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When selling Polywater's Grime-Away Wipes (catalog #HTC-D72), don't let yourself get snookered by the competition's old our-canister-is-a-better-value-because-it-contains-more-towels-than-theirs sales pitch. What they're really doing is trying to confuse people with the old six of one and a half dozen of the other sales gimmick. Ideal Industries appears to have dropped the "Monster Wipes" name from their wipes canister (catalog #38-500), and now calls them IDEAL Wipes™. These are packaged 82 wipes per canister. Reps and distributors are selling against you with the compelling pitch that: "Ideal has 82 wipes per canister, and Polywater's Grime-Away only has 72." The implication, therefore, is that the customer gets nearly 14% more from Ideal. And that statement is true ... on a purely wipe-count basis. But, of course, that's not the whole story. Ideal's advantage virtually disappears when you take into consideration towel size. IDEAL Wipes are 12"x9". But Grime-Away wipes are larger at 12"x10". So, yes, Ideal offers more wipes, but they're smaller. Which is a better value, a pound of mini donuts, or a pound of regular donuts? Both companies sell the same towel material. The rolls are just cut differently. Our 12"x10" cut only fits 72 wipes per canister. Their cut allows for 82. But the end-user gets a nearly identical length of roll. We could cut the roll in half and advertise 144 wipes per canister, if we wanted. We don't do smaller because we believe the larger 12"x10" size is more accommodating and necessary to serve its purpose as a tough hand and tool cleaner. Larger Grime-Away is more likely to finish a job with just one wipe instead of two, actually making the lower canister wipe count more economical, not less. Combine that with our superior cleaner and the fact that we have an outside approval--Salisbury--and suddenly our 72 wipes look like--and are--the better value. Know the facts and be prepared to counter this clever objection. |
