The 'Razor Blade' Side of UV Sales

Ultraviolet (UV) disinfection products are one of the fastest growing segments of the water treatment market today. One of the advantages of selling UV systems is that every system a dealer sells should generate an annual UV lamp replacement sale for as long as the system is in service. The challenge is that the technology that has existed in the UV market to date has yet to fully capture this annuity, or “razor blade,” UV lamp business.

Deck: 

New technologies help dealers benefit from UV lamp replacement business

About The Author: 

Myron Lupal is president and general manager for Luminor Environmental Inc. Lupal can be reached at mlupal@luminoruv.com or 519.837.3800.

Publication Date: 
February 4, 2013
Activation Date: 
February 4, 2013
Issue Reference: 

The Road Ahead

With another year on the books, it is time to look ahead to 2013. As always, the water treatment industry will face a variety of challenges and opportunities in the coming months. Domestically, new regulations loom — some positive, some negative — as California continues to set the legislative tone for the nation. Globally, opportunties await for companies ready to take the international plunge, but the challenges of certification remain.

Deck: 

Industry experts weigh in on what is to come in 2013

About The Author: 

Dave Haataja is executive director for the Water Quality Assn. Haataja can be reached at dhaataja@wqa.org or 630.505.0160.

Rick Andrew is general manager, Drinking Water Treatment Unit Program, for NSF Intl. Andrew can be reached at andrew@nsf.org or 734.913.5757.

Frank A. Brigano, Ph.D., is vice president, technology, for KX Technologies LLC. Brigano can be reached at fbrigano@kxtech.com or 203.764.2506.

Frank Panzeca is president of Culligan of Wheaton. Panzeca can be reached at fpanzeca@culliganwheaton.com or 630.668.4100.

Publication Date: 
January 8, 2013
Activation Date: 
January 8, 2013
Issue Reference: 

Culligan Expands Mobile Water Treatment Solutions Business

Source: 
Culligan Matrix Solutions
Deck: 

Water purification, monitoring and control in a single solution for peaking and base loaded plants

Culligan Matrix Solutions is expanding its mobile water treatment solutions business in response to increasing demand for this service.

Publication Date: 
December 12, 2012

State of the Industry 2012

Water Quality Products understands the importance of keeping up to date with current industry trends and information. We are pleased to bring you our sixth annual State of the Industry Report, which includes valuable current information regarding the water treatment industry and its trends.

Deck: 

An assessment of the water treatment industry

Publication Date: 
November 29, 2012
Activation Date: 
November 29, 2012
Issue Reference: 

Tablet Transformation

IPads and tablet devices have become important to sales and marketing professionals in home products and many other industries, according to a recent survey of business professionals.

Deck: 

How iPads and tablets are changing the face of sales and marketing

About The Author: 

Mary Lou Denny is executive vice president of Walt Denny Inc. Denny can be reached at marylou@waltdenny.com.

Publication Date: 
November 15, 2012
Activation Date: 
November 15, 2012
Issue Reference: 

Rental Program Revamp

Here is a story that I have heard far too often over the years:

"John" has been a professional water treatment dealer for eight years. Like many, he built his business from the ground up. By his own admission, he had more determination than money, so things were tight for a few years, but his business continued to grow.

Deck: 

Rental programs help dealers ride out the economic recession

About The Author: 

R.J. Burke is director of dealer development for Water-Right/WaterCare. Burke can be reached at rj@water-right.com or 920.739.9401.

Publication Date: 
November 15, 2012
Activation Date: 
November 15, 2012
Company Reference: 
Issue Reference: 

Selling the Senses

Rather than sharing statistics, tactics, strategies and scripts that manipulate an outcome, let’s discuss what motivates consumers to buy and how that impacts closing sales.  

A Nation of Consumers

We are all consumers, and by that, I mean we all buy stuff. We not only consume products and services out of need, we actually enjoy buying.  Interestingly, there are several studies stating that we buy to soothe and satisfy emotional needs. Buying things has become a self-prescribed form of therapy.  

Motivation to Buy

Deck: 

Reading a customer’s needs and desires to help close a sale

About The Author: 

Ric Harry is a sales, management and technical consultant for the water industry. Harry can be reached at info@richarry.com or 905.734.7756.

Publication Date: 
October 30, 2012
Activation Date: 
October 30, 2012
Issue Reference: 

Sales Demonstration Kits

Company Reference: 
Spotlight Name Archive: 
General
Legacy ID: 
61579
Spotlight Header Archive: 
March 2012

Clearly and effectively demonstrate to customers the differences between untreated and treated water with these sales demonstration kits. Choose either traditional color comparison tests or digital test kits featuring the ColorQ DW photometer. Customize your kit with a choice of four different softener units and optional tests, including TDS.

Image: 

Nelsen Corp. Hires Terry Heckman

Source: 
Nelsen Corp.
Deck: 

Heckman was past president of the Pacific Water Quality Assn.

Nelsen Corp. recently appointed Terry Heckman to western regional sales manager. In his new role, Heckman’s responsibilities are to lead and coordinate sales efforts and further current dealer development in the company's Arizona location, as well as to create and execute the strategy to further strengthen sales and market share in the western region.

Publication Date: 
July 19, 2012

Testing: A Vital Service

Whether you are a sales, installation or service professional, water testing is vital to completing your job. Providing consultation, offering recommendations and addressing problems can only be done after a proper water analysis has been completed.

Testing Parameters

Deck: 

Provide value to customers by evaluating water quality

About The Author: 

Ric Harry is a sales, management and technical consultant for the water treatment industry. Harry can be reached at info@richarry.com or 905.734.7756.

Publication Date: 
June 28, 2012
Activation Date: 
June 28, 2012
Issue Reference: