Dan Shaver, VP of Sales for Real Tech, highlights the importance of getting your monitoring systems right as a means to optimize your treatment process.
The following is an excerpt from a Q&A with Water Online Radio. Click on the Radio Player above to hear the full interview.
Water Online Radio: If I were cynical, I’d say water quality testing is secondary to water treatment. Tell me why I'm wrong.
Dan: That’s a common misconception that we hear quite often. A lot of time the analytical or monitoring part gets put in as an afterthought, and what we try to do is educate our customers to realize that monitoring is actually the most important piece, not just from a regulatory perspective but also when it comes to a return on your investment and optimizing your treatment process.
The payback period on putting in technology for monitoring water quality is so quick. We see customers pay back analyzers in just a few months, just by putting it in. You can use the information to save ten times what you paid for the analyzer, if not more.
Water Online Radio: What about after the purchase? How do you work with customers over the long term?
Dan: We definitely help our customers interpret what happens. Once I get an analyzer, now what? What happens now? We help the customer through all the things that we've been talking about in the sales cycle, such as “What do we actually do with this data now that we've got it?
Fortunately, we've got a lot of great in-house knowledge when it comes to what to do with the data, but so do our distribution partners as well. We've got a lot of great reps not just in North America but in Australia, New Zealand and Europe, guys that really know what to do with that information.
We are one parameter sometimes of many that get built into a package so that these distributors and system integrators can say, “Here's what you do with all of the information, not just the Real Tech product data,” and we're fortunate to be part of some great partnerships around the world…
Click on the Radio Player above to hear the full interview.