and marketing efforts have created an abundance of information that often adds to purchasing confusion instead of reducing it. Sifting through this information can be a daunting task. Where can a service provider turn for assistance in determining the best options for their operation? Manufacturer representatives are a valu-able resource for service providers, but their views can be and often are biased. After all, their livelihood is based upon the sales of their products. Generally speaking, these individuals are both knowledgeable and ethical. Their expertise, however, may be limited to their particular product offerings. Representatives of equipment com-panies certainly know their equipment lines, but they may not be as strong in their knowledge of chemical lines. The same is often true of chemical company representatives. They know the chemistry, but are less familiar with the operation of equipment. A distributor, on the other hand, is cognizant of trends pertaining to both chemicals and equipment. This is just one example of the end-less benefits a knowledgeable distributor partner can bring to your operation. Because of corporate downsizing, acqui-sitions, mergers and setbacks, many man-ufacturers have fewer representatives than they did just five years ago. The representatives that remain are covering larger terri-tories with higher performance or sales expectations. Scheduling a demonstration of a piece of equipment can become a logistical night-mare of endless phone tag. To investigate other options, you have to repeat the process with each equipment line you are interest-ed in exploring. Not only can a qualified distribution organization answer your questions about what equipment type and size is best for your specific situation, they can also offer several options from various manufacturers for your consideration to ensure a proper match with your chemical lineup. If properly qualified — and given the meeting is planned — most distributors can offer a demonstration of several models of recommended equipment at one time. Now youʼve made your decision. In todayʼs environment, no one is taking a purchasing decision lightly. Youʼve put your reputation on the line. Any organization that does not under-stand, respect and support your position www.cmmonline.com 15
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