How Strong Recycling Partnerships Support EPR Program Growth

Casey Hines (00:16)

Hello, and welcome to the Dynamic Spark Podcast, where we break down what really happens with your old tech and what this means for you. I’m your host, Casey Hines, and today we’re taking a closer look at the topic that’s shaping the future of electronics recycling, manufacturer funded recycling programs, and how recyclers can participate in these programs without getting buried in the administrative work that comes along with them. Many recyclers are already involved in these programs, but managing the reporting, compliance requirements and day-to-day program administration can really be a challenge. At Dynamic, we work with recycling partners across the country to help simplify that process so they can stay focused on what they do best, running their operations and serving their customers. Today we’re bringing that story to life through the experience of one of those partners. Joining me is Dale Needleman, partner at Technology Recyclers in Indiana, to share how their team works with Dynamic to participate in the manufacturer programs and what that partnership looks like in practice and the impact it’s had on their business. Dale, thank you for joining us today. To start, can you give us a little background on yourself and technology recyclers, what you do and the types of customers you work with?

Dale Needleman (01:23)

I’m happy to good morning and thanks for having us here this morning. My name is Dale Needleman. I’m one of the founding partners of technology recyclers here in Indianapolis, Indiana. We started this company August first of two thousand and eleven and the way the company started we saw a need for this. There were some legislation and laws put in place in Indiana that made it very clear that we needed to do this. And there were some personal things that occurred and I felt kind of called to start this. And like all good businesses, it started on a cocktail napkin and it seemed clear as could be that this is what we needed to do. So here we are, you know, fifteen years later and doing very well in Indiana.

Casey Hines (02:07)

A big part of what makes these programs work is having strong local operators like yourselves. but that also comes with a lot of real challenges. And curious if you can tell us a little bit of you know how your operation what that looks like in Indiana and then what types of materials you guys are handling on a day-to-day basis.

Dale Needleman (02:24)

When we started this, none of us had previous recycling experience, and certainly not electronics recycling experience. So the blessing and the curse is we didn’t think we knew about this industry. And so we had to go learn everything on our own and We’ve made a ton of mistakes, but because we are small and nimble, we’re able to recover from those mistakes and do things a little bit different. We had three things in mind when we started this. The first thing we wanted to do was create a safe environment for businesses to get rid of their electronics, guaranteeing them data destruction and keeping all that personal information safe. We wanted to create a method to help save the earth and keep recycling.

We wanted to create some local jobs which we’ve been able to do. And so we kind of came together with those things in mind. in the beginning, we would accept anything from any customer.  Our tagline was if it ever plugged in or had batteries, we’ll take it. And of course, in 15 years that’s become a statement which is extremely difficult some days to manage. But the fun part of it was is we’d go out and grab a new customer, we would tell them what we  did, and then we would get their stuff. not knowing all the time what it was, we’d say, sure, we would take it, and then we’d scratch our heads and figure out a method to Get rid of it. And that’s the blessing part of not being previously educated in this, is that we weren’t preconceived of how to handle all these different components. And we would go and find the best way.

During that time, we built our own apparatus, our own shredders, our own sorters, our own separators to constantly chase the best methods of recycling. And we learned that on our own. And again, like I said, we made some mistakes. we didcreate a tagline that we’re the official sponsors of tomorrow because we wanted to solve these issues for the future and that’s what we’ve done.

Casey Hines (04:28)

Yeah, thank you for sharing some of that. I am really curious how that Indiana program that you guys participated in has, kind of helped shape some of the business and some of the directions you guys go.

Dale Needleman (04:37)

First off, Indiana made it illegal to put electronics in the trash in two thousand ten. That became very clear to me, coming from really the large corporate world, that everybody has a closet full of electronics and don’t know what to do with it. It was right then, we knew that we wanted to be certified in electronics recycling because I wanted to guarantee people. We also decided that that time we wanted to try to be 100% landfill free. And no matter what we receive, we try to make sure that nothing goes into a landfill. and so with those kind of things in mind, we started forward. as you know, we’re an R2, V3, Rios, and NAD certified recycler, which guarantees that we’re recycling in an ethical way, in a safe way, in a earth-friendly way, and as importantly to business customers, guaranteeing data destruction on all items.

