to thank Roxanne Deedrick, President, of EnviroStar for today's "Together Talks" feature. Keep up to date with EnviroStar by following their blog on their website, check it out here. Follow along for the EnviroStar journey with their social handles below!


Together Talks with EnviroStar feature #78- presented by KLS, Klimson Logistics Solutions, freight company

Klimson Logistics Solutions - Together Talks with EnviroStar feature #78

*Klimson Logistics Solutions is an Industry Leading Customer Service 3PL. Our focus and commitment to our clients has us striving to be the BEST customer service 3PL for LTL, FTL, Reefer, and Drayage in the country. KLS, freight company, is a 3PL providing nationwide logistics solutions. KLS shipping services include: LTL freight, FTL freight, Reefer LTL freight, Reefer FTL freight, and Drayage. Klimson Logistics Solutions thanks you for viewing our marketing campaign, "Together Talks". If you have any interest in being featured or questions regarding your freight operations please contact us today!


Why KLS?

Our precise and reliable effort.

We handle every shipment with the exact same process. It does not matter if you move one shipment a year or ten per day, you will receive the same level of customer service from us. When we started this company, we had one goal in mind, treat every shipment like it was our own. With our vast knowledge of the industry, we understood what a customer would want from a communication standpoint. We applied that process to be the standard here at KLS. Our reliability and being able to depend on our consistency is why we have such long-standing relationships with our clients.


Our Process?

Every shipment in our industry starts with a quote. We are firm believers that time is money, thus we strive to have quotes back in a 5-10 minute reply time for LTL and FTL, any FCL quotes are at the mercy of the carriers getting back to us. For LTL we have the flexibility to quote both off of NMFC and also Density depending on the carrier. Utilizing our services, you’re allowing us to use our expertise to class your freight accordingly to ensure we are providing the best rate we possibly can.

Once a quote has been submitted and a client chooses to proceed with KLS handling the arrangement of the shipment our full process begins. We create the BOL that will be used for the shipment. If it is a new location for our system, we will obtain all the important/special details (reference numbers, contact details, shipping hours, closed for lunch, dock/doors, etc.). We meticulously build every detail into our software for all future shipments involving that location. After we have both locations built and necessary reference numbers have been applied we will tender the shipment to the carrier. We use this method because it provides us a real time pickup number from the carrier to obtain updates prior to pickup. Our staff will either email the BOL directly to you or to the shipper (at your request) the minute after the tender has been accepted by the carrier. LTL carriers require a 2 hour window prior to close time in order to schedule it for a same-day pickup attempt.

The following morning you’ll receive an email from us. It will either provide the reason the pickup was missed (driver’s trailer filled up, driver missed the close time, truck broke down, shipper said no freight, etc.) or if the pickup was successful you will receive the PRO (tracking) number from us, along with the eta for delivery. Our staff will track it throughout the duration of transit and advise if anything happens that will alter the estimated delivery date. The day the shipment delivers we will email you with confirmation and the POD (Proof of Delivery), should you require it.

Your shipment has been quoted, scheduled, picked up, and delivered. The next step is waiting for the carrier to invoice us and make sure the rate matches up. If it does, we close out the invoice from the carrier in our system and automatically your invoice is created and sent to the requested party at your company. In the event the carrier has an additional charge on their invoice “Variance”, we will never send you an invoice with an additional charge without first identifying you of the charge.

Let us repeat, NEVER WILL WE JUST BILL OUT AN EXTRA CHARGE WITHOUT YOU BEING NOTIFIED.

You are our customer, we represent you. Should the carrier provide an extra charge on an invoice, “Lift gate, additional weight, reclass, detention, etc.) We notify you of the charge via email first. Second, within that email we identify what is required should you choose to dispute the charge. Again our goal is to honor your request, if you want to dispute, we will dispute. During a dispute we will provide you updates every step along the way. Once a dispute is closed out, whether it is approved or rejected, then we will invoice you as the invoice has been resolved.

For reference, our company only had 6.2% of all shipments go to dispute in 2022 and we successfully won 91% of those disputes on behalf of our customers.

This is our process for every single shipment you move with us. We don’t cut corners, we don’t hide from difficult situations. We believe in being available, honest, and transparent. We don’t ever want to tell you that a shipment is lost, damaged, misrouted, but it is our duty to notify you the second we find out something has gone wrong. We hate to present bad news, but it is part of the job. What you can guarantee is that we will work a shipment all the way through and turn over every stone until we get a resolution for our clients.


Services offered?

Our core business is LTL and FTL. Within these options we have options for both dry and refrigerated/frozen. We also offer FCL/Drayage options. Our company as a 3PL has nationwide options and services clients across the US.


Let’s breakdown our services more in-depth

LTL: Standard and Guaranteed CFS (Imports & Exports) Tradeshows Hazmat Anything that is on a pallet can be moved LTL. Typically LTL is up to 10 pallets, but the sweet spot for a carrier is 6-8 pallets at most for an individual shipment. LTL quotes are good between 5-30 days depending on the carrier. LTL can be quoted either via NMFC or density to determine the class (we do this for you).

Volume: Anything over 10-12’ of space in the truck is the technical rule for a volume shipment. When we run a quote for you we will determine if it qualifies for volume and provide you a rate if available. Volume moves allow you to get a reduced rate for larger shipments. The caveat to volume shipments it the quotes are only valid for 3-7 days and they move on capacity between terminals. If a terminal is backed up they will move their LTL freight first before the volume freight, which can lead to longer transit times for volume moves.

FTL/Dedicated/Expedited: 53’ Dry and Reefer 26’ Box trucks with lift gate Sprinter Van The main difference for FTL vs LTL is space and transit time. For standard pallets you can fit either 26 or 30 pallets in a 53’ dry van. The other main difference is transit time, for FTL each day counts in the transit time, whereas LTL does not count the day of pickup, weekends, or holidays in their transit time.

Reefer/Frozen: LTL and FTL We specialize working in the CPG space with food manufacturers. We regularly deliver to the following locations: Kehe UNFI Core Mark DPI Wegmans Cugini H.T. Hackney Netrition HEB ALDI Chambers and Owens EBY Brown Nassau Candy Harris Teeter Wakefern NU INC Long Distribution

What makes KLS different?

There are thousands of freight brokers and 3PL in our industry. Barrier to entry is rather easy and agents or owners will often hire sales people without any intention of properly training them. It results in high turnover for many freight companies and a forgettable experience for the client. We choose to operate differently through our consistency. We truly care about doing right by our clients and prospects too. While we would love to help provide our services to every company we speak with, that just isn’t realistic. We won’t always be the right fit for every company that moves freight and that is ok. Our authenticity as a shipping company sets us apart from the competition and that is backed up by our testimonials. We also run a marketing campaign bi-weekly called “Together Talks”. We interview, highlight, and promote two businesses every week. Our goal is to grow our network, make new connections, and learn something new with each collaboration. Check it out on our website and if you’re interested in being featured reach out.

Our company also runs a year long charity promotion. Book your first shipment through KLS and we donate to the charity of your choice in your name. Our way of thanking you for giving us an opportunity to show you the KLS way and what makes us one of a kind. This entire package is what we offer to every prospect and every client. Our goal is to help provide answers that customers may have when it comes to shipping. We want to always be available as a resource and will always offer a lending hand whenever we can.

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