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Seven Star Spangled Q & A's with Brian Pason of PHSI (VP Dealer Sales)

 

P4P Blog imageWe were able to sit down with the marketing peeps at PHSI a few weeks ago to discuss ideas for a unique blog.  After a few minutes we came up with the theme of the Fourth of July.  Once we had the theme, we decided on using some key words that are associated with the Fourth of July for an upcoming interview with Brian Pason, VP of PWT Sales. 

Q: How can copier dealers see fireworks  when it comes to their bottom line?

A: Dealers should consider diversifying their product offering to increase their recurring revenue by offering water! For the best chance at success, you should have a dedicated sales force that is an entirely separate division from copier sales. A couple of reasons for this include: water coolers have a shorter sales cycle, and deliver faster returns.

Q: Why is uniting coolers & copiers a good idea?

A: Copier businesses have multiple similarities to the water business. First of all, both pieces of equipment are leased, require services, and on-going maintenance. Second, copier dealers know how to manage small businesses, and are targeting the same type of businesses (companies with 10+ employees). Lastly, the decision-makers for both businesses are typically the same; usually Facilities Managers. It is an added convenience for a decision-maker to work with one vendor for BOTH their copier and water needs. So basically, you are selling to the same customers and, using the same sales and service model!

Q: If dealers want more freedom in their strategic partnerships, how can Pure Water Technology help?

A: You are able to run your dealership your way. We only ask that you pledge allegiance to exclusively sell Pure Water Technology water coolers. Only authorized dealers can sell our products. We take pride in the quality and durability of our products, so we have instituted a 5-year loyalty guarantee. Additionally, our MVP dealer program rewards dealers by providing discounts on marketing materials, parts, co-op dollars, and more!

Q: Who are PHSI’s founding fathers?

A: Last year, PHSI Pure Water Technology celebrated its 20th anniversary! In 1996, two entrepreneurs utilized cutting-edge technology to create a revolutionary water dispenser that purifies the water at point-of-use. Based in Vernon Hills, IL, PWT operates nationally. We are the leading manufacturer and distributor of beverage equipment and supplies in the workplace.

Q: Why should water quality flag national concern?

A: Water quality has become a common topic over the last few years, and people are taking notice. A USA Today article "identified almost 2,000 additional water systems spanning all 50 states where testing has shown excessive levels of lead contamination over the past four years." Our customers are well-educated and demanding better quality drinking water. The timing has never been better to sell water.

Q: What are you most proud of?

A: We are proud of our state-of-the-art products and technology. Pure Water Technology utilizes a 5-stage purification process, including reverse osmosis, and activated oxygen injection. Activated oxygen injection gets rid of the bacteria, viruses and parasites in the holding tank. Our units are built to last 10+ years.

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Q: Is there anything revolutionary about PHSI’s product family?

A: We recently launched our latest cooler, the 2i. The 2i provides a cost-effective and eco-friendly alternative to bottled and filtered water coolers. This system is designed for the workplace with a brand new look featuring a sleek body design. In addition to our brand-standard advanced purification system, it’s equipped with a new touchpad with intuitive hot and cold dispense buttons, while also providing system indicator lights, and a clean contact surface on the front interface. Best of all, the 2i uses activated oxygen sanitation technology!

Just a quick note for everyone.  There are no two copier dealerships that are alike, just because your competition is offering Managed IT does that mean you need to follow suit?  Similar to what my Mom told me when I was disruptive, "if your friends jumped off a bridge, would you?" The revenue and profit from having a PHSI dealership is incredible.  I personally know of two dealers that are killing it. I wish I would have known about PHSI when I sold my dealership back in the nineties. Check out their Dealer Site here

-=Good Selling=-

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