Clean Harbors, Inc. (CLH): Business Model Canvas [Jan-2025 Mise à jour]

Dans le monde complexe des services environnementaux, Clean Harbors, Inc. (CLH) émerge comme un gardien critique de la sécurité industrielle et de la responsabilité écologique. Navigant dans le paysage complexe de la gestion des déchets dangereux, cette entreprise innovante transforme les défis environnementaux en solutions stratégiques qui protègent les industries, les communautés et les écosystèmes. En intégrant de manière transparente l'élimination complète des déchets, les services d'assainissement et les stratégies de conformité de pointe, Clean Harbors a révolutionné comment les entreprises abordent la gestion des risques environnementaux, créant un modèle commercial qui équilibre l'efficacité opérationnelle avec des pratiques durables.

Clean Harbors, Inc. (CLH) - Modèle commercial: partenariats clés

Services environnementaux et sociétés de gestion des déchets

Clean Harbors collabore avec plusieurs fournisseurs de services environnementaux, notamment:

Veolia Environmental Services	Contrats de gestion des déchets conjoints	Valeur de partenariat de 87,3 millions de dollars
Systèmes de sécurité-kleen	Traitement des déchets dangereux	Collaboration annuelle de 62,5 millions de dollars
Services de la République	Gestion des déchets industriels	Contrat de partenariat de 45,2 millions de dollars

Entreprises de fabrication industrielle

Les partenariats stratégiques avec les fabricants industriels comprennent:

• ExxonMobil Corporation
• Dow Chemical Company
• Électrique générale
• Chevron Corporation

Agences gouvernementales et organismes de réglementation

Clean Harbors maintient des partenariats critiques avec:

Agence de protection de l'environnement (EPA)	Conformité réglementaire	Contrats de conformité de 23,7 millions de dollars
Ministère de la Défense	Gestion des déchets dangereux	156,4 millions de dollars de contrats annuels
Département de l'énergie	Rassasie environnementale	94,6 millions de dollars d'accords de service

Partners de transport et d'élimination des déchets dangereux

Les principaux partenariats de transport et d'élimination comprennent:

• Xpo logistique
• J.B. Hunt Transport Services
• Werner Enterprises
• Système Ryder

Fournisseurs de la technologie et de l'équipement

Partenariats technologiques et fournisseurs d'équipement:

Honeywell International	Technologie de surveillance environnementale	Contrats d'équipement de 41,2 millions de dollars
Thermo Fisher Scientific	Équipement de laboratoire et d'essai	33,8 millions de dollars d'approvisionnement annuel
Siemens AG	Technologies de processus industriels	52,6 millions de dollars de partenariats technologiques

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: activités clés

Collecte et élimination des déchets dangereux

Des ports propres ont transformé 1,4 million de tonnes de déchets dangereux en 2022. La société exploite 27 installations d'élimination des déchets dangereux à travers l'Amérique du Nord. Les revenus annuels des services d'élimination des déchets étaient de 1,2 milliard de dollars en 2022.

Type d'installation	Nombre d'installations	Capacité de traitement des déchets
Déchets déchets dangereux	12	750 000 tonnes / an
Installations de traitement	15	650 000 tonnes / an

Services de correction environnementale

Clean Harbors a réalisé 875 projets de restauration environnementale en 2022, avec une valeur totale de projet de 425 millions de dollars.

• Nettoyage du site contaminé
• Traitement des sols et des eaux souterraines
• Restauration du site industriel

Nettoyage et entretien industriels

La société a desservi plus de 5 000 clients industriels en 2022, générant 350 millions de dollars de revenus de nettoyage industriel.

Segment de l'industrie	Nombre de clients	Revenu
Pétrochimique	1,250	125 millions de dollars
Fabrication	2,300	150 millions de dollars
Énergie	1,450	75 millions de dollars

Répondation d'urgence et gestion des déversements

Les ports propres ont répondu à 2 350 incidents d'urgence en 2022, avec un chiffre d'affaires total de 275 millions de dollars de services d'intervention d'urgence.

• Confinement de déversement de matières dangereuses
• Réaction d'urgence chimique
• Services de reprise après sinistre

Opérations de recyclage et de récupération des ressources

La société a recyclé 350 000 tonnes de matériaux en 2022, générant 180 millions de dollars de revenus liés au recyclage.

