The Basic Starting Position for Selling Cooling Water Programs

1 THE BASIC STARTING POSITION FOR SELLING COOLING WATER PROGRAMS 

In the fully industrialized countries, there is only limited construction of new factories, power generation plants, or large hospitals, office towers, and the like. Consequently there is an equally limited number of entirely new cooling systems. Moreover, such existing cooling systems as are currently in operation are, for the most part, already being provided with water treatment programs. 

This means that, in order for water treatment service companies to gain new business in fully developed markets, they have to take existing business from their competitors. 

Therefore, water treatment field staff must be motivated professionals, suitably trained to beat their competitors and to use such technical and marketing skills and tactics as are necessary to win. 

In the newly industrializing and developing countries, there is often considerable new infrastructure under construction. This generates new water treatment business opportunities, alongside the existing business. 

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