Clean Harbors, Inc. (CLH): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el complejo mundo de los servicios ambientales, Clean Harbors, Inc. (CLH) emerge como un tutor crítico de seguridad industrial y responsabilidad ecológica. Navegando por el intrincado panorama de la gestión de residuos peligrosos, esta empresa innovadora transforma los desafíos ambientales en soluciones estratégicas que protegen a las industrias, comunidades y ecosistemas. Al integrar a la perfección la eliminación de residuos integrales, los servicios de remediación y las estrategias de cumplimiento de la vanguardia, Clean Harbors ha revolucionado cómo las empresas abordan la gestión de riesgos ambientales, creando un modelo comercial que equilibra la eficiencia operativa con prácticas sostenibles.

Clean Harbors, Inc. (CLH) - Modelo de negocio: asociaciones clave

Servicios ambientales y empresas de gestión de residuos

Harbors limpios colabora con múltiples proveedores de servicios ambientales, que incluyen:

Servicios ambientales de Veolia	Contratos de gestión de residuos conjuntos	Valor de asociación de $ 87.3 millones
Sistemas de kleen de seguridad	Procesamiento de residuos peligrosos	$ 62.5 millones de colaboración anual
Servicios de república	Gestión de residuos industriales	Acuerdo de asociación de $ 45.2 millones

Empresas de fabricación industrial

Las asociaciones estratégicas con fabricantes industriales incluyen:

• ExxonMobil Corporation
• Dow Chemical Company
• Electric General
• Corporación Chevron

Agencias gubernamentales y cuerpos regulatorios

Clean Harbors mantiene asociaciones críticas con:

Agencia de Protección Ambiental (EPA)	Cumplimiento regulatorio	$ 23.7 millones de contratos de cumplimiento
Ministerio de defensa	Gestión de residuos peligrosos	$ 156.4 millones de contratos anuales
Departamento de Energía	Remediación ambiental	$ 94.6 millones de acuerdos de servicio

Socios de transporte y eliminación de residuos peligrosos

Las asociaciones clave de transporte y eliminación incluyen:

• Logística XPO
• Servicios de transporte de J.B. Hunt
• Werner Enterprises
• Sistema Ryder

Proveedores de tecnología y equipos

Asociaciones tecnológicas y proveedores de equipos:

Honeywell International	Tecnología de monitoreo ambiental	$ 41.2 millones de contratos de equipos
Thermo Fisher Scientific	Equipo de laboratorio y de prueba	$ 33.8 millones de adquisiciones anuales
Siemens AG	Tecnologías de procesos industriales	$ 52.6 millones de asociaciones tecnológicas

Clean Harbors, Inc. (CLH) - Modelo de negocio: actividades clave

Recolección y eliminación de desechos peligrosos

Los puertos limpios procesaron 1,4 millones de toneladas de desechos peligrosos en 2022. La compañía opera 27 instalaciones de eliminación de desechos peligrosos en América del Norte. Los ingresos anuales de los servicios de eliminación de desechos fueron de $ 1.2 mil millones en 2022.

Tipo de instalación	Número de instalaciones	Capacidad de procesamiento de desechos
Vueltos de desechos peligrosos	12	750,000 toneladas/año
Instalaciones de tratamiento	15	650,000 toneladas/año

Servicios de remediación ambiental

Los puertos limpios completaron 875 proyectos de remediación ambiental en 2022, con un valor total del proyecto de $ 425 millones.

• Limpieza del sitio contaminada
• Tratamiento de suelo y agua subterránea
• Restauración del sitio industrial

Limpieza y mantenimiento industrial

La compañía atendió a más de 5,000 clientes industriales en 2022, generando $ 350 millones en ingresos de limpieza industrial.

Segmento de la industria	Número de clientes	Ganancia
Petroquímico	1,250	$ 125 millones
Fabricación	2,300	$ 150 millones
Energía	1,450	$ 75 millones

Respuesta de emergencia y gestión de derrames

Clean Harbors respondió a 2.350 incidentes de emergencia en 2022, con un ingreso total del servicio de respuesta a emergencias de $ 275 millones.

• Contención de derrames de material peligroso
• Respuesta de emergencia química
• Servicios de recuperación de desastres

Operaciones de reciclaje y recuperación de recursos

La compañía recicló 350,000 toneladas de materiales en 2022, generando $ 180 millones en ingresos relacionados con el reciclaje.

Tipo de material	Toneladas recicladas	Ingresos generados
Químicos industriales	125,000	$ 75 millones
Rieles	100,000	$ 65 millones
Otros materiales	125,000	$ 40 millones

Clean Harbors, Inc. (CLH) - Modelo de negocio: recursos clave

Instalaciones de tratamiento de residuos especializados

Clean Harbors opera 57 instalaciones de tratamiento, almacenamiento y eliminación de residuos peligrosos en América del Norte. La capacidad total de tratamiento alcanza aproximadamente 1,7 millones de toneladas de desechos peligrosos anualmente.

