Once a BSC has adopted an OSG system either totally or in part, the crucial learning starts. The hardest part of switching over to an OSG system is having a good plan to implement the system and educate the users on how it works, says Uselman.

“The training needs to be implemented with the customers’ needs in mind. They may have several shifts employed or need to implement the system in the summer months only, so we develop the training format around their needs,” says Uselman. “I’ve always said, ‘Effective training doesn’t come in a box.’ And that’s the way we approach educating the front-line workers.”

On site, training in smaller groups is fundamental to successfully making the switch, he says. This may include short videos, but a representative from the OSG manufacturer must be on hand to demonstrate the product, interact with the workers and answer questions.

Some providers of OSG technologies have incorporated changes to their products to help with the training. For example, the product used to clean glass is made blue, just like glass cleaner — and that’s a big plus when it comes to implementation, says Uselman.

Besides the initial training, following up is essential. Distributors need to continually go back to the facility, monitor and re-educate, because this is a totally new concept, says Grego.

“We do the training in small groups with a team from our company,” she says. “We use hands-on training, videos and written instructions.”

Whether one calls it engineered water or on-site generation, this new technology is here to stay. With the right sales strategy, distributors can successfully expand their customer base for this product.

Heather Larson is a freelance writer from Federal Way, Washington.

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