Casey Hines (05:39)

What are some of the biggest challenges you deal with that sort of path to to remain, landfill free and all of the goals you guys set out for?

Dale Needleman (05:46)

You you’re a professional recycler as we are, and certainly the world isn’t easy when it comes to recycling. Recycling isn’t free. Recycling does take technology, and with the rules and different restrictions changing on a regular basis, we had to constantly modify what we were doing. The picking up part, we’re very, very good at. We have a fantastic reputation of customer service. We did over 3,400 individual business pickups last year alone. And I think captured about 8 million pounds of materials. So we’re good at that piece. And then we expanded to consumer type drop-offs at our location. It only made sense. But educating a resident, homeowner, non-professional, IT type person became a little bit of a challenge. We had to learn how to do some education. So there were challenges and growing pains

Casey Hines (06:47)

Is there anything unique about the Indiana program that sort of contributes to some of those challenges and growing pains, from an operational standpoint?

Dale Needleman (06:54)

It’s a great question. And I have to be honest and say, since I haven’t run a program in other states, I can’t talk about how unique it is. What I can tell you is is we have ninety-two counties, I believe, in the state. I think about half of them have a solid waste district that does collect materials, and only some of those actually accept electronics. So as we were learning how to do it, I was trying to work.

With them on helping them to have a local drop-off and then how to educate them. Because they’re funded very differently by the state. We can see a vast difference between the more economically developed counties versus the more rural counties on what they can take, how they’re funded, if they can staff a recycling center or not. And so we became an option for them. So our goal is to save the earth. Our goal is to not put electronics into the earth. it’s illegal to put electronics in the trash in Indiana. I can use that to help educate customers. And when we started this, I can tell you most did not know that was a law.

Casey Hines (08:03)

Now from your perspective, why are strong local partnerships and operators in particular, so important in making these programs work and these programs successful across the state?

Dale Needleman (08:13)

We’re the connector between all this material and the people who have it. So a large part of what we do is managing the whole customer base pickup requirements. but we’re that connector, and a very large part of where I’ve spent my time. In developing our customer base and our methods with our team is how do we efficiently go? How do we collect,? How do you find the person? How do you get to the right door? How do you move the materials out?

Casey Hines (08:43)

One of the things that we focus on at dynamic is giving our partners the flexibility in how they participate in their programs but also you know with the relationship with dynamic so you can say focused on obviously running your operation while still being a part of the larger program the state programs so I just wanted to ask can you walk me through how you work with dynamic today both from the material side and how you participate in the manufacture program

Dale Needleman (09:05)

So, for us as we’re growing this business, we have to grow with our vendors. And it is, as you know, and I wanna say thank you to you, we need that trusted partnership. We need to know that I can’t just keep getting a bigger warehouse that if I grow and I create these materials, I have to have a place to go with the materials. We have to find a home for those jobs before we actually start doing the job manufacturers’ programs the same way. That lets me know that there’s an area I can go focus on to create those materials. and so our business has evolved in many ways, but we could not have grown without the backside of this equation. The backside is trusted partners to work with that A support and endorse our certifications for guaranteed destruction and that’s why we like working with like certified companies. and B can handle our volume. And so, yes, that partnership and knowing that there’s programs out there helps us to focus on what we need to do. We want to move material through, get it recycled, take care of our customers, and keep it out of the earth. and that’s what we try to do.

Casey Hines (10:22)

I’m curious how the reporting side of things works for you today.

Dale Needleman (10:27)

Well, we as we’ve grown, we have brought in a consultant, as an external source and helped us to build a program internally for reporting. Our R2 now V three designation has required additional reporting through the years. and there were times where we didn’t know we could do it. The cost to us to add some of that reporting capabilities through resources, We had to really consider if we were able to do that. But we did. We’ve stuck with it. once the pain is gone of learning to do something different. Then it’s as easy as doing it well But by using partners with similar recycling accreditations and requirements, that allows us to transfer that data much easier to the downstream or the upstream, as it might be in the case of a program. You trust us to do the part we’re supposed to do, and we trust you to do the part you’re supposed to do. And so the reporting does become easier.