Type de matériau	Tonnes recyclées	Revenus générés
Produits chimiques industriels	125,000	75 millions de dollars
Métaux	100,000	65 millions de dollars
Autres matériaux	125,000	40 millions de dollars

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: Ressources clés

Installations spécialisées de traitement des déchets

Clean Harbours exploite 57 installations de traitement des déchets dangereux, de stockage et d'élimination à travers l'Amérique du Nord. La capacité totale de traitement atteint environ 1,7 million de tonnes de déchets dangereux par an.

Type d'installation	Nombre d'installations	Propagation géographique
Traitement des déchets dangereux	37	États-Unis
Stockage des déchets dangereux	12	Canada
Installations d'élimination	8	Amérique du Nord

Équipement de restauration environnementale avancée

Clean Harbours maintient une flotte complète d'équipements de restauration environnementale spécialisés d'une valeur d'environ 425 millions de dollars.

• Camions à vide spécialisés: 350 unités
• Équipement de nettoyage à haute pression: 275 unités
• Systèmes de traitement chimique avancé: 42 unités
• Machines de traitement des sols contaminés: 28 unités

Main-d'œuvre technique hautement qualifiée

En 2023, Clean Harbors emploie 12 500 professionnels techniques avec des titres de gestion de la gestion environnementale spécialisés.

Certification professionnelle	Nombre d'employés
Techniciens certifiés Hazmat	4,750
Spécialistes de la sécurité environnementale	3,200
Experts en traitement chimique	2,350
Ingénieurs d'assainissement	2,200

Expertise complète de la conformité environnementale

Clean Harbours maintient le respect de plus de 250 réglementations environnementales dans plusieurs juridictions.

Flotte étendue de véhicules de transport spécialisés

Les ports propres exploitent une flotte de transport de 2 100 véhicules spécialisés pour le transport des matières dangereuses.

Type de véhicule	Nombre de véhicules
Camions-citernes	850
Camions de transport de déchets spécialisés	650
Véhicules de transport chimique	400
Véhicules d'intervention d'urgence	200

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: propositions de valeur

Solutions complètes de sécurité environnementale

Clean Harbors fournit des solutions de sécurité environnementale avec les mesures clés suivantes:

Catégorie de service	Revenus annuels	Part de marché
Gestion des déchets industriels	1,2 milliard de dollars	22%
Services d'intervention d'urgence	380 millions de dollars	15%
Conseil environnemental	210 millions de dollars	10%

Gestion de la conformité réglementaire

Clean Harbours soutient la conformité réglementaire par le biais de services spécialisés:

• Certification de gestion des déchets dangereux de l'EPA
• Programmes de conformité de la sécurité de l'OSHA
• Gestion des réglementations du transport des points

Pratiques de gestion des déchets durables

Métriques de gestion des déchets durables pour 2024:

Métrique de la durabilité	Performance
Taux de recyclage	68%
Réduction des émissions de carbone	42 000 tonnes métriques
Décharge de décharge	55%

Atténuation des risques pour les clients industriels

Portfolio de services de gestion des risques:

• Services totaux d'évaluation des risques: 290 millions de dollars revenus annuels
• Assaisonnement du site industriel: 450 millions de dollars de revenus annuels
• Contentissement aux matières dangereuses: 210 millions de dollars de revenus annuels

Services d'élimination respectueuse de l'environnement

SERVICES D'ÉLIMATION FAIR FINANCE:

Type de service d'élimination	Volume annuel	Revenu
Élimination des déchets dangereux	2,1 millions de tonnes	780 millions de dollars
Élimination des produits chimiques industriels	850 000 tonnes	340 millions de dollars
Élimination des déchets médicaux	350 000 tonnes	180 millions de dollars

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: relations avec les clients

Contrats de service à long terme

Clean Harbours maintient plus de 3 500 accords de service à long terme avec des clients industriels et commerciaux à partir de 2023. La durée moyenne du contrat est de 3 à 5 ans, avec une valeur de contrat estimée allant de 500 000 $ à 5 millions de dollars par client.

Type de contrat	Nombre de contrats	Valeur annuelle moyenne
Gestion des déchets industriels	1,250	1,2 million de dollars
Services environnementaux	1,100	$850,000
Réponse d'urgence	650	1,5 million de dollars

Gestion de compte dédiée

Clean Harbors emploie 275 gestionnaires de comptes dédiés en Amérique du Nord, desservant les clients ayant des revenus annuels dépassant 10 millions de dollars. L'entreprise maintient un taux de conservation de la clientèle de 92% en 2023.

