WQP spoke with Barry Willson, senior vice president of operations at BEVsystems International, Inc., based in Miami, about the current enhanced water trends that seem to be driving the industry and giving marketers a lot to work with.
I am always shocked to see how few salespeople use a value justification. In my view, this is a critical step in the selling process. Let’s take a look at some of the advantages this technique gives you and then we will look at the actual script for a justification.
Value Justification for an RO Sale
A new technology has emerged that can solve scale problems without the need of salts, chemicals or maintenance.
Electronic water conditioning cleans up scale and softens water for various applications cleans up scale and softens water for various applications
Part one of this article appeared in the February issue and described how nanofiltration, reverse osmosis and electrodialysis reversal are being run side-by-side at the Brackish Water Demonstration Facility in California.
The Diablo Canyon Power Plant at Avila Beach in California utilizes seawater for both cooling water and makeup water for steam generation. Ionics, Inc., Watertown, Mass., designed and built and now operates a complete water treatment system serving the high-purity water needs of this power plant. Over the past eight years, the seawater treatment section has demonstrated excellent long-term performance as a result of strong design, consistent maintenance and qualified operators.
In March 2001, the U.S. Environmental Protection Agency (EPA) withdrew a proposal for a lower maximum contaminant level (MCL) for arsenic in drinking water that would bring the standard from 50 parts per billion (ppb) to 10 ppb. At that time, the EPA commissioned three studies to examine the benefits, costs and health effects associated with a lower standard for arsenic.
A brief look at one solution for arsenic removal
In Port Hueneme, California, a state-of-the-art desalination facility uses three brackish water desalination technologies: reverse osmosis (RO), nanofiltration (NF) and electrodialysis reversal (EDR), operated side-by-side to produce over three million gallons per day (mgd) of high quality drinking water. The Brackish Water Reclamation Demonstration Facility (BWRDF) is the cornerstone of the Port Hueneme Water Agency’s (PHWA) Water Quality Improvement Program. In addition to providing desalted water for local use, the BWRDF also serves as a full-scale research and demonstration facility.
Understanding and reacting to the performance of a reverse osmosis (RO) system is necessary for continued successful operation. It is this interaction that allows us to quickly and correctly identify and correct issues that may arise.
Tending to System Maintenance is Necessary for Successful Operation
Groundwater sources that can be used for drinking water purposes are requiring increasing degrees of treatment to meet the requirements of both the regulating agencies and the consumer.
During the 2000 Olympic Games, U.S. Filter Australia/Vivendi Water supplied a wastewater reclamation plant that recycled sewage and rainwater runoff at the games site. Part of the purification process involved the use of reverse osmosis (RO) technology.