I can only go out and feel confident in gaining more material, knowing that I have a partner that can help me remove that material from my facility. If I didn’t have that partner, I couldn’t freely go and do that.

Casey Hines (11:45)

Yeah, absolutely. I think that it’s super important to be able to process as much as you as you can at in your facility, but then also have a partner that you can work with on materials either you know you don’t want to be processing or aren’t equipped.  if you don’t mind just expanding a little bit on the importance of that flexibility

Dale Needleman (12:01)

Well, if everything we received, we had then a method of getting rid of. Quickly, easily, efficiently, then I wouldn’t need anybody else. Except for I would put a lot of resources on the side of getting rid of those things. Because the guy who wants to buy steel isn’t the same guy who wants to buy aluminum, isn’t the same guy who wants to buy wire, isn’t the same guy who wants to buy plastic. So we learned early on we can’t do that. And so when we look at each item we’re trying to find the most efficient way to bring materials in, guarantee the data destruction for my customers, and get rid of those materials in the way that supports our ultimate goals, keeping it out of landfills, safely and ethically handling it. And so, yes, we need partners. And so along the way, when you develop that relationship and the partner tells us what they can do, what they need, we can then work our program into what they need, what we can give them, how we work together think of McDonald’s. Mc McDonald’s has all these units. I don’t know how many there is now. I’m gonna guess there’s 25,000 worldwide. But locally they use bakeries to bake their buns, to get their meat. They don’t send it to one location and then ship it all over the world or even all over America.

Their bakery partner has to be able to handle that volume and growth day in and day out. McDonald’s has to have buns in order to put their hamburgers on it. So they’ve got to treat that partner with respect. Well, being on the other side of that previously in my life, that partner, who now has McDonald’s maybe as 98% of their customer base is very vulnerable if that customer were to go away. These two people need each other. This is a this is a well-orchestrated partnership and it’s a win-win partnership. Well, that’s what we have with you. It’s a win-win partnership. It was built on trust and a lot of time, right? Going back and forth.

What materials do you need, what materials can you handle, what can we best send to you? There was a time when I was worried that you might steal my customers and

go direct. Not because of mistrust, because in this world of ours, that wouldn’t be the first time that occurred so we had to gain trust with you and confidence that your partner and desires were different than that. And there were probably some concerns you had about us. but that’s a dance and it becomes a partnership. And next thing you know, we rely on each other to do great work.

Casey Hines (14:43)

You know, those concerns are always very real and very evident in all the programs that we’re operating in. one of the biggest challenges that we hear about is outside of some of the day to day and the trying to balance who’s working with who and not stepping on toes but you know is really just managing the program side in its own right there’s a lot of reporting, tracking requirements, things that are required of the team outside of that that sales aspect. Making sure that you’re getting the value for the work that you guys are doing every day, right?

So, before working with dynamic, what was the hardest part about participating in these state programs as it relates to some of those reporting tracking requirements.

Dale Needleman (15:23)

Well, our reporting, of course, has two things that have occurred. One, it’s matured to a very specific reporting structure where we know every pound that comes in, where it’s at, where it goes, how it goes through our system and what’s going to come out of that. And because we have experience, we know what that is going to be from a yield standpoint, what type of materials we’re going to get and where it’s going to go. And so reporting that has become so much easier as we know what you need, as we know what we need to provide, those have come together and so again that trust, that relationship, has really become most important in the ability to grow in tonnage of what we’re able to do and take and commit to.

Casey Hines (16:09)

Is there anything that dynamic handles that sort of takes it off your guys’ plate that you don’t have to think about now sort of makes the day to day of finding those partners on on the front end and finding those those pounds to float through the program a little bit easier?

Dale Needleman (16:23)

There is, but there’s materials that you can handle for us that is more efficient for us to bring in, take care of it on our end, do everything we need to do and package it up and send it to you for its final disposition. It’s more efficient for us, it gives you the tonnage, if you will, perhaps that you need, and it might remove a bottleneck from our operation. And so again if I really think about this, it’s hard to frame this. In one hand, I want the world to use its electronics devices longer so that we don’t have to create new, right? Sustainability, reuse, and not have to extract more materials from the earth to create new. On the other hand, I want people to get rid of their stuff as quick as they can, because that’s volume that will help my company grow, employ more people, take care of more families, and knowing that we do it correctly, keeping it out of the earth and guaranteeing the data destruction for business customers. Most important for thing for them is they need to understand that liability.