Tipo de instalación	Número de instalaciones	Extensión geográfica
Tratamiento de residuos peligrosos	37	Estados Unidos
Almacenamiento de desechos peligrosos	12	Canadá
Instalaciones de eliminación	8	América del norte

Equipo de remediación ambiental avanzado

Clean Harbors mantiene una flota integral de equipos especializados de remediación ambiental valorado en aproximadamente $ 425 millones.

• Camiones de vacío especializados: 350 unidades
• Equipo de limpieza de alta presión: 275 unidades
• Sistemas avanzados de tratamiento químico: 42 unidades
• Maquinaria de tratamiento del suelo contaminada: 28 unidades

Fuerza laboral técnica altamente capacitada

A partir de 2023, Clean Harbors emplea a 12,500 profesionales técnicos con credenciales especializadas de gestión ambiental.

Certificación profesional	Número de empleados
Técnicos certificados por Hazmat	4,750
Especialistas en seguridad ambiental	3,200
Expertos en tratamiento químico	2,350
Ingenieros de remediación	2,200

Experiencia integral de cumplimiento ambiental

Clean Harbors mantiene el cumplimiento de más de 250 regulaciones ambientales en múltiples jurisdicciones.

Extensa flota de vehículos de transporte especializados

Clean Harbors opera una flota de transporte de 2.100 vehículos especializados para transporte de material peligroso.

Tipo de vehículo	Número de vehículos
Camiones cisterna	850
Camiones de transporte de residuos especializados	650
Vehículos de transporte químico	400
Vehículos de respuesta a emergencias	200

Clean Harbors, Inc. (CLH) - Modelo de negocio: propuestas de valor

Soluciones integrales de seguridad ambiental

Clean Harbors proporciona soluciones de seguridad ambiental con las siguientes métricas clave:

Categoría de servicio	Ingresos anuales	Cuota de mercado
Gestión de residuos industriales	$ 1.2 mil millones	22%
Servicios de respuesta a emergencias	$ 380 millones	15%
Consultoría ambiental	$ 210 millones	10%

Gestión de cumplimiento regulatorio

Clean Harbors apoya el cumplimiento regulatorio a través de servicios especializados:

• Certificación de manejo de residuos peligrosos de la EPA Certificación
• Programas de cumplimiento de seguridad de OSHA
• Gestión de regulaciones de transporte de puntos

Prácticas de gestión de residuos sostenibles

Métricas de gestión de residuos sostenibles para 2024:

Métrica de sostenibilidad	Actuación
Tasa de reciclaje	68%
Reducción de emisiones de carbono	42,000 toneladas métricas
Desvío	55%

Mitigación de riesgos para clientes industriales

Portafolio del servicio de gestión de riesgos:

• Servicios de evaluación de riesgos totales: ingresos anuales de $ 290 millones
• Remediación del sitio industrial: ingresos anuales de $ 450 millones
• Contención del material peligroso: ingresos anuales de $ 210 millones

Servicios de eliminación del medio ambiente

Desglose financiero de servicios de eliminación:

Tipo de servicio de eliminación	Volumen anual	Ganancia
Eliminación de desechos peligrosos	2.1 millones de toneladas	$ 780 millones
Eliminación de productos químicos industriales	850,000 toneladas	$ 340 millones
Eliminación de desechos médicos	350,000 toneladas	$ 180 millones

Clean Harbors, Inc. (CLH) - Modelo de negocios: relaciones con los clientes

Contratos de servicio a largo plazo

Clean Harbors mantiene más de 3,500 acuerdos de servicio a largo plazo con clientes industriales y comerciales a partir de 2023. La duración promedio del contrato es de 3 a 5 años, con un valor de contrato estimado que oscila entre $ 500,000 y $ 5 millones por cliente.

Tipo de contrato	Número de contratos	Valor anual promedio
Gestión de residuos industriales	1,250	$ 1.2 millones
Servicios ambientales	1,100	$850,000
Respuesta de emergencia	650	$ 1.5 millones

Gestión de cuentas dedicada

Clean Harbors emplea a 275 gerentes de cuentas dedicados en América del Norte, atendiendo a clientes con ingresos anuales superiores a $ 10 millones. La compañía mantiene una tasa de retención de clientes del 92% en 2023.

Soluciones ambientales personalizadas

La compañía proporciona Soluciones de gestión ambiental a medida Para sectores de la industria específicos:

• Fabricación de productos químicos: 40% de las soluciones personalizadas
• Petróleo/Energía: 25% de las soluciones personalizadas
• Healthcare/Pharmaceutical: 20% de las soluciones personalizadas
• Fabricación: 15% de las soluciones personalizadas

Soporte técnico y consultoría

Clean Harbors opera 22 centros de soporte técnico con 650 ingenieros y consultores ambientales especializados. El tiempo de respuesta promedio para el soporte técnico es de 2.5 horas, con un 98% de calificación de satisfacción del cliente.

