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By Floyd S. Salser, Jr., CEO, MARS Company

The water meter industry operates on revenue and the modern utility is both a business and a public service. This article deals with the business and revenue side of the water industry. I don't question the ability of the modern water utility to produce safe, high-quality water. However, I am concerned about the service side, since fairness to the end users of our product and fairness to the utilities who produce this very high-quality product is important and closely related to the revenue issues. Accepting that all things within a modern water utility are paid for by the revenue income from water meters with few exceptions, this article may help you deal with revenue recovery, revenue protection, and revenue maintenance. This means that we cannot justify paying too much for the products we use and we cannot allow revenue to drift away through various means that are not always obvious to those of us who work within our industry. It is our job to collect the revenue to which we are entitled by the application of fair business practices and the use of accurate and cost-saving measurement devices. I will talk about building revenue by avoiding revenue loss.