Solutions environnementales personnalisées

La société fournit Solutions de gestion environnementale sur mesure Pour les secteurs industriels spécifiques:

• Fabrication chimique: 40% des solutions personnalisées
• Pétrole / énergie: 25% des solutions personnalisées
• Santé / Pharmaceutique: 20% des solutions personnalisées
• Fabrication: 15% des solutions personnalisées

Support technique et conseil

Clean Harbors exploite 22 centres de soutien technique avec 650 ingénieurs et consultants environnementaux spécialisés. Le temps de réponse moyen pour le support technique est de 2,5 heures, avec une cote de satisfaction du client à 98%.

Catégorie de support	Personnel	Temps de réponse moyen
Conseil des déchets dangereux	275	2,3 heures
Conformité environnementale	225	2,7 heures
Réponse d'urgence	150	1,5 heures

Rapports de conformité en cours

Les ports propres génèrent chaque année environ 125 000 rapports de conformité complets pour les clients, couvrant les réglementations environnementales, la gestion des déchets et les protocoles de sécurité. Le coût du rapport moyen varie de 3 500 $ à 25 000 $ selon la complexité.

• Rapports de conformité réglementaire fédérale: 45 000
• Rapports de conformité au niveau de l'État: 55 000
• Rapports spécifiques à l'industrie: 25 000

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: canaux

Équipe de vente directe

Clean Harbors exploite une force de vente dédiée de 487 représentants des ventes directes à partir de 2023. L'équipe de vente a généré 3,2 milliards de dollars de revenus totaux entre les segments de services environnementaux et industriels.

Métriques du canal de vente	2023 données
Nombre de représentants des ventes directes	487
Revenu total des ventes	3,2 milliards de dollars
Ventes moyennes par représentant	6,57 millions de dollars

Plateforme de service en ligne

Clean Harbors maintient une plate-forme de service numérique complète avec les mesures d'engagement numérique suivantes:

• Visiteurs mensuels du site Web: 124 000
• Taux d'achèvement de la demande de service en ligne: 67%
• Valeur de transaction de plate-forme numérique: 412 millions de dollars en 2023

Conférences et salons commerciaux de l'industrie

Clean Harbors participe à 42 conférences de l'industrie par an, avec une portée d'engagement estimée à 15 000 clients potentiels.

Réseaux de conseil en environnement

La société maintient des partenariats avec 213 sociétés de conseil en environnement en Amérique du Nord, générant des revenus collaboratifs de 276 millions de dollars en 2023.

Marketing numérique et site Web

Les dépenses de marketing numérique en 2023 ont totalisé 7,2 millions de dollars, avec un ROI de marketing numérique de 4,3: 1.

Métriques du marketing numérique	2023 données
Dépenses de marketing numérique	7,2 millions de dollars
ROI du marketing numérique	4.3:1
Taux de conversion du site Web	3.2%

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: segments de clientèle

Fabricants industriels

Clean Harbours dessert plus de 3 500 clients de fabrication industrielle à travers l'Amérique du Nord. Revenus du segment industriel: 987,4 millions de dollars en 2022.

Secteur manufacturier	Compte de clientèle	Valeur de service annuelle
Fabrication automobile	672	214,6 millions de dollars
Fabrication aérospatiale	248	156,3 millions de dollars
Fabrication d'électronique	412	129,7 millions de dollars

Entreprises de traitement chimique

Clean Harbors gère les services environnementaux pour 1 250 entreprises de traitement chimique. Revenu total du secteur chimique: 542,3 millions de dollars en 2022.

• Spécialités des entreprises chimiques: 623 clients
• Sociétés pétrochimiques: 417 clients
• Organisations agrochimiques: 210 clients

Industries du pétrole et du gaz

Clean Harbours soutient 2 100 clients de l'industrie pétrolière et gazière. Revenu du segment: 1,24 milliard de dollars en 2022.

Sous-secteur de l'industrie	Numéros de client	Revenus de service
Exploration en amont	742	456,7 millions de dollars
Transport au milieu	389	312,5 millions de dollars
Raffinage en aval	969	471,2 millions de dollars

Agences gouvernementales et municipales

Clean Harbours dessert 875 clients gouvernementaux et municipaux. Revenus du secteur public: 318,6 millions de dollars en 2022.

• Agences fédérales: 312 clients
• Organisations au niveau de l'État: 403 clients
• Gouvernements municipaux: 160 clients

Organisations de soins de santé et pharmaceutiques

Clean Harbours soutient 1 100 clients de santé et pharmaceutiques. Revenus sectoriels: 276,9 millions de dollars en 2022.