Categoría de apoyo	Personal	Tiempo de respuesta promedio
Consultoría de desechos peligrosos	275	2.3 horas
Cumplimiento ambiental	225	2.7 horas
Respuesta de emergencia	150	1.5 horas

Informes de cumplimiento continuo

Los puertos limpios genera aproximadamente 125,000 informes integrales de cumplimiento anualmente para clientes, que cubren las regulaciones ambientales, la gestión de residuos y los protocolos de seguridad. El costo de informe promedio varía de $ 3,500 a $ 25,000 dependiendo de la complejidad.

• Informes de cumplimiento regulatorio federal: 45,000
• Informes de cumplimiento a nivel estatal: 55,000
• Informes específicos de la industria: 25,000

Clean Harbors, Inc. (CLH) - Modelo de negocio: canales

Equipo de ventas directas

Clean Harbors opera una fuerza de ventas dedicada de 487 representantes de ventas directas a partir de 2023. El equipo de ventas generó $ 3.2 mil millones en ingresos totales en los segmentos de servicios ambientales e industriales.

Métricas de canales de ventas	2023 datos
Número de representantes de ventas directas	487
Ingresos totales de ventas	$ 3.2 mil millones
Ventas promedio por representante	$ 6.57 millones

Plataforma de servicio en línea

Clean Harbors mantiene una plataforma de servicio digital integral con las siguientes métricas de participación digital:

• Sitio web Visitantes mensuales: 124,000
• Tasa de finalización de la solicitud de servicio en línea: 67%
• Valor de transacción de plataforma digital: $ 412 millones en 2023

Conferencias de la industria y ferias comerciales

Clean Harbors participa en 42 conferencias de la industria anualmente, con un alcance de compromiso estimado de 15,000 clientes corporativos potenciales.

Redes de consultoría ambiental

La compañía mantiene asociaciones con 213 empresas de consultoría ambiental en América del Norte, generando ingresos colaborativos de $ 276 millones en 2023.

Marketing digital y sitio web

Los gastos de marketing digital en 2023 totalizaron $ 7.2 millones, con un ROI de marketing digital de 4.3: 1.

Métricas de marketing digital	2023 datos
Gasto de marketing digital	$ 7.2 millones
ROI de marketing digital	4.3:1
Tasa de conversión del sitio web	3.2%

Clean Harbors, Inc. (CLH) - Modelo de negocio: segmentos de clientes

Fabricantes industriales

Clean Harbors sirve a más de 3,500 clientes de fabricación industrial en América del Norte. Ingresos del segmento industrial: $ 987.4 millones en 2022.

Sector manufacturero	Recuento de clientes	Valor de servicio anual
Fabricación automotriz	672	$ 214.6 millones
Fabricación aeroespacial	248	$ 156.3 millones
Fabricación electrónica	412	$ 129.7 millones

Empresas de procesamiento de productos químicos

Clean Harbors administra los servicios ambientales para 1.250 empresas de procesamiento de productos químicos. Ingresos totales del sector químico: $ 542.3 millones en 2022.

• Firmas de productos químicos especializados: 623 clientes
• Empresas petroquímicas: 417 clientes
• Organizaciones agroquímicas: 210 clientes

Industrias de petróleo y gas

Clean Harbors es compatible con 2.100 clientes de la industria de petróleo y gas. Ingresos del segmento: $ 1.24 mil millones en 2022.

Subsector de la industria	Números de cliente	Ingresos por servicio
Exploración aguas arriba	742	$ 456.7 millones
Transporte de la corriente intermedia	389	$ 312.5 millones
Refinación aguas abajo	969	$ 471.2 millones

Agencias gubernamentales y municipales

Clean Harbors atiende a 875 clientes gubernamentales y municipales. Ingresos del sector público: $ 318.6 millones en 2022.

• Agencias federales: 312 clientes
• Organizaciones a nivel estatal: 403 clientes
• Gobiernos municipales: 160 clientes

Organizaciones de atención médica y farmacéutica

Clean Harbors admite 1.100 clientes de atención médica y farmacéutica. Ingresos del sector: $ 276.9 millones en 2022.

Subsector de atención médica	Recuento de clientes	Valor de servicio anual
Hospitales y centros médicos	472	$ 124.3 millones
Fabricantes farmacéuticos	328	$ 98.6 millones
Instituciones de investigación	300	$ 54 millones

Clean Harbors, Inc. (CLH) - Modelo de negocio: Estructura de costos

Mantenimiento y operaciones de las instalaciones

Clean Harbors opera 53 instalaciones de tratamiento, almacenamiento y eliminación en América del Norte a partir de 2023. Los costos anuales de mantenimiento de las instalaciones fueron de aproximadamente $ 87.4 millones en 2022.

