Easy cheesy…Maybe too easy? Well that sale was easy! Or was it too easy? Look, we’re not exactly new kids on the block and we’re experienced enough to know (or at least suspect) that when a sale comes too easily it may not be the result of our irrestible offering or golden tounged sales presentation. […]
It’s not a sale…until you’re paid For most things there’s a time to call it quits. Take that prospect you’ve called on at least a dozen times. You can continue banging your head against that wall, but in all likelihood, you’d be better off shelving them for a while and directing your prospecting energies elsewhere. […]
The early bird…Gets the money We seldom have the luxury of digging into how we ended up with a nasty collections issue. All we know is that a customer who’d always paid a bit late, but eventually did, suddenly didn’t. And, then it got ugly and out of hand. If we wound the clock back, […]
You’re right…they’re wrong? Ever wonder who came up with the notion that the customer was always right? Maybe it was an unhappy or “difficult” customer who saw it as being in their interest. Or maybe it was some desk jockey who’d never actually dealt with an unreasonable customer. Either way, like some other mantras, while […]
Hot’s lower and…cold’s higher Temperature is pretty important to what we do. Oddly however it’s the last letter in the principles of cleaning’s acronym WATCH (Water, Action, Time, Chemicals, Heat). It‘s almost as though heat was an afterthought. Perhaps that’s why we tend to overlook it’s role in accurately setting the detergent concentration when we’re […]
Just do it…One way Even though we can titrate with our eyes (almost) closed, it takes discipline to get a solid, consistent result. It isn’t all that technical, but like a lot of things, the key is having a repeatable technique. As an example holding the reagent bottle as vertically as possible will deliver a […]
The (titration) end …of the story Back in the day when warewashing detergents were pretty customarily run at .3% (and frequently above), missing the exact point a smidge where that last drop of reagent altered the color of the solution, wasn’t really a serious issue. Today when those rarified and almost atmospherically high detergent concentrations […]
Under the hood…More soaper math We understand that machine detergent use is calculated as a percent concentration. But the math that underlies that handy “plug and slug” number on a titration chart may not be on the tips of our tongues. First off, that percentage listed is simply the weight of detergent in that solution […]
There’s no replacement …for displacement We know a gallon of water weight 8.33 pounds and contains 128 liquid ounces. But how about its displacement? Well it’s 231 cubic inches. That’s a nugget of knowledge that’s at least as important as knowing its weight (which we use to calculate the concentration of our detergents in it). […]
Small openings…big differences One of the formulas (among many we carry around in our heads) is that if you double the diameter of a pipe’s diameter it quadruples its’ flow rate. That means that 25% increase in the opening size of a rinse jet will increased its flow by 100%. In the case of a […]