Ask the Experts: How do I sell stormwater products? скачать в хорошем качестве

Ask the Experts: How do I sell stormwater products?

This is the second part of the latest UltraTech webcast where we talk about stormwater products. In this episode, members of our sales team answer the question, "How do I sell stormwater products?" and also why distributors should bring on the UltraTech stormwater line. Transcript: CARY: So really, it's gonna be about the recurring revenue piece. If you're a safety products distributor, you're used to selling gloves and respirators and things that you get make a sale for one time and you get recurring revenue. Well, that's exactly where this category falls into. When the filters get utilized, when they get full, when they get spent, you're selling them additional filters. The other thing is it's probably not. Well, it's most certainly not a category that you go after today and it's probably even a new contact for you at that facility. So you're probably dealing with the safety director, maybe a maintenance manager and if it's a big enough company, they probably have a specific dedicated environmental technician that's responsible for buying whether it's the absorbent pads, the spill kits, the stormwater filters. So it's a whole new revenue stream for you. SAM: It's pretty easy, Mario. I, as I always like to say, it's not rocket science, right? What are we looking at? And typically, these stormwater compliance issues come up outside the facility, as David mentioned. Yes, they can be inside absolutely, but more often than not, they're outside. So what we're doing is, if you're at that customer site, maybe you're talking about spill containment for drums and tanks. What if we have drums and tanks outdoors as well, right? You have a storm event. What's going down that drain? Potentially so. I counsel reps to look at the drains. Take a look. Take a look at the basins the inlets and ask the questions very simply. If you're meeting with the environmental or safety individual, you know, do you have storm water issues? Do you have you know, sediment? Do you perhaps have oils or any chemicals going down those drains? And if the answer is no, which oftentimes it is, you're making them aware that it could be an issue, right? The EPA, the depth, the storm, water officials, they're all out there taking notice now. And again, it's not just construction. They're looking at manufacturing sites in particular, you know, large warehouses, car car parks. I mean any anywhere where there's a potential issue with contaminants going down a drain or inlet. So it's really pretty easy. I mean to to point out you've got multiple drains on site. Look for any issues. Look for any drums and tanks, maybe in that area. Look for oils, perhaps going down that that storm drain. And then you can simply offer a solution you know. Here's an easy fix. Here's the UltraTech Drain Guard as an example.Or Inlet Guard, right? Multiple things that you can throw out at that. CARY: Mario, here's here's one piece of advice I'd give a new salesperson. You don't have to be an expert, because here's the deal, your customers already kind of know what they're up against. If they're spiking on certain heavy metals, if they've got issues with sediment and storm drains. A lot of times somebody's, you know, made notice of that, and they're potentially looking for some solutions. Or, as Sam said, maybe that stage hasn't happened yet. But you you did plant some seeds, so when that does happen, they're going to call you. So here's what happens when somebody an issue for stormwater comes up or somebody decides they need to protect their storm drains. They don't know where to get this stuff, so they go to the Internet and they Google Storm drain filters or heavy metal removal, storm drain filters and just whatever pops up, they start going down that path. But guess what? If you were in there and you introduced the UltraTech line to them, a month, two months, three months prior, if they didn't have a need at that time, they're gonna remember you. I can almost guarantee nobody else has called on them about stormwater filters. So you really do set yourself apart and highlight yourself. If an opportunity comes up in the future as well. For more information, please call us at 904-292-1611 or visit stormwaterproducts.com