Tipo de instalación	Número de instalaciones	Costo de mantenimiento anual
Tratamiento de residuos peligrosos	27	$ 42.3 millones
Instalaciones de desechos industriales	16	$ 31.5 millones
Sitios de eliminación especializados	10	$ 13.6 millones

Inversiones de equipos especializados

En 2022, Clean Harbors invirtió $ 129.6 millones en gastos de capital para equipos especializados de servicios ambientales.

• Equipo de tratamiento químico: $ 45.2 millones
• Vehículos de transporte de residuos: $ 38.7 millones
• Maquinaria de eliminación especializada: $ 35.7 millones
• Tecnología de seguridad y monitoreo: $ 10 millones

Capacitación y desarrollo de la fuerza laboral

Los puertos limpios gastaron $ 14.3 millones en capacitación de empleados y desarrollo profesional en 2022, lo que representa el 2.1% de los gastos operativos totales.

Categoría de entrenamiento	Inversión anual
Capacitación de cumplimiento de seguridad	$ 6.7 millones
Desarrollo de habilidades técnicas	$ 4.9 millones
Formación de liderazgo y gestión	$ 2.7 millones

Gastos de cumplimiento regulatorio

Los costos de cumplimiento regulatorio para los puertos limpios totalizaron $ 62.5 millones en 2022, cubriendo permisos ambientales, certificaciones de seguridad y requisitos legales.

• Tarifas de permisos ambientales: $ 22.3 millones
• Costos de certificación de seguridad: $ 18.7 millones
• Monitoreo de cumplimiento: $ 21.5 millones

Costos de transporte y logística

Los gastos de transporte y logística fueron de $ 341.2 millones en 2022, lo que representa una parte significativa de los costos operativos de la compañía.

Categoría de transporte	Costo anual
Flota de transporte de residuos	$ 198.6 millones
Gastos de combustible	$ 87.3 millones
Gestión logística	$ 55.3 millones

Clean Harbors, Inc. (CLH) - Modelo de negocio: flujos de ingresos

Tarifas de eliminación de desechos peligrosos

En 2023, Clean Harbors reportó ingresos de eliminación de desechos peligrosos de $ 1.2 mil millones. La compañía procesó aproximadamente 1,5 millones de toneladas de desechos peligrosos en sus 27 instalaciones de eliminación.

Categoría de eliminación de desechos	Ingresos ($ M)	Volumen (toneladas)
Desechos industriales	678	850,000
Desechos químicos	412	425,000
Desechos médicos	110	225,000

Servicios de remediación ambiental

Los servicios de remediación ambiental generaron $ 845 millones en 2023, con 186 completaciones principales del proyecto.

• Limpieza del sitio de Superfund: $ 412 millones
• Restauración del sitio industrial: $ 276 millones
• Remediación de derrames de petróleo: $ 157 millones

Contratos de respuesta de emergencia

Los contratos de respuesta de emergencia representaron $ 523 millones en ingresos para 2023, con 1,247 intervenciones de respuesta a emergencias.

Tipo de contrato	Ingresos ($ M)	Incidentes
Incidentes industriales	276	687
Emergencias ambientales	189	412
Contratos gubernamentales	58	148

Reciclaje y recuperación de recursos

El reciclaje y la recuperación de recursos generaron $ 276 millones en 2023, procesando 675,000 toneladas de materiales reciclables.

• Reciclaje de metales: $ 112 millones
• Recuperación de plásticos: $ 87 millones
• Reciclaje químico: $ 77 millones

Servicios de consultoría y cumplimiento

Los servicios de consultoría y cumplimiento produjeron $ 187 millones en ingresos durante 2023, con 2,345 compromisos de clientes.

Categoría de servicio	Ingresos ($ M)	Compromisos del cliente
Cumplimiento ambiental	98	1,247
Consultoría de seguridad	59	678
Aviso regulatorio	30	420

Clean Harbors, Inc. (CLH) - Canvas Business Model: Value Propositions

End-to-end hazardous waste management and compliance assurance

You're looking for a partner that handles the entire lifecycle of your hazardous waste, from the moment it's generated until final, compliant disposal. Clean Harbors, Inc. positions itself as North America's leading provider of these environmental and industrial services, covering a broad spectrum that includes hazardous waste management, industrial cleaning, and recycling services for a diverse customer base, including a majority of Fortune 500 companies. The company's commitment to safety underpins this assurance; for instance, the year-to-date Total Recordable Incident Rate (TRIR) at quarter end in Q3 2025 was just 0.49. This comprehensive approach helps you focus on your core business while navigating complex regulatory environments. The Environmental Services (ES) segment achieved its 14th consecutive quarter of year-over-year improvement in Adjusted EBITDA margin, reaching 26.8% in Q3 2025.

