Why plumbers should add water treatment to existing services
Every home you go into these days is a potential customer for water treatment.
Are you looking to add water treatment as an additional service to your plumbing, HVAC and/or contracting business?
Water treatment can provide for your business the following opportunities: Increased revenue, customer base and company valuation, as well as an opportunity for yearly service calls.
It seems easy enough to find a water-treatment product that’s simple, quick to install and offers a good markup. You could promote it to your staff and have your technicians start selling it. Maybe you kick it off with an incentive to those techs first to move units. Just like that, you are in the water-treatment business.
Better slow down right there, boys and girls. Water treatment is not too sophisticated, but it is not simple either.
Offering only one or two profitable, simple, easy-to-install units is not going to cover your customers’ needs. This is not considered being in the water-treatment business; this is just upselling the customer using a water treatment device. It will eventually lead to trouble with that customer.
The whole idea here is to be able to provide a responsible water-treatment solution when a homeowner has a need. That could be any number of possible scenarios, real or imagined, by the homeowner.
You and your techs should be familiar enough with the water-treatment processes and equipment to not only have an informative conversation with the homeowner about their water treatment options, but also be able to provide the best solution to satisfy the customer’s wants and needs. At times, homeowners will not know what they need or that they should even install a water-treatment system to, for example, prolong the life of a water-using appliance and/or fixture. They will look to you to recommend and install the correct water-treatment solution.
Stay out of trouble
Yes, adding water treatment to your existing services can be a pretty inexpensive way to increase revenue for a plumbing or HVAC contractor. However, to stay out of trouble and provide your customers with the best solution, you have some homework to do before hanging up that “water treatment done here” sign.
A good place to start learning is through a water-treatment supplier that offers all types of water-treatment systems and solutions — not just a couple. They should be knowledgeable, experienced and give you, your techs and even your customers someone to talk to and insure the correct water-treatment solution is being provided.
There’s a learning curve with any new endeavor and water treatment is no different — flow rates, contact time, capacities, processes and maintenance required all are very important parts of providing quality water treatment. A good water-treatment supplier will be able to not only provide these answers but also deliver after-sale support for the equipment they provide.
One important aspect of selling water treatment is the systems of today are not the same as in the past. New technology, greater increased efficiencies and durability make the equipment of today much different from the equipment of the past.
You’ll need to forget much of what you’ve heard over the past years regarding some water-treatment equipment requiring a lot of attention, costly ongoing maintenance, wasteful operation, etc. Water treatment has its share of bad information surrounding it, so be sure to get informed on what currently is out there.
Take your time
Over time you will become experienced and knowledgeable in water treatment, all the while gaining confidence which will be reflected in additional opportunities and result in increased sales.
Every home you go into these days is a potential customer for water treatment. The homeowner has not followed through on the purchase of a water-treatment system in the past because he or she was confused with all the conflicting information read online, heard at home shows or from door-to-door salespeople, etc. They are just looking for that person/company they trust to provide their water treatment. That should be you!
Depending on your area and water quality, the water-treatment opportunity could be related to any number of issues — hard water, chlorine/chloramine reduction and lead reduction are common. Treatment for drinking water, whole-house or just to protect a specific appliance also are reasons homeowners will want to have water treatment products installed.
For those of you with private water wells in your area, those will require another level of water-treatment knowledge. Once again a good water-treatment supplier can keep you from getting yourself into trouble.
Become the water-treatment expert in your service area.