Going Public
Water Quality Products
August 2006
By James Sbrolla
The water industry takes advantage of the Capital Pool Company program
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
It’s All About the Service
Water Quality Products
October 2005
Neda Simeonova
Honest, trustworthy, courteous—the three rules that every water service technician should follow.” This statement has lingered in the back of my head since I met with Ronald Gagnon CWS-IV, CI, an experienced dealer and owner of Aqua-Pure Water Conditioning, Inc. in Zion, Ill.
Earning & Keeping Customer Respect
Water Quality Products
August 2005
By Carl Davidson & Ric Harry
Here is an old-fashioned one. We suggest you call customers by their formal titles until they give you permission to use more familiar terms. No matter what their age, they may not want you to call them “guys” or use their first names.
Adopt Darwinian Marketing in a Soft Economy
Water Quality Products
July 2005
Kelly Howard
The economy is soft. Capital budgets are shrinking. Projections for growth remain conservative. Instead of adapting to change and seizing opportunities to strengthen market position, many businesses are committing one critical error—slashing marketing budgets.
PDF Version
Not What It Seems
Water Quality Products
July 2005
Carl Davidson
This article is about sales and management techniques that sound good but usually don’t work. You may think they will be successful in increasing sales and profits but in the end they fail. Take a look, maybe we can help you avoid trying them before you waste a lot of time and money.
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
Specialty Advertising
Water Quality Products
June 2004
By G.A. “Andy” Marken
Pens and poly bags are popular
items, but other specialty items
are capturing customers’ attention.
PDF Version
Bad Credit? No Problem
Water Quality Products
June 2004
By Carl Davidson
Financing is the key to success in our industry, so do not leave home without it.
PDF Version
Optimism: The Unbeatable Secret to Sales
Water Quality Products
March 2004
Carl Davidson
Optimism is the number-one ingredient in success. How much do you have? The best way to develop optimism is to have a few key phrases ready to inject in things that happen on a regular basis during the sales process. Here are a few examples.
PDF Version
Going to 'Hell in a Hand Basket'
Water Quality Products
October 2003
Carl Davidson
The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry full of charlatans, praying on the weak with high pressure tactics. Nothing could be further from the truth.
Pure Water, Not So Pure Dispensers
Water Quality Products
October 2003
David Clark, Sanisleeve, Inc.
It is up to you to provide your customers with the proper sanitization for their water coolers. The bottle that you deliver should not be covered with dust, fallout, germs and "hand grime."
PDF Version
Avoiding Consumer Complaints
Water Quality Products
June 2003
G.A. "Andy" Marken
It's precisely at times like these that companies must be especially concerned about guarding and strengthening their customer relationships in the areas of product and service reliability to preserve the integrity of their operation. Consider taking a day to gather information on how your organization actually is operating from the standpoint of consumer protection.
PDF Version
New Directions in the Activated Carbon Industry
Water Quality Products
December 2002
Henry Nowicki, Ph.D., Mick Greenbank, Ph.D., and Barbara Sherman, PACS, Inc.
In the last two decades, the price of activated carbon (AC) has fallen 75 percent. Many lower cost varieties have sufficient quality to be useful in many applications. The price reduction, along with maintaining reasonable quality, has created changes in the industry. This article describes how those potentially influence the direction of the industry.
PDF Version
Routing Issues: From Paperwork to PDA Efficiency
Water Quality Products
October 2002
Lorraine Keating, Prism Visual Software, Inc.
By now, handhelds have enjoyed enormous popularity in any industry that deals with deliveries, services or exchanges. The bottled water and water treatment industries are not an exception. PDAs enhance performance, accuracy and cost-efficiency.
PDF Version
Beyond the Hype of CRM
Water Quality Products
December 2001
Lorraine Keating, Prism Visual Software
For water treatment companies, automated Customer Relationship Management (CRM) software is a necessity for becoming a successful, well-organized and customer satisfying business. CRM software integrates daily business routines inside the office and on the road and takes care of repetitive and organizational tasks reliably and consistently. So look for the right CRM software product to get beyond the CRM hype into the down-to-earth improvement of your daily operational challenges.
PDF Version
AMR: An Asset Comes of Age
Water Engineering & Management
August 2001
John Hengesh
Automatic meter reading has helped water utilities and municipalities solve numerous challengesand significantly reduce expenses.
PDF Version
Web-Based and Wireless REVOLUTIONS
Water Quality Products
May 2001
Lorraine Keating, Prism Visual Software
The media predicts that virtually all work as we know it soon will be Web-based and wireless. With the proliferation of PDAs and cell phones, and with their continually decreasing costs, this statement is hard to refute. An article published in Software Technology magazine stated that to characterize this new technology as a "revolution" is an understatement. Rather it is a "cataclysmic change."
PDF Version
Why Shouldn’t We Rebed This Ion Exchange Unit?
Water Quality Products
February 2001
William J. Koebel, ResinTech, Inc.
When approaching a rebed of an ion exchange unit it is important to determine if it is the best course of action, how you will remove the resin from the vessel and your plan to load the new resin.
PDF Version
Web Page Design
Water Quality Products
February 2001
Arthur von Wiesenberger, The Bottled Water Web
With the right website, you, too, can join the exploding world of e-commerce, building a powerful Web presence and communicating effectively with consumers.
Asking Questions, Making Sales: Selling ‘Choice’ Makes Sense for Route Products, Too
Water Quality Products
October 1999
Don Oster
With the growing popularity of potassium chloride as a "salt substitute" for water softener regeneration, why not offer a choice of softener regenerants? It could bolster your route sales at a time when more time-pressed consumers are attracted to home delivery for its time and work savings.
Adding Value to Your Dealership
Water Quality Products
June 1996
Todd Frederickson
Many dealerships across the country are facing increased competition from all fronts. Price wars among dealerships mean everybody loses. We need to look at ways to increase our profit margins rather than take the path of least resistance and beat our competition on price
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