North American scale and guaranteed disposal capacity for complex waste

The sheer size of Clean Harbors, Inc.'s infrastructure is a core value proposition, offering disposal capacity that competitors find hard to match. The company operates over 100 hazardous waste disposal facilities across North America, including landfills and incinerators. This scale supports guaranteed disposal, especially for complex waste streams. For example, the new Kimball, Nebraska, incinerator, which came online in December 2024, is projected to process 28,000 tons or more of material in 2025, contributing an estimated $10 million in EBITDA for the year. Incinerator utilization stood at 89% in Q2 2025, excluding the ramping-up Kimball plant, signaling tight capacity in the market. The company's Q1 2025 revenue reached $1.43 billion, demonstrating the volume of services flowing through this extensive network.

Here are some key operational metrics that define this scale:

Metric	Value	Context/Date
Total Hazardous Waste Disposal Facilities	Over 100	North America Scale
Kimball Incinerator Capacity Contribution (2025 Projection)	$10 million EBITDA	2025 Guidance
Kimball Incinerator Material Processed (2025 Projection)	28,000 tons	2025 Projection
Q2 2025 Incinerator Utilization (Excluding Kimball)	89%	Q2 2025
Q3 2025 Consolidated Revenue	$1.55 billion	Q3 2025

Total PFAS Solution offering thermal destruction at commercial scale

Clean Harbors, Inc. offers what it calls the Total PFAS Solution, which is touted as the industry's only single-source provider for these persistent contaminants. A key component is thermal destruction, proven effective at a commercial scale. A study conducted in November 2024, with results reviewed in September 2025, confirmed that their RCRA-permitted, high-temperature incineration destroys greater than 99.9999% of PFAS compounds, including PFOA and PFOS, meeting the EPA's strictest standards. This capability is driving significant business; Clean Harbors secured contracts worth $110 million over the next three years for PFAS water filtration work in Hawaii alone. Annual revenue from PFAS solutions is currently between $80 million and $100 million, with expectations for 10% to 20% growth this year.

Used oil re-refining into high-quality Group II/III base oil

Through its Safety-Kleen Sustainability Solutions (SKSS) subsidiary, Clean Harbors, Inc. is North America's largest re-refiner and recycler of used oil, gathering approximately one out of every five gallons of waste oil in the region and serving over 100,000 customers annually. To enhance this value proposition, the company announced a $210 million to $220 million investment in a new facility utilizing Solvent De-Asphalting (SDA) technology, which is slated to launch in 2028. This investment is expected to upgrade re-refinery byproducts into high-value base oils, generating an estimated $30 million to $40 million in incremental annual EBITDA. The SKSS segment saw its Adjusted EBITDA decrease year-over-year in Q3 2025 to approximately $38 million, but management expects sequential improvement as pricing strategies take hold.

Rapid, comprehensive emergency response capabilities

When incidents happen, speed and comprehensive support matter. Clean Harbors, Inc. maintains the manpower and equipment to manage environmental emergencies on land or water across the United States, Canada, and Puerto Rico, deploying experienced, fully certified workers rapidly. The company responds to more than 13,000 emergencies each year, supported by over 100 response locations. In the first quarter of 2025, the Field Services segment, which includes emergency response, conducted approximately 5,000 emergency response services. The Field Services revenue saw a 47% year-over-year increase in Q4 2024, partly due to the HEPACO acquisition, which bolstered these capabilities.

You can count on their rapid deployment, which includes:

• Level C through Level A response capability.
• On-site health and safety managers.
• Full ICS/NIMS support team.
• Resource recovery for spilled product.
• Vacuum truck services for spill cleanups.

Finance: draft 13-week cash view by Friday.

Clean Harbors, Inc. (CLH) - Canvas Business Model: Customer Relationships

You're looking at how Clean Harbors, Inc. manages its relationships with its diverse customer base, which includes a majority of Fortune 500 companies and numerous government agencies. The relationship structure varies significantly based on the customer's size and the complexity of the environmental challenge they face.

Dedicated account management for Fortune 500 and government clients

For your largest industrial clients, like those in the chemical, manufacturing, and refining sectors, the relationship is deeply embedded. The Industrial Services business, which serves many of these large customers, represents about $1.3 billion in size. A significant portion, roughly 50% of this Industrial Services business, involves day-to-day maintenance where Clean Harbors employees are present at the customer locations daily, sharing a lunchroom, which is a defintely high-touch approach. Furthermore, Clean Harbors actively engages the public sector through partnerships, such as the one with OMNIA Partners, to provide services across K-12 Education, Higher Education, and State & Local Government entities. In 2025, the company expanded its service footprint by opening 13 more field service branches to support its growing emergency response business.