Then we throw in we’re veteran-owned on top of it. So people like us for one of three reasons. They and possibly all three. They like us because we guarantee the data destruction and we hold them harmless on getting rid of their components. We’re saving the earth by keeping recycling and recycled materials out of the earth. And we’re a veteran-owned company. And usually people like one, if not two, or all three of those things.

But removing bottlenecks from me frees up the operation to be more efficient and do things. There’s things you can do better than us because of your size, because of your volume that might otherwise stop my action. We had a customer a few years ago that we’re destroying returned goods for them, and that grew from one box truck a week to two semis a week very, very quickly. Unfortunately for them, they’re having these items recalls or returns or whatever exactly they were. Not so good for their business, but we solved the problem for them. And then having someone like you on the backside that could handle us with help us with those materials solved a problem for us, and then you are handling it the correct way in the end, in a certified manner, the way we endorse, solved the problem for the earth. In my mind,

I say this a lot, but everybody wins in a quality recycling program. There is nobody that loses on this deal. Ever.

Casey Hines (19:10)

I and I think that’s a great point. And you know, you talked about a little bit earlier how, you know, maybe the same company that wants your plastics doesn’t want your metals, doesn’t want your wires. You know, I think in the recycling industry there are a lot of recyclers that have different focuses and strengths and weaknesses and there’s nothing wrong with that, but you know, having partners and good partners that you can trust for different materials just makes us all more successful and and you know complete at the end.

Dale Needleman (19:36)

Sure. So why would you want to be a partner with someone like us? Well, I like to think it’s because we have 500, five-star reviews saying we take care of people. I think it’s because we have a clean and flawless track record of doing what we say and saying what we do. And our name is is truly in the highest esteem of recyclers anywhere, and probably, you know, I’m going to say number one in the state of Indiana.

And so you can trust that we’re not gonna make you look bad or get caught up into a deal that’s that’s bad. You know, ten years ago, what you what were you and I reading in EScrap News that every week there was another lawsuit because a local recycler collected materials and then filled a warehouse and left during the middle of the night, causing an environmental nightmare, right?

Casey Hines (20:31)

Absolutely.

Dale Needleman (20:32)

Well, that’s not us. And you know that’s not us. And so we have something to offer people like you. And that’s a smooth flow of materials and reporting and a trusting relationship that you don’t have to worry is going to tarnish your image. And we try to be that quality of a supplier.

Casey Hines (20:53)

Yeah, absolutely. kind of just looking back, obviously we’ve worked together for a while now, how has the partnership with Dynamic evolved over time? obviously, you know, different materials we’ve we’ve worked together on and things like that, but just overall how how would you view that partnership has changed over the years?

Dale Needleman (21:09)

Well, I would say, you know, first of all, i important I want to say thank you to you because you’ve become a trusted partner for my partner, Chris. Chris has had for many years been straddled with how to get rid of a lot of these materials. And we’ve had to find the bad actors in there, you know.

Casey, people would walk through our door four times a week offering the best deal because we were the partner they wanted. And we had to kiss a few frogs before we found people that we trusted. So, you know, how has this evolved? It’s evolved because you’ve become a trusted partner to my partner, Chris. again, he deals with you more than me because of our job functions, but I know we’re in good hands. And when he’s feeling happy and comfortable with our relationship, that frees me to go. I can only freely do it knowing that my partner in the business, Chris and Jerry, who run that the facility, have a partner in you. And and so thank you. We’re we’re glad to have you as somebody on our side. And that allows me to go out and do what I do without worry.

Casey Hines (22:23)

Would you say there was ever a kind of an aha moment or it felt like kind of less of managing materials and managing the different partnerships or finding the best homes and and really started to feel like more of that partnership.

