One business sector that will never become obsolete is the disposal of solid waste material.
Such was Daniel Hunter’s thinking when he decided to change careers and buy Berkshire Roll-Off two and a half years ago. “People will always be constructing and remodeling buildings, and doing landscaping and buying and selling properties, and cleaning out homes and businesses,” he said. “All of that requires someone to remove and dispose of the waste materials. Every time that happens, it’s a potential new job.”
His company provides open roll-off dumpsters for commercial and residential use and serves most of Berkshire County. The dumpsters are delivered to a job site using a specially equipped truck. After the agreed-upon rental period, the contents are taken to a solid waste disposal facility.
Hunter previously served as director of human resources at Soldier On, a nonprofit organization that provides housing and other support services to military veterans in western Massachusetts and other areas of the Northeast. “I was ready for a change,” shared Hunter, who lives in Pittsfield. “I did not want a corporate job, and the idea of owning a business and working for myself was appealing. I learned this business was for sale, so I pivoted and bought it.”
At the time of purchase, Berkshire Roll-Off was a one-person operation with one truck and an inventory of dumpsters. Hunter has since moved the business from Pittsfield to a facility in Lenox Dale.
His son, Noah, who had been living and working in eastern Massachusetts, subsequently joined the company. “He didn’t want to be in the corporate world either, and chose to come back here and work in the family business,” Hunter said. The father-son pair handles the pick-ups, deliveries, disposals, and other operations. Dan’s wife, Elaine, who is a schoolteacher, manages invoices, receipts, and other matters. Their other son, Josh, also helps out when he is home from college, and their daughter, Hannah, handles social media. “It really is a family business,” he said.
Hunter has been growing the company slowly but steadily, acquiring two additional trucks—one for his son to use and another for backup—with plans to buy a fourth. “In this business, you need a standby in case a truck breaks down and needs to be sidelined for repairs,” he said.
While there is a strong demand for services, the waste management industry is challenging and competitive. The process of collecting, sorting, and disposing of waste products has become increasingly complex due to recycling processes and other factors. Waste management also includes a range of primary and secondary services.
Waste management providers are restricted in what they can accept and dispose of by government regulations and collection sites’ policies on items such as hazardous materials and electronics. There are also additional fees for items such as mattresses.
In addition, independent companies like Berkshire Roll-Off have to contend with nationwide economic changes, including corporate consolidation. The dominant regional player in Berkshire County is a publicly traded integrated waste management corporation based in Rutland, Vermont, that operates throughout the Northeast. Among other activities, it contracts municipal waste collection in Pittsfield and manages the city’s waste transfer station. It also operates waste collection and transfer stations in Lenox and Cheshire, as well as other related services in the Berkshires. And over time, it has acquired formerly independent companies. “They are the Goliath here,” said Hunter. “There are a number of great smaller independents like us, too. We’re the Davids competing with a Goliath.”
As in other industries, independents have to both focus on niches and provide personalized service. “It’s all about customer service. As companies get bigger, they can lose track of that,” Hunter said. “The bottom line is that a dumpster is a dumpster. You have to figure out what sets you apart from competitors and focus on that. It all comes down to knowing your customer and providing reliable, on-time quality service. For example, I answer the phone myself when people call.”
Hunter added that he has developed relationships with construction contractors, real estate firms, and other professional customers who regularly use services, as well as residential customers and other one-time users. He promotes Berkshire Roll-Off through a website and lively Facebook and Instagram accounts. The company also sponsors community fundraisers and takes part in other local events.
There are several forms of collection services, including permanent containers that are regularly picked up and emptied, as well as temporary ones for short-term use. There are also several forms of dumpsters or cans. There are differing sizes measured in yards. The available sizes for roll-offs typically range from 10 to 30 yards. In addition to size variations, they include open roll-offs and closed containers for trash such as food waste and other organic materials, as well as recycling and compost bins.
Hunter explained that he specializes in open roll-offs for temporary use during projects, rather than permanent, stationary receptacles. They are used primarily for dry waste, including construction debris and discarded household or business items such as furniture, toys, and wastepaper, as well as landscaping brush. They are also used in conjunction with estate sales and for the removal of used pallets, packaging, or surplus material by a business.
Prohibited items include aerosol cans, liquids, asbestos, batteries, antifreeze and oil, and paint and other materials categorized as hazardous. Food or other perishable trash is also off limits. “One reason for that is animals can smell it, go into the dumpster and get trapped,” Hunter notes. “That can be a real problem. It scares the heck out of me when a raccoon jumps out.”
Berkshire Roll-Off offers basic rates, with job-specific costs depending on duration, size, location, and other factors. Certain items, such as mattresses or air conditioners, incur an additional cost because the waste facilities charge a disposal fee. In addition to setting forth guidelines on his website, Hunter will also work with customers to advise them and provide a quote. After all, the business goes beyond the basics of leaving containers, picking them up, and disposing of the waste.
“It involves a lot of logistics,” he explained. “We have to set up the daily routes on a coordinated basis to meet the needs of customers in a way that’s efficient. We try to schedule customer stops in the same area and also factor in the nearest disposal facility. We also have to take care of the maintenance and cleaning of the trucks and roll-offs. It’s hard work, and it keeps us busy constantly. But we take pride in what we do, so it’s very rewarding.”