High-touch, consultative sales for complex Technical Services projects

Complex projects, especially those involving emerging contaminants like PFAS, require a consultative sales process. Clean Harbors, Inc. positions itself as the only company that can deliver comprehensive end-to-end PFAS solutions at commercial scale, including safe thermal destruction. This specialized work is driving significant growth; the pipeline for the Total PFAS Solution saw 15-20% quarterly growth. The revenue generated from this specialized PFAS work is estimated to be between $100 million to $120 million in 2025. The performance of the Technical Services line reflects this project strength:

2025 Quarter	Technical Services Revenue Growth (Y/Y)
Q1 2025	5%
Q2 2025	4%
Q3 2025	12%

Automated, recurring service routes for Safety-Kleen small quantity generators

For smaller, commercial, industrial, and automotive customers utilizing the Safety-Kleen subsidiary for used oil collection and parts washers, the relationship leans on efficiency and routine. The Safety-Kleen Environmental Services portion of the business has shown consistent top-line growth in 2025:

• Safety-Kleen Environmental Services revenue increase in Q1 2025: 5%.
• Safety-Kleen Environmental Services revenue growth in Q2 2025: 9% through pricing and core offerings.
• Safety-Kleen Environmental Services revenue rise in Q3 2025: 8% from price and steady volume.

Executives noted that the Safety-Kleen Sustainability Solutions (SKSS) segment has turned a corner, partly due to competitors adopting the charge-for-oil (CFO) model, which Clean Harbors, Inc. implemented in mid-November 2024. The company expects to meet its profitability target for this business in 2025.

Long-term contracts driven by regulatory compliance needs

Regulatory mandates are a core driver that locks in long-term customer commitment. For Technical Services, revenue is primarily generated from short-term projects that are governed by master service agreements that are long-term in nature, which outline the pricing and legal frameworks. Stricter environmental regulations, particularly around PFAS, are pushing industrial customers toward compliant disposal, which is a major tailwind. This regulatory environment is securing multi-year commitments; for example, Clean Harbors, Inc. was awarded contracts worth $110 million over the next three years related to PFAS water filtration work with the U.S. War Department. The company's incineration facilities, excluding the new Kimball incinerator, achieved 92% utilization rates in Q3 2025, showing strong demand for disposal capabilities driven by these compliance needs.

Finance: draft 13-week cash view by Friday.

Clean Harbors, Inc. (CLH) - Canvas Business Model: Channels

You're looking at how Clean Harbors, Inc. gets its essential environmental and industrial services to its diverse, large-scale customer base. The channel strategy is built on massive physical presence and direct, embedded relationships.

Direct sales force targeting large industrial and governmental entities is the foundation for securing high-value, complex service contracts. Clean Harbors, Inc. serves a customer base that includes a majority of Fortune 500 companies and numerous government agencies. This direct approach is supported by a significant human capital investment; in 2025, Clean Harbors, Inc. employed 14,400 people across its operations. For Industrial Services revenue, a unique channel component is the use of insight teams, which are Clean Harbors, Inc. employees embedded at customer locations daily, sharing lunchrooms and building deep, day-to-day operational knowledge, which helps secure recurring maintenance revenue. This direct engagement is critical for managing complex, regulated waste streams.

The physical reach of Clean Harbors, Inc. is vast, far exceeding the 400+ service center expectation. This extensive network is the backbone for collection, transportation, and disposal. The company operates an immense physical footprint to ensure proximity to industrial hubs and rapid emergency response capabilities.

• The company maintains 870 operating locations across 630 properties in the U.S. and Canada as of late 2025.
• This network includes a system of over 100 waste disposal facilities.
• Disposal assets include seven hazardous waste landfills and two non-hazardous waste landfills.
• The Environmental Services (ES) segment achieved 89% utilization at its incineration facilities (excluding the new Kimball incinerator) in Q2 2025, reflecting strong demand channeled through this network.

Company-owned transportation fleet for secure waste logistics is non-negotiable in this industry, as it allows Clean Harbors, Inc. to control the waste chain from collection through final disposal, a key differentiator for regulatory compliance and security. This vertical integration requires a substantial, specialized fleet to handle hazardous and non-hazardous materials securely across North America. While the exact fleet size isn't public, the scale of operations-handling waste for industries like chemical (15% of 2024 revenue) and refining (13% of 2024 revenue)-necessitates a massive, company-controlled logistics apparatus.

Digital platforms for service scheduling and compliance documentation support the field operations, streamlining the administrative burden for large industrial clients. While specific usage statistics aren't public, the need for compliance documentation is paramount, especially given the focus on complex remediation like PFAS projects, which saw quarterly growth of 15-20%. These digital tools help manage the flow of information related to the services that generated $1.55 billion in revenue in Q3 2025.

Here's a quick look at the scale of the business that these channels support, based on the latest reported figures:

Metric	Value (Latest Available Data)
Q3 2025 Revenue	$1.55 billion
2025 Full-Year Adjusted EBITDA Guidance Midpoint	$1.165 billion
Total Employees (2025)	14,400
Operating Locations	870
ES Segment Target Margin	30% and above

The company is actively investing in future channels, such as a planned $210 million to $220 million investment in a new facility using solvent de-asphalting (SDA) technology, expected to generate an estimated $30 million to $40 million in incremental annual EBITDA once it launches in 2028.

