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With hundreds of exhibitors competing for the attention of thousands of attendees, the ISSA show can be a rather daunting experience for some. However, for several market leaders in the dispenser and proportioner category, shows like ISSA provide the ideal opportunity to nurture existing relationships while pursuing new ones.

"ISSA provides us an opportunity to demonstrate the proper use of products and fully explain product features and benefits," says Dave Kernes, sales representative, RD Industries (ISSA booth No. 1923). "Time spent training the attendees on our products pays dividends down the road when it comes time to put that training into practice."

Find the pain

For Kernes and his counterparts, their approach for the ISSA show isn't that much different than how they conduct their day-to-day operations. It comes down to two simple steps: 1) Find the pain. What problems or challenges does the attendee face that presents a barrier to success; and 2) Deliver to that person a solution to their problem and help them overcome those barriers.

"Challenges to the sector are as numerous and varied, whether they be issues surrounding capturing cost efficiencies, waste reduction, H1N1, sustainability, all of which impacts our industry directly," says Bradley Drury, product manager, Hydro Systems Co. (ISSA booth No. 3005). "Our solutions to those challenges are products that are safe, easy to use and maintain and, above all, perform to very high expectations."

Dan Gillespie, vice president, Marketing, Dema Engineering, says another challenge faced by distributors and manufacturers alike is to seek capturing operational efficiencies.

"People ask us for ways to deliver more solutions and better efficiency with every stop of the truