Selling Ultraviolet Water Treatment Taught at NEWWA Expo

Attendees check out a REICHdrill rig from Northeast Drill Supply on the opening night of the New England Water Well Association Expo.

Water well contractors learned the basics of ultraviolet (UV) water treatment and how to sell it to customers during an educational workshop at the New England Water Well Association Expo held March 8-9 in Marlborough, Massachusetts.

Steve Schuster, regional sales manager for Viqua, presented “Make More Money with UV,” encouraging contractors to better acquaint themselves with the water treatment method. Doing so, he says, will only help when approaching the sale.

“Quote UV treatment on every project,” says Schuster. “Your sales pitch is this: It’s a chemical-free way to protect you and your family from waterborne illness.”

Once contractors install the UV water treatment systems, Schuster advises setting up a maintenance plan to switch out the lamps every year as an additional revenue generator.

Peter Tilley of Cummins Inc. gives an update on the state of diesel emissions and answers equipment-specific questions from attendees during this educational workshop.

According to Schuster, contractors have a leg up in attaining the sale because they’re already in the home installing the water well system. If a contractor doesn’t get the sale, Schuster recommends evaluating what went wrong. He practices what he preaches.

Nearly 90 exhibitors line the aisle ways ready to interact with 500-plus attendees.

Schuster, a seven-year veteran with Viqua, estimates the marketplace is ripe for new UV water treatment installations and maintenance plans among the 750,000 wells in the New England area. Once a water system is installed, placing a sign next to the water treatment system with the contractor’s name and contact information will lend itself when there is a switch in home owners.

The session with Schuster was among the NEWWA Expo’s 11 educational workshops. The diverse topics covered included radon, treating arsenic, the state of diesel emissions, geothermal heat pumps, and variable speed systems.

David Innes, director of sales for Radon Environmental Management Corp., shared there is an increase in radon found in newer built homes across North America. He explained how homes built in the 1990s to today have a greater level of radon due to ventilation systems not keeping up with the tight building envelope.

Innes recommends first having the air tested in the home, then the water. There is a strong correlation between radon levels in the air and the water. Although it doesn’t get much attention, radon exposure is the leading cause of lung cancer in nonsmokers, says Innes.

Part of Innes’ presentation included a rundown of Radon Environmental’s product, Airwell, a new technology mitigation system for radon in well water. It ventilates the radon in the well outside the home.

Treating arsenic, a common contaminant in New England, was covered by Rowen Prescott of R.E. Prescott Co. Inc. The contaminant can only be detected by testing the water.

Inside the Exhibit Hall, nearly 90 exhibitors displayed their products. More than 500 attendees attended the NEWWA Expo, which has been held for more than 30 years.

“Each year I bring as many of my employees as can come,” says Ken White of Valley Artesian Well Co. Inc. in Ascutney, Vermont, and president of the Vermont Ground Water Association.

“The seminars, Expo, and the chance to talk with other people in the industry is a huge benefit for them personally and for us as a company. Over the years, the event has transformed into a family-friendly and family-encouraged event. I personally invite our employees, their wives, and families. This trip is a modest way of offering thanks for their sacrifice throughout the previous year.”

By Mike Price