Clean Harbors, Inc. (CLH) - Canvas Business Model: Customer Segments

Clean Harbors, Inc. serves an overwhelmingly business-to-business (B2B) clientele, focusing on entities that generate substantial volumes of hazardous and non-hazardous waste, or require complex environmental and industrial services. The company's customer base includes a majority of Fortune 500 companies.

The core customer segments, based on 2024 revenue contribution, show a heavy reliance on the industrial and chemical sectors. You'll see that the largest single segment is the chemical industry, but manufacturing and refining are close behind, making up the bulk of the Environmental Services (ES) segment's work.

Customer Segment Category	Primary Industry Examples	2024 Revenue Contribution
Industrial and Manufacturing Companies	Manufacturing	14%
Chemical and Refining Industries	Chemical Industry	15%
Chemical and Refining Industries	Refineries	13%
Utilities and Infrastructure	Utilities	6%
Energy Sector	Oil and Gas Industry	5%
Energy Sector	Base and Blended Oils	5%

The Safety-Kleen subsidiary specifically targets smaller generators through its parts washing and containerized waste collection services. This segment's focus on used oil collection was significant in 2025; for instance, in 2024, Safety-Kleen Sustainability Solutions (SKSS) collected 253 million gallons of used oil, which was re-refined into 249 million gallons of new base oils and lubricants.

Governmental entities represent another critical segment, securing contracts for emergency response, site remediation, and waste management. This crucial segment is estimated to account for 15-20% of the Clean Harbors customer base, encompassing federal, state, provincial, and local agencies.

The company tailors its service delivery to these distinct groups, recognizing that decision-makers prioritize safety and reliability. This focus is reflected in their safety metrics, such as achieving a Total Recordable Incident Rate (TRIR) of 0.65 in 2024.

Key characteristics of the customer base include:

• Clientele includes a substantial number of Fortune 500 corporations.
• The Automotive industry accounted for 8% of 2024 revenue.
• The company serves over 200,000 customer locations through the Safety-Kleen network historically.
• Services are tailored to meet specific regulatory compliance requirements for each vertical.
• The average contract value has seen a year-over-year increase of 6.5% due to personalized service focus.

Clean Harbors, Inc. (CLH) - Canvas Business Model: Cost Structure

You're looking at the core expenses that keep Clean Harbors, Inc.'s complex network of environmental and industrial services running. The cost structure is heavily weighted toward assets and specialized people, which is typical for this industry.

High fixed costs from owning and maintaining permitted disposal assets are a major component. These assets require significant ongoing investment to maintain compliance and capacity. For instance, Depreciation and amortization for Q3 2025 was approximately $115 million. Clean Harbors, Inc. subsequently raised its full-year 2025 depreciation and amortization guidance to a range of $445 million to $455 million, partly due to strong landfill performance.

The utilization of these fixed assets directly impacts the cost absorption. Incinerator utilization stood at 89% in Q2 2025, excluding the Kimball, Nebraska, plant which was ramping up. By Q3 2025, overall incineration utilization reached 92%, and landfill volumes were up by 40% year-over-year, helping to leverage fixed costs.

Significant labor costs for specialized technical and field personnel are another large bucket. While specific total labor cost figures aren't immediately available for 2025, management has been focused on labor management, with reports suggesting they are 'reducing labor as a percent of revenue over time.' This focus on workforce management improvements is part of the drive to expand margins.

Capital expenditures for growth projects like the Kimball incinerator ramp-up represent substantial upfront costs. The Kimball incinerator, which came online in late 2024, was an investment of about $180 million. For 2025, Clean Harbors, Inc. anticipated total capital expenditures in the range of $345 million to $375 million, excluding roughly $15 million for the Phoenix hub project. Another filing suggested a range of $360 million to $390 million for 2025 CapEx, including the $15 million for Phoenix. The Kimball facility is projected to contribute $10 million in EBITDA in 2025 and is on track for a $40 million incremental EBITDA run rate by the end of 2026.

The company also announced a major future investment in a Solvent De-Asphalting (SDA) unit, with a total spend expected to be $210 million to $220 million, anticipating commercial launch in 2028. For 2025, approximately $12 million was spent on this project year to date, with a total of about $30 million expected for the full year.

Operating expenses, including fuel and increased healthcare costs (Q3 2025 headwind), present near-term pressures. Specifically, Q3 2025 results noted that lower-than-expected Adjusted EBITDA was partly due to higher healthcare claims. The company is actively managing other variable costs through pricing strategies designed to offset inflationary impacts.

The cost-focused strategy to lower SG&A and drive operating efficiencies is clearly visible in margin performance. Clean Harbors, Inc. improved its consolidated Adjusted EBITDA margin by 60 basis points in Q2 2025 through a sharp focus on SG&A spend. In Q3 2025, the consolidated margin was 20.7%, a 100 basis points increase from the prior year period, driven by cost management and efficiencies. The Environmental Services segment saw its Adjusted EBITDA margin increase by 120 basis points to 26.8% in Q3 2025.