Dale Needleman (22:38)

Well I would say, you know, d again to be honest about it, ’cause I’m not a know it all, you and Chris probably know of that aha moment, but what I saw was a more frequent, fluid, trusting relationship where I would pose Chris a problem or an opportunity, if you will. I don’t believe in recycling emergencies. I just tell my customers that there are no recycling emergencies, you know, but there are. And he’s been able to pick up the phone and call you and your company and you help him come up with a solution. Now, sometimes it it’s informational and it helps us make a decision. But sometimes it’s a solution w that solidifies an opportunity. and seeing him grow in that trust with you, I wish I could give you an aha moment. I love to know what it was, but I just think it’s overtime. it’s regular overtime growth. I heard your name once a month and then it was once a week, and then sometimes it was once a day, and sometimes it’s multiple times a day. and to me, that means that our relationship has grown in trust and respect and in performance, frankly. There’s not a lot of money in recycling. If it doesn’t work, it doesn’t work.

Casey Hines (24:04)

What gives you the confidence to continue growing that partnership?

Dale Needleman (24:07)

I guess the fact that you have offered us more in things you can do than we knew originally, that you could do, right? And so as that’s grown, I feel we have that trusted partner. so much of my confidence comes from my partner, Chris, who’s running that material side of the business. When he knows that we have a home for specialty materials, for a lot of materials, for a rush job of materials, for whatever that may be, and I see the confidence in his.

Casey Hines (24:42)

Obviously you’ve you’ve been in the industry for a while what do you wish you understood earlier in your career in the recycling industry about participating in these types of of programs and partnerships?

Dale Needleman (24:54)

Well, I think I think we wouldn’t have toiled so much through the years on different things. You know, I used to laugh. We we would you know, I I told you we started the business on a cocktail napkin, and that wasn’t a lie. And a lot of times our board meeting looked like two and three of us sitting around saying, I think we should do this, let’s do that, and then the next night we were tearing out a shredder and rebuilding a shredding line or a sortation line because we were trying to find the answers to all these things.

We wanted to. We didn’t want the industry to tell us how to do it because we didn’t think they were getting it right, frankly. but if you guys and us would have partnered sooner, I think we could have avoided some of the pain that we went through because you had some of the answers now I would like to think that we’ve given you some answers. I would like to think that your business has been able to thrive and grow because we are able to teach you some of the things that we saw as the boots on the ground guys do in the collection and the the actual work out there, you know, that type of work. And so I I would think we both would have benefited from an earlier growing trusting relationship. But it took the time it took and it no reason to look back. We’re happy to be where we are today. and as we look forward, we’re feeling very good about the partnership.

Casey Hines (26:25)

I think just one last question, leaning on some of some of your advice, what would you say others should be paying, attention to when they’re evaluating their partnerships, whether it’s current partnership or potential partnerships?

Dale Needleman (26:36)

Well, I think people have to ask what it is that they think they’re good at. What what is it they bring and what is it are they trying to focus on? I’ll be very honest with you here, and I’m I’m somewhat direct, and that’s just who I am. I wouldn’t start a collection business in Indiana going against technology recyclers. I just I I wouldn’t do that. Our our reputation is very good, and we have a lot of years and have worked with a lot of quality companies who keep working with us because we do the right job for them. So if you’re going to start a business, you know, other people, what should they be focused on? They need to understand what it is they provide. Is their collection method better? Is their handling method better? are they trying to be a middleman and just get materials? I mean, there are some collectors in the state who don’t shred a thing, who who don’t actually do any recycling, they only do collection and then they look at places to get rid of their stuff. Well, I warn my customers, understand who you’re doing business with You wanna know where your materials are going. You want to know that they’re safe and secure and you want to understand their ultimate end of life, right? And so I think everyone needs to understand what they’re trying to do. You need to understand where you’re trying to grow your business.

Casey Hines (27:53)

That’s great advice, Dale.

I want to thank you again for joining me today on the Dynamic Spark podcast. I think there’s one thing to take away, it’s really that partnerships tend to play a bigger role than people really expect not just in participating in the EPR programs, but in how you grow within them and grow with others. So our goal is simple, to spark better conversations, clearer decisions, and more confidence in how you navigate what’s next. So thank you again, Dale. Appreciate your time today.