Dual Draw seems expensive; how do I overcome price objections?
Price objections mainly come in two forms – sticker shock over the price of 2×5-gallons of material, or a calculation of use cost based on price divided by dilution. In the case of sticker shock, shift the focus from the volume of product purchased to the yield of the 2 x 5 gallon containers – it will be more than the amount that a 55 gallon drum produces. In the case of a use dilution comparison, check the accuracy of their dilution (most people assume they know their use dilution, but never check it – don’t try to compare with phantom dilutions) and be sure to include all costs in the calculation: inbound freight, handling of containers, storage space required, internal movement, safety issues, use control, container disposal, performance. When all these factors are considered, Dual Draw compares favorably.
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