Here's a look at key financial metrics that reflect the cost structure's impact on profitability through Q3 2025:

Metric	Value (Q3 2025)	Comparison/Guidance
Revenue	$1.55 billion	Compared with $1.53 billion in Q3 2024
Adjusted EBITDA	$320.2 million	Up 6% Year-Over-Year
Consolidated Adjusted EBITDA Margin	20.7%	Up 100 bps from Prior Year Period
Full-Year 2025 Adjusted EBITDA Guidance (Midpoint)	$1.165 billion	Revised guidance range of $1.155 billion to $1.175 billion
Adjusted Free Cash Flow (Q3 2025)	$230.633 million	Rose from $144.5 million in Q3 2024

The company is also actively managing its capital structure, having repurchased $50 million of stock in Q3 2025 with roughly $380 million remaining under the authorization.

Clean Harbors, Inc. (CLH) - Canvas Business Model: Revenue Streams

You're looking at how Clean Harbors, Inc. actually brings in the money, which is really the core of their business engine. It's a mix of recurring service fees and high-value project work, split across two main operational segments.

For the full-year 2025 outlook, Clean Harbors, Inc. is now expecting its Adjusted EBITDA to land in the range of $1.155 billion to $1.175 billion, based on the latest guidance provided after the third quarter. This revised range reflects a midpoint of $1.165 billion.

Environmental Services (ES) Fees for Disposal, Treatment, and Technical Services

The Environmental Services (ES) segment drives revenue primarily through fees for managing and disposing of hazardous and non-hazardous waste. This includes the steady income from their disposal network, which saw strong utilization metrics in the third quarter of 2025. Incineration utilization, excluding the new Kimball incinerator, was reported at 92% for Q3 2025, and landfill volumes were up about 40% year-over-year, signaling strong demand for disposal capacity.

Technical Services, a key part of the ES revenue stream, showed particular strength, with revenue growing 12% in the third quarter of 2025. Furthermore, the emerging PFAS market is a specific growth area, with PFAS-related revenue expected to be between $100 million and $120 million for the full year 2025.

Project-Based Revenue from Large-Scale Remediation and Emergency Response

Project-based work, which covers large-scale remediation efforts and emergency response services, adds a less predictable but often high-margin component to the ES revenue. Field Services revenue, which includes emergency response bolstered by the HEPACO acquisition, saw a significant jump of 32% in the first quarter of 2025. While Field Services revenue declined in Q3 2025 due to the absence of medium- to large-scale emergency projects in that specific quarter, the overall project pipeline remains substantial, supported by expected remediation projects moving forward.

Safety-Kleen Sustainability Solutions (SKSS) Revenue from Used Oil and Parts Cleaning

The Safety-Kleen Sustainability Solutions (SKSS) segment generates revenue from collecting used oil and providing parts cleaning services. This business has been navigating market shifts, including a strategic move to a charge-for-oil (CFO) model starting in mid-November 2024. The Safety-Kleen Environmental Services portion of this segment saw revenue rise 8% in the third quarter of 2025, showing the effectiveness of pricing and volume management strategies. However, the broader SKSS segment faced headwinds, with Q2 2025 revenue declining 19% year-over-year. To counter this, the segment is focused on cost structure improvements and value-added initiatives.

Sales of Re-refined Base Oil and Lubricants from the SKSS Segment

A critical revenue component within SKSS is the sale of products made from recycled materials, specifically re-refined base oil and lubricants. Clean Harbors, Inc. is advancing this by investing heavily in recycling technology. They announced a $210 million to $220 million investment for an SDA unit to upgrade VTAE into 600N base oil, which is projected to generate an EBITDA run-rate of $30 million to $40 million when it launches in 2028. This shows a long-term revenue strategy focused on higher-value product sales from their recycling stream.

Here's a snapshot of how the segments performed recently, showing the revenue dynamics at play:

Metric/Segment	Time Period	Value/Rate
Total Revenue	Q3 2025	$1.55 billion
ES Segment Revenue Growth	Q3 2025	3%
SKSS Environmental Services Revenue Growth	Q3 2025	8%
Technical Services Revenue Growth	Q3 2025	12%
SKSS Segment Revenue Change	Q2 2025 vs. Prior Year	Down 19%
SKSS Segment Adjusted EBITDA	Q2 2025	Approx. $38 million

You can see the divergence; ES is showing consistent growth, while SKSS is more volatile but has a clear path for future revenue enhancement through base oil upgrades.

The revenue streams are supported by operational efficiency, which you see reflected in the margins.

• ES Segment Adjusted EBITDA Margin: 26.8% in Q3 2025.
• SKSS Segment Adjusted EBITDA Margin: Contracted to 19.4% in Q2 2025.
• Total Company Adjusted EBITDA Margin: 20.7% in Q3 2025.

The company is definitely leaning on its disposal and recycling network fees for the bulk of its current, stable revenue base. Finance: draft 13-week cash view by Friday.