Resources

Q: When do I sell a Dual Draw Dispenser and when do I sell a Rapid Fill System?
A: You will sell Dual Draw wall mount dispensers 90% of the time. Consumers must be using over 220 gallons of concentrated cleaner per month to qualify for a Rapid Fill system. The Rapid Fill system is recommended for customers that need fast filling of large scrubbers.

 

Q: Should I take Dual Draw to my existing accounts?
A: Dual Draw was developed to capture new business, so introduce it to existing accounts only to prevent competitive pressure.

 

Q: What does the equipment cost?
A: There is no charge to the consumer for the Dual Draw, Rapid Fill or Q.C. System. They are free to use them as long as you are also supplying the chemicals. You pay only a nominal charge for the Dual Draw and Rapid Fill, and there is no charge for the Q.C. Nuance must be involved in determining who qualifies for a Q.C.

 

Q: Who will install the dispensers?
A: In most industrial facilities, in-house tradesmen are best for installation due to work rules. Some municipalities, like Milwaukee County, will require a licensed plumber to install the dispensers. If you are handy and would like to help, then by all means do so. It’s a great way to understand the process and an opportunity to sell the concept to every user of the system.

 

Q: Do the components draw equally?
A: We have tested the dispenser at our facility and selected a variety of tip choices to achieve various dilution options. We chose tip combinations to draw the components in equal proportion, but slight draw variations may occur due to viscosity, temperature and water pressure.

 

Q: Should I tell my customer that they may see slight uneven draw?
A: Yes. By letting the customer know what to expect upfront they will not be surprised if uneven draw occurs. Our experience tells us that as long as the product is performing, customers will not be alarmed by the draw.

 

Q: The Dual Draw Dispenser is supposed to deliver 11 gallons per minute, but my customer is only getting 7 gallons per minute – what’s wrong?
A: Nothing! The Dual Draw Dispenser will only deliver at the rate of the local water source. If the faucet only delivers 7 gallons per minute, that’s all the dispenser will deliver.

 

Q: What do I do if a dispenser breaks?
A: First, check the dispenser to be sure it’s not working properly. Dual Draw Dispensers are venturi pumps with no moving parts and are very reliable. If the dispenser is not working because of obvious mistreatment, charge the consumer for replacement. If there are no obvious signs of mistreatment or tampering, review the troubleshooting guide.

 

Q: How do my customers get samples to try?
A: Due to their high concentration, Dual Draw products are unlike any other cleaning products. The best way is to suggest a ‘try-and-buy,’ which encompasses a review of their cleaning practices and needs, installation of a dispenser and product, and observation for a trial period. These usually last a week. If the product performs as promised, you’ll bill them for the unit. If they don’t want the system, take it down and we will credit you for the product. We also offer a sample called a pail kit which consists of enough A+B to make a 5-gallon pail of Concentrate. Simply blend the A+B into the pail provided and dilute according to the cleaning need.

 

Q: Dual Draw seems expensive. How do I overcome price objections?
A: Price objections mainly come in two forms: 1) sticker shock from the price of 2×5-gallons of material, or 2) a calculation of use cost based on price divided by dilution. In the case of sticker shock, shift the focus from the volume of product purchased to the yield of the 2 x 5 gallon containers, which is more than the amount that a 55-gallon drum produces. For a use dilution comparison, check the accuracy of their dilution. Most people assume they know their use dilution, but never check it, so don’t try to compare with phantom dilutions. Be sure to include all costs in the calculation, such as inbound freight, handling of containers, storage space required, internal movement, safety issues, use control, container disposal, and performance. When all these factors are considered, Dual Draw compares favorably.

 

Q: Some customers want to use two different products or two different dilutions of the same product. How do I handle this situation?
A: During your cleaning assessment, ask questions regarding the use of two products for similar tasks, and try to consolidate the tasks with one product. If a customer is using two different dilutions of the same product for different types of tasks, try to consolidate their use with a single dilution that will perform both jobs. In either case, if the volume or need justifies it, install a second Dual Dispenser with another product or dilution.

 

Q: What do I do if the product isn’t doing the job?
A: We always recommend an assessment of the consumer’s cleaning practices and needs before recommending a product or cleaning strength. Then, when installing the Dual Draw Dispenser, select the most appropriate product and set it at the strongest reasonable setting to assure the consumer will get good cleaning results even if that raises the cleaning solution cost. Once the consumer sees the results, begin a process of reducing the strength of the solution to balance performance and cost.

 

Q: Are the products listed with USDA or NSF?
A: Since the products were formulated before the USDA stopped their authorization process, they have USDA ratings. We currently do not have any registrations with NSF. In addition, we will provide a letter of guarantee to any consumer who needs one.

 

Q: Can I mix and match different components to make new products?
A: Yes! Dual Draw components are interchangeable to make new products for specific applications. The most common component combinations are listed in the Dual Draw literature. If you feel you need something outside that recommendation, please consult your industrial specialist or your Nuance representative.