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Some of you may remember Mr. Haney from the old Green Acres sitcom forever trying to sell worthless junk to the urbanite-turned-farmer Oliver Douglas. "This is your lucky day, Mr. Douglas," he'd say in his warbling voice. Mr. Haney and others like him are trying to sell bulk cleaners to your customers. Are you a Mr. Haney? Our saturated wipes in pouches and tins, such as the PEL-PAC System, generate higher revenue, profit margin, and commissions than bulk containers. But are they a good deal for the customer? Buyers often try to reduce the question to an ounce-to-ounce cost analysis. Surprise! Cleaners (as Mr. Haney well knows) are cheaper by the drum. But Polywater doesn't just sell cleaners; we sell fast and safe cable splices and fiber terminations. What the buyer ignores in this calculation is that workers don't carry 55-gallon drums in their pocket and just whip them out to sprinkle a few drops on a cable. Drums have to be handled, stored, and hazmatted. The cleaner must be laboriously transferred to smaller, field-friendly containers--which must be purchased, inventoried, and deployed separately--and then poured onto rags or other wipes, which (also purchased, inventoried, and deployed separately) may be unsuitable to the task because of linting or the introduction of other contaminants. Buyers may save a few pennies in cleaner cost with bulk purchase, but miss the big picture: labor always costs more than solvent. With today's squeezed budgets, convenience equals economy. There's a second compelling reason end users benefit from wipes. It's harder to quantify economically, but is very real and arguably more important. Bulk cleaners are inherently more hazardous than saturated towelettes. Bulk containers spill. They present increased fire hazard and environmental liability. They can expose workers to toxic vapor levels. They can damage the very cables they're trying to clean through oversaturation. Saturated wipes eliminate all this. Lazy Mr. Haney types quote "as-equal" on bulk cleaner RFQs. Elite Polywater sales professionals sell "the complete solution" via safe and economical towelette packaging. They have fancy cars and hot lovers. |