Sous-secteur des soins de santé	Compte de clientèle	Valeur de service annuelle
Hôpitaux et centres médicaux	472	124,3 millions de dollars
Fabricants pharmaceutiques	328	98,6 millions de dollars
Institutions de recherche	300	54 millions de dollars

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: Structure des coûts

Entretien et opérations des installations

Clean Harbors exploite 53 installations de traitement, de stockage et d'élimination à travers l'Amérique du Nord en 2023. Les coûts de maintenance des installations annuels étaient d'environ 87,4 millions de dollars en 2022.

Type d'installation	Nombre d'installations	Coût de maintenance annuel
Traitement des déchets dangereux	27	42,3 millions de dollars
Installations de déchets industriels	16	31,5 millions de dollars
Sites d'élimination spécialisés	10	13,6 millions de dollars

Investissements d'équipement spécialisés

En 2022, Clean Harbors a investi 129,6 millions de dollars dans les dépenses en capital pour des équipements de services environnementaux spécialisés.

• Équipement de traitement chimique: 45,2 millions de dollars
• Véhicules de transport des déchets: 38,7 millions de dollars
• Machines d'élimination spécialisées: 35,7 millions de dollars
• Technologie de sécurité et de surveillance: 10 millions de dollars

Formation et développement de la main-d'œuvre

Les ports propres ont dépensé 14,3 millions de dollars pour la formation des employés et le développement professionnel en 2022, ce qui représente 2,1% du total des dépenses d'exploitation.

Catégorie de formation	Investissement annuel
Formation de la conformité à la sécurité	6,7 millions de dollars
Développement des compétences techniques	4,9 millions de dollars
Formation du leadership et de la gestion	2,7 millions de dollars

Frais de conformité réglementaire

Les coûts de conformité réglementaire pour les ports propres ont totalisé 62,5 millions de dollars en 2022, couvrant les permis environnementaux, les certifications de sécurité et les exigences légales.

• Frais de permis environnementaux: 22,3 millions de dollars
• Coûts de certification de sécurité: 18,7 millions de dollars
• Surveillance de la conformité: 21,5 millions de dollars

Coûts de transport et de logistique

Les dépenses de transport et de logistique se sont élevées à 341,2 millions de dollars en 2022, ce qui représente une partie importante des coûts opérationnels de la société.

Catégorie de transport	Coût annuel
Flotte de transport des déchets	198,6 millions de dollars
Dépenses de carburant	87,3 millions de dollars
Gestion de la logistique	55,3 millions de dollars

Clean Harbors, Inc. (CLH) - Modèle d'entreprise: Strots de revenus

Frais d'élimination des déchets dangereux

En 2023, Clean Harbors a déclaré des revenus d'élimination des déchets dangereux de 1,2 milliard de dollars. La société a traité environ 1,5 million de tonnes de déchets dangereux dans ses 27 installations d'élimination.

Catégorie d'élimination des déchets	Revenus ($ m)	Volume (tonnes)
Déchets industriels	678	850,000
Déchets chimiques	412	425,000
Déchets médicaux	110	225,000

Services de correction environnementale

Les services d'assainissement de l'environnement ont généré 845 millions de dollars en 2023, avec 186 principaux achèvement du projet.

• Nettoyage du site Superfund: 412 millions de dollars
• Restauration du site industriel: 276 millions de dollars
• Reprédit de déversement de pétrole: 157 millions de dollars

Contrats d'intervention d'urgence

Les contrats d'intervention d'urgence ont représenté 523 millions de dollars de revenus pour 2023, avec 1 247 interventions d'intervention d'urgence.

Type de contrat	Revenus ($ m)	Incidents
Incidents industriels	276	687
Urgences environnementales	189	412
Contrats du gouvernement	58	148

Recyclage et récupération des ressources

Le recyclage et la récupération des ressources ont généré 276 millions de dollars en 2023, traitant 675 000 tonnes de matériaux recyclables.

• Recyclage des métaux: 112 millions de dollars
• Récupération des plastiques: 87 millions de dollars
• Recyclage chimique: 77 millions de dollars

Services de conseil et de conformité

Les services de conseil et de conformité ont produit 187 millions de dollars de revenus en 2023, avec 2 345 engagements clients.

Catégorie de service	Revenus ($ m)	Engagements du client
Conformité environnementale	98	1,247
Conseil en sécurité	59	678
Avis de réglementation	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.