Plastic Parts
Water Quality Products
March 2008
By WQP Editorial Staff
How custom-designed plastic parts for water-treatment applications can help your business
PDF Version
Networking for the Industrial Market
Water Quality Products
February 2008
By Peter J. Censky
WQA Aquatech USA 2008 to offer networking opportunities for the industrial segment of water treatment
Finding the Right Match
Water Quality Products
February 2008
By Stephanie Harris
WQP speaks with John Ranalletta, senior consultant with ADVISA, and Robert Ruhstorfer, president of RainSoft
2008: The Dealer’s Perspective
Water Quality Products
January 2008
By Stephanie Harris
In the spirit of industry forecasts and predictions for the new year, Water Quality Products asked Vincent Kent, president of Abendroth Water Conditioning, Inc., Fort Atkinson, Wis., to give a water treatment dealer’s perspective of what is to come in 2008.
PDF Version
Are you Semiretired
Water Quality Products
September 2007
By Carl Davidson & Ric Harry
How to tell if you’re retired before you actually retire
PDF Version
A Company Made of Steel
Water Quality Products
July 2007
By Clare Pierson
By focusing on customer service and proprietary manufacturing, Falcon Stainless aims to be as flexible as its connectors
PDF Version
GE Branches Out
Water Quality Products
April 2007
By Water Quality Products
Water Quality Products asked Tom Leunig, marketing programs manager at GE Infrastructure’s Household Water Group to discuss GE’s new financing and training programs and the feedback he has received from dealers.
Focus on the Family
WQPmag.com
January-December 2007
Heather McCoy
This family-oriented salt business values customer service and a commitment to people above all else
The Learning Curve
WQPmag.com
January-December 2007
Rebecca Wilhelm
How one dealer is putting education to work for his business
Teach then Sell
WQPmag.com
January-December 2007
Stephanie Harris
Educating customers about water treatment proves to be effective for sales
Survey Says...
Water Quality Products
November 2006
By Carl Davidson & Ric Harry
What do today’s customers want?
Jujitsu Selling
Water Quality Products
October 2006
By Carl Davidson & Ric Harry
Using customers’ own interests & desires as a fulcrum to make a sale
Just a Click of the Mouse Away
Water Quality Products
August 2006
Neda Simeonova
What dealers are saying about WQA’s Find a Water Professional online feature
Cutting through the Noise
Water Quality Products
July 2006
By Amy Osgood
Utilizing creative marketing techniques to promote your brand, products
The Total Package
Water Quality Products
May 2006
By Amy Osgood
POE arsenic removal program provides testing, support and residuals removal in addition to treatment system
Competing for Talent
Water Quality Products
May 2006
By Carl Davidson & Ric Harry
How to attract the new generation of salespeople
Building Trust
Water Quality Products
April 2006
By Marianne Metzger
Water testing leads to responsible selling
The Common Denominator
Water Quality Products
March 2006
By Carl Davidson and Ric Harry
Secrets of success in the water equipment industry
What’s in the Water?
Water Quality Products
February 2006
By Marianne R. Metzger and Jeffrey H. Roseman
New Arsenic MCL: The Dealer’s Perspective
Water Quality Products
January 2006
Compiled by Neda Simeonova
Water Quality Products asked Frank DeSilva, national sales manager for ResinTech, Inc. to share his thoughts on the potential market the new arsenic rule may create for POU/POE dealers.
Establishing a Culture of Success
Water Quality Products
January 2006
By Ric Harry & Carl Davidson
Dealers must examine the message their words and actions send to their employees
Living up to Your Title
Water Quality Products
November 2005
If you were charged in a court of law with being a water equipment dealer, sales manager or a salesperson, would there be enough evidence to convict you? In other words, do your actions show that you are performing the job title you have acquired?
It’s a Family Thing
Water Quality Products
November 2004
By Peter Bozzo
From hosting annual barbecue, to monthly seminars, to other festive events throughout the year, Nimbus Water Systems is always in search of ways to make their clients feel a part of the family.
PDF Version
Heating up Your Demonstrations
Water Quality Products
September 2004
By Carl Davidson
Unless you have a demo that is so good the customer wants the system and wants it now, it is just not good enough.
PDF Version
Beyond Water
Water Quality Products
September 2004
By Gayle Englof
The Home Environment Center offers its customers solutions for various indoor environmental problems.
