078 HPM 1012

HPM October 2012

WATERTREATMENT&WASTEMANAGEMENT WWW.HPMMAG.COM Got a story? Ring us on 01732 748041 or e-mail twood@unity-media.com Profit protection with water treatment Alexandra Giles, of BWT, looks at the issues and opportunities faced in the water softening market… Wwater softener or other water to set-up. This has specifically been undertakenthe needs of UK kitchens and UK plumbingsystems. In doing so, modern water softeners arenow more compact, easier to install and simplehen quotations need tweaking forkitchen or bathroom refits or newbuilds, more often than not, the treatment products tend to be the first to go. to make installation easier and more Justification for this often includes issues straightforward than ever before, allowing for surrounding additional cost, installation hassles, installations without major complications to be ongoing maintenance and lack of awareness completed in under half a day. from end customers. As a consequence, over the Choosing the right water softener has also last ten years, the water softener market in the been made easier. With some manufacturers UK has suffered. Various uncontrollable external offering a vast, comprehensive product range, factors such as the instability of the economy, installers are ensured that there is a water combined with the reduced consumer market softener which can meet the needs of even the confidence has also led to this downturn. most demanding customer. In recent years, there These irrepressible issues have forced installers has been a significant increase in support and to keep their customers content by quoting the technical advice offered by manufacturers to bare necessities on jobs in an attempt to ensure the most tailored solution is provided. maintain continuous business, rather than Advancements in technology have transformed striving for a potentially greater gain. modern electronic water softeners, so much so One major advantage that the installer has is that even the more environmentally aware the ability to improve the customer’s awareness customers are catered for. With energy efficient of water treatment. In the past, a problem that electronics, there are softeners available which the water softener market has faced has been the are able to offer big reductions in usage of salt distinct lack of education and understanding of and waste water. With these cheaper running the consumer. BWT’s domestic water softeners offer a rewarding costs, customers aware of their carbon footprint By simply communicating the benefits to end opportunity for both the installer and the customer will also appreciate sending fewer chemical customers in a simple, straightforward way, it cleaners down the drain, saving on packaging almost becomes self-explanatory and logical to seen and felt, water softeners can offer which would have otherwise been destined for keep the water softener on the original households a transformation to a life without landfill as well as reduced energy usage with specification. If installers were to convey the limescale and scum. Sparkling, streak-free efficient heating. advantages of water treatment products, not only surfaces, softer laundry, smoother skin and would the customer be rewarded, but the reduced cleaning and soap usage are some of the AFTER SALES WARRANTY installer too. advantages of owning a water softener and Most of today’s water softeners offer great experiencing luxury water. reliability, however, like all appliances, they PREMATURE FAILURE Discussing the benefits of water treatment with could do with the occasional service. Some Recent studies show that plumbers and installers a customer doesn’t have to be seen as selling. By manufacturers are able to offer this service are able to make up to 20% profit on a water simply informing and making the customer directly and incorporate it into an after sales softener, additionally, because boilers and aware of what a softener does and the benefits it warranty package, allowing the installer to appliances are protected from scale with water offers, it will sell itself. Water treatment should simply fit and forget. softeners, there will be reduced call outs not be seen as an extra, and should be Just because the UK is in a recession, it doesn’t regarding premature failure, maintenance or even considered as an integral and central part of a mean that profits have to be sacrificed if you use replacements, eliminating the need to spend specification as it encourages whole house the benefits and positive factors highlighted. In hours arranging call outs and services, and efficiency; a short-term investment for long-term fact, there are still healthy gains to be made for enabling plumbers and installers to concentrate gain for both lifestyle and money saving installers and their businesses, and these can be on the more profitable jobs at hand. opportunities. easily achieved when specifying the right things Not only will water softeners prevent scale Over time, the consumer’s initial reservations and explaining to their customers the economic build-up in boilers and appliances, they will also of the original outlay will soon be forgotten as and lifestyle pay-back. gently dissolve and wash away scale that has they are repaid with cost savings on soaps, As the industry attempts to pull through the built up over the years, helping to restore their cleaning detergents and chemicals, the savings in recession as unharmed and intact as possible, original efficiency and potentially prolonging time taken to clean limescale soiled surfaces and proactive installers looking for maximised profits their working life. Official government statistics the prolonged life of appliances, and also should look to integrate water treatment show that just two mm of scale build-up in a delighting in the luxury feeling of soft water. solutions into their current offering. So, before boiler can reduce a heating systems efficiency by Other reservations regarding specifying water the customer scrubs the water softener off of up to 12%, allowing customers to save money on treatment on quotes has been the hassle of your next quote, take a few minutes to explain their heating and energy bills in addition to the fitting and set-up, but it should be known that and familiarise your customer with the lifestyle benefits that a water softener can offer. over the last decade, specific manufacturers have advantages that water treatment offers the With tangible differences that can actually be designed and developed their products around customer, their home and their budget. 78 OCTOBER 2012 HEATING & PLUMBING MONTHLY enquiry number 163


HPM October 2012
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