How Distributors Can Best Recommend Dilution Control Systems

Once customers are sold on the benefits of the dilution control system — cost savings, efficiency, worker safety, environmentally friendly — distributors can take the next step to identify and install the right system for the facility. What options should they consider to best serve the customer? 

“There are different units,” explains Funk. “A 'low flow' will fill bottles. A 'high flow' fills buckets and autoscrubbers — some larger units offer a combination. They come in metal or plastic, and they come in various types and sizes. Also, different chemical manufacturers have different units, some of which are proprietary.” 

It’s important for distributors to understand the needs within the facility and work with end users to identify systems that will work best. For example, in an industrial complex where the team is cleaning 100,000 square feet of concrete, a high-flow unit next to the sink will allow for easy filling of an autoscrubber. In a large office area with various surfaces, a larger unit with multiple chemical options (disinfectant, general-purpose cleaner, restroom cleaner and sanitizer) might be the best solution.  

In most cases, the biggest challenge distributors will face with the promotion of these systems is space. Heller comments that the larger the space, the more distributors should push for multiple units. He’s quick to add that tight spaces can cause issues, but a good installer should be able to overcome logistical challenges. 

Despite the benefits, both Funk and Heller have been met with pushback from customers who are still undecided about investing in a dilution control system. 

“One customer told me, ‘I don't want holes in the wall,’” says Funk. “It's weird. They don't mind hanging a paper towel dispenser on their new walls, but then say, ‘I don't want to put any holes in the janitor's closet.’ It's a head scratcher.” 

He adds that another concern he deals with is customers who are “scared of proprietary products,” or who know of another building owner who may have been persuaded to install a system that was too large or too expensive for their needs. 

Heller hasn’t experienced this, but does encounter timidness from many customers, to which he responds with education and training.  

“After installation, the coloring [of the solution] often isn’t as prominent as end users are used to,” he says. “The desire to have it more (fill in the color) does exist. Colors simply come from dyes and, when you add water, the dye is also diluted. Again, the response is education and training.” 

Reiterating all the benefits to potential customers is important, Heller adds, but in particular, “give the nod to cost savings. When you can turn a $5.00 RTU bottle into something under $0.50, it is hard to argue otherwise.” 

Funk agrees and adds that a good distributor will maintain a working relationship with their customers. Doing so will ensure that the correct system is installed, after which they can audit the volume of solutions used and maintain the unit so that it continues working efficiently.  

“I've saved customers thousands of dollars,” he says. “I had one customer who called me and said, 'You saved me $500 or $600 a month, just in chemicals.' I definitely understand it, but I'm a big proponent of dilution systems.” 

Shannon O'Connor is a freelance writer from Mason, Ohio. 

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Proper Dilution Control Provides Safety and Savings