PDF Version
Grand Opening
Water Quality Products
April 2004
By Wendi Hope Bishop, WQP Staff
After finding that his warehouse space in LaPorte County, Ind., was not nearly enough anymore, Mark Joachim decided to invest in a storefront to allow a more customer-friendly environment.
PDF Version
Where is My Dealer?
Water Quality Products
February 2004
Wendi Hope Bishop
There are roughly 30 water treatment specialists in my general area, and in the time I have lived in my house I never have received a flier, coupon or advertisement from a water treatment dealer. Where exactly are these dealers?
PDF Version
What Interests Your Customer?
Water Quality Products
January 2004
Carl Davidson
Many of us get hung up on only one or two reasons why people would be interested in our products. Too often, we get in the habit of using these reasons all the time and fail to customize our approach to each individual. Usually, the reasons are saving money for softeners and health for ROs. Are these the only reasons people might be interested? Is everyone interested in these benefits? Not at all. Let's take a look at other reasons that might interest and motivate potential buyers.
PDF Version
Fighting Water Softener Bans
Water Quality Products
December 2003
Carlyn Meyer, Water Quality Association
Dealers are rightfully concerned about the spread of legislation prohibiting water softener discharge into city sewers and septic systems. Although California is the center of industry efforts to protect the market against arbitrary bans, in the last two years several other states have issued rules prohibiting septic tank discharge.
PDF Version
Equipment Leasing
Water Quality Products
October 2003
Barry Siedell, Norland International, Inc.
Leasing makes possible a pay-as-you-go option for companies needing to add full-line bottling systems.
PDF Version
Opportunities Bring Cash
Water Quality Products
August 2003
Wendi Hope King
As many of us wonder when the economy will make its massive turn around, others of us feel that maybe this will be as favorable as it gets for a long time. We must make the best of it. To assist you, we offer our Annual Buyer's Guide complete with supplier and product listings, a product/service guide and an index of associations and government entities that may help advance you even further down the road to prosperity.
PDF Version
C&I Opens Doors for Dealers
Water Quality Products
July 2003
Wendi Hope King
This issue is dedicated to those dealers who already have made a huge success for themselves in the C&I marketplace, to those dealers craving more C&I knowledge and to those who will use it as a stepping stone to new markets.
PDF Version
Developing Your Distillation Business
Water Quality Products
May 2003
Daniel Harbeck, Get Distilled
Daniel Harbeck, the operations manager for Get Distilled, a Durastill distributor that sells steam-distilled water, machines and accessories in Mukilteo, Wash., shares his story on how he became involved in the water treatment industry and how he uses his time to educate consumers.
PDF Version
Nonchemical Alternatives to Cooling Tower Disinfection
Water Quality Products
April 2003
Jeff Roseman, CWS-I, Aqua Ion Plus+ Technologies
By explaining some tips and tricks, maybe more water treatment dealers can understand these technologies and use them in their arsenal of treatment methods. Filtration, ozonation, copper ionization and UV light may not be an option on some water supplies or applications, but their usefulness and alternatives to chemical dosing should be considered as an option.
PDF Version
Prospecting for Salespeople and Owners
Water Quality Products
April 2003
Carl Davidson
Prospecting is quite important to your career if you are in sales and to the company if you are in management. Often we get proficient at things we do not initially like if it is important. The following is a snapshot at just how important prospecting is.
PDF Version
Focus On Troubleshooting Water Softeners
Water Quality Products
March 2003
Water Quality Products went in search of an expert to bring you the top troubleshooting tips for valves. The search led to Jay Runkle, employed in technical services at Pentair Water Treatment. According to Runkle, issues quickly can be sorted out if you know what to look for. Here are Runkle?s top 10 dilemmas, accompanied by probable causes and suggested antidotes.
PDF Version
Water Vending
Water Quality Products
January 2003
Adrian Thompson, Polela Concepts
Water vending provides a fantastic opportunity for existing water business operators to expand their business into areas that are too small or difficult to service profitably.
PDF Version
Bottled Water Testing
Water Quality Products
October 2002
Kristin Safran and Barbara L. Marteney, National Testing Laboratories
Consumers want to know if the bottled water they buy is safe. How and why bottled water is regulated is not common knowledge and can be confusing to customers. Bottlers who understand and can explain aspects of water quality, regulations and test results to their customers have a useful sales tool to promote their product.
