Arbortech - Aqueous Cleaner Recycling Equipment Manufacturer

Whos Who in Membrane Technology

Membrane & Separation Technology Newsletter
November 2004

Ray Graffia Jr. is President of Arbortech Corp., a Chicago-based manufacturer of UF systems for recycling aqueous cleaning solutions. Graffia became involved in membrane technology through a circuitous route taking him from the New Colony Six, a 60s era rock and roll band that earned two gold records, through a brief career as a schoolteacher, and finally into the environmental field of oil/water separations.

MST: How did you become involved in membrane technology?
Graffia: I became aware of an opening with a company that made fiberglass panels for McDonalds' restaurants and they were just beginning to change focus to the environmental field, manufacturing fiberglass oil/water separators. I was hired as Sales Coordinator on a trial basis since neither they nor I were certain I'd be any good at this. Every project was funneled through me so it was sink or swim. I must have had a knack because during my second year with the firm, I was named National Sales Manager. As I grew more knowledgeable of the field, I saw where we lacked the ability to tackle projects where free oil was not the problem, but emulsified oil was. Researching the market, I would up entering my firm into a relationship with a leading manufacturer of membranes and began to learn what they could and could not do, with respect to oily wastewater.

MST: How and when was Arbortech established and how has the firm been funded?
Graffia: I incorporated Arbortech on September 3, 1981, and soon added on more principals, among them the membrane company with whom I had interfaced on behalf of my former employer. As time went on, I saw a real potential market in an area this membrane company did not perceive as being very lucrative - namely recycling wash solutions. In 1992, we made our first membrane system and began the long process in transitioning from rep to manufacturer. While we still rep some things today, our focus is really more then 90% to 95% on the Washer Washers we commercially introduced at the turn of the century. We spent more than a year in field prototype work with existing clients, ensuring that the TiO2/SS combination membranes were going to work as well or better than the old-style polymerics we formerly used.

The company was funded with our family savings initially, and through taking on a partner some years back now. It was all done internally, with an occasional boost from a home equity loan to smooth out the valleys between the peaks and help underwrite R&D and the manufacture of our stable of pilot units. We rent units to folks who subsequently buy them after testing for a month or more about 80% of the time. Seeing is believing. We also have built and sent on to our more active reps a demonstration unit that can fit in the backseat or trunk of their vehicle. In so doing, they can bring that in and run a legitimate qualitative test (but not quantitatively) right during the initial exploratory visit.

MST: Tell us briefly about Arbortech's technologies and product portfolio.
Graffia:

Pollution prevention with payback

Return on investment within a year is commonplace.

Save chemicals, water, energy, labor, hauling fees - minimize waste, close the loop

Unique cleaning service-membrane maintenance contract, ensuring maximized performance for life.

This pretty much tells the story. We have Washer Washer series ranging from the Little Gizmo at maybe 20gpd to 40gdp output of recycled washwater, to the WWHO seris, WWMO series WWPRO series where we are processing as much as 6,000 gallons per day. There aren't too many washer recycling applications that require daily volumes beyond that, though we can certainly make larger units, virtually any size, on a one-ff basis as projects demand them. The path we're walking is a narrow one and very focused. We feel it is probably too tiny, with equipment sized far too small, to interest the big boys. We haven't seen a rush by many to get into this market, so, thus far anyway, we seem to be correct in our supposition. Pretty much all our eggs are placed squarely in the water-based cleaner recycling basket. We think we can grow the company over time and while we may never become a Steinbrenner or a Trump, we should be able to earn a living, make the planet a better place, save folks money and sleep soundly every single night.

MST: What goals do you have for the company near term (next 2-3 years) and longer term?
Graffia: Continue to find more outstanding independent sales reps to work the line, grow the business through their and our own efforts, and begin exporting to at least Canada and Mexico near term, and eventually, wherever else the demand leads us. We look forward to the day, and believe it will come, albeit perhaps not in my lifetime, when recycling aqueous solutions is just as much a standard component for a parts' washer as is the heating element or circulation pump or spray header.

While that may not sit well with those chemical vendors who still sell chemistry by the pound, it will make a positive impact on our environment, natural resources (requiring that less chemical be made), energy sources (why dump and reheat a fresh bath if you can keep it in use through recycling), company's bottom lines, etc. Wouldn't it be wonderful if every plant that washes something - from their parts to their floors - could win a Pollution Prevention Award like many of our customers already have for implementation of recycling equipment? (And as have we for its development, the Y2K Illinois Governor's P2 Award for manufacturers.)

MST: What is the biggest challenge you've faced as company president?
Graffia: Developing skills in areas outside of sales and marketing, which are my more natural talents. And another tough thing to do is balancing the needs of my family, my ordination (I was ordained as a Roman Catholic Deacon in 1993 by the Archdiocese of Chicago.) and church ministries, the concerts we still do with the New Colony Six every summer, ranging from five to ten to more then a couple dozen during a very busy season, with the demands of the business. I will not let Arbortech destroy all the other aspects of my life. If this means we grow at a slower pace, then so be it. We don't have to be the biggest, but we will always strive to be the best.