Anthony Terrigno of Clorox Purell explains how distributors can turn hand hygiene and surface care from price-driven commodities into broader facility solutions by matching the right products, dispensing systems and supplier resources to each customer.
Price is only part of the hygiene equation.
Customers are paying greater attention to formulation, dispensing methods, safety and overall performance instead of simply buying the lowest-priced soap or surface product.
The right solution changes by vertical.
Education may call for durable dispensing systems, food service creates different surface-sanitizing needs, and non-acute health care offers a potentially more approachable path for independents than hospital systems with GPO requirements.
Total cost opens a better sales conversation.
The discussion around ES10 moves beyond refill cost into labor, battery management, product consumption and ongoing maintenance. These dispensers and refills create a useful model for dealers selling facility solutions rather than individual SKUs.
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