PDF Version
Shifts in Analytical Requirements
Water Quality Products
September 2002
Troy Ethan, Spectrum Laboratories
To remain successful, the water treatment professional should take advantage of advances in in-field testing as well as advances in laboratory analyses. This article describes the shifts in analytical requirements recommended to satisfy consumer desires and promote expansion of the POU/POE water treatment industry.
PDF Version
Back to the Basics, Part 3
Water Quality Products
July 2002
Jeff Roseman, CWS-1, Aqua Ion Plus+ Technologies
In this last section of a three-part series, the use of
ozone, ionization, distillation and aeration is discussed in a simple fashion
to help the beginner rationalize the importance for a full understanding of
these technologies and the need, again, for a professional water treatment
specialist.
PDF Version
Promoting Your Company Through Local Media and the Community
Water Quality Products
April 2002
Wendi Hope King, WQP Staff
Advertising in national publications and television stations is the standard route taken by businesses, even small ones. Promotions and advertising are key to any good business. However, it is small businesses that reach out directly to their communities that gain marketshare and a solid customer base.
PDF Version
Making the Filtration Buying Process Easier for Your Customers
Water Quality Products
March 2002
By David M. Marsh
If you’ve seen it once, you’ve seen it a hundred times—customers who come to you looking for a home filtration system, unaware of what their specific needs are. While many consumers simply want a system that improves their water’s taste and aesthetic qualities, the majority are looking for a product that will make their water healthier. But as you know, “healthier” is a subjective term, and without knowing the issues that are present in the customer’s water, providing them with a system that fits their needs isn’t very easy to do.
Boost POE Sales by Leveraging the New Arsenic Standard
Water Quality Products
February 2002
Craig Winter, CWS-III, EnviroInvestigations &Remediation
Recent market research showed that more than 73 percent of consumers prefer to consult with a water treatment professional when dealing with arsenic. Combining this inclination with the preference for the POE approach, the treatment professional has a unique opportunity to generate significant new revenue from POE sales with minimal upfront effort.
PDF Version
Wasted Time, Money and Energy
Water Quality Products
February 2002
G.A. “Andy” Marken, Marken Communications, Inc.
It’s too bad that so many water management and
manufacturing firms waste so much money on public relations (PR) activities
that have little or no impact on the press or, more importantly, on their
prospective customers.
PDF Version
Smart Management Through the Downturn
Water Quality Products
January 2002
G.A. "Andy" Marken, Marken Communications, Inc.
Not since l990 have we seen a downturn in the economy as we have for the past five months. Most indicators point to only a mild improvement through the middle of this year. While the downturn?okay, recession?was tough in the early 1990s, you have to go back to the early 1980s to see one that had the global scale as the one we?re experiencing now.
PDF Version
Only Time Will Tell
Water Quality Products
January 2002
Multiple Authors
The unprecedented events of Sept. 11 and the recession that began hitting our nation at the beginning of 2001 created havoc in the business world. The water industry was no exception; it also saw its share of fluctuation. With such an unpredictable economy, we move into 2002. WQP asked industry professionals nationwide to comment on what the water industry may see in the upcoming year. Although these professionals share their outlooks for next year, only time will tell what lies ahead.
PDF Version
Water Tests Protect Customers from Guilty Parties
Water Quality Products
September 2001
Wendi Hope King, WQP Staff
Despite the regulations set for treatment plants, the general public will find itself focusing on the negative and seeking additional treatment from our industry. This spells opportunity for water treatment dealers to illustrate how their services can benefit the public.
PDF Version
Gas Chlorine Education
Water Quality Products
September 2001
The Gas Chlorine Education Committee
The Gas Chlorine Education Committee announced the launch of an industry-wide campaign entitled, "Gas Chlorine: The One and Only Choice for Water Disinfection."
PDF Version
I've Never Met a Rich Sharecropper
Water Quality Products
March 2001
Carl Davidson
Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the owner. They do what they are told and have no land to farm themselves.
PDF Version
We Ought to Be Committed
Water Quality Products
February 2001
Carl Davidson
We ought to be committed. No, that isn’t a comment on our mental stability but rather a comment addressing the fact that we ought to be totally committed to success if we intend to achieve it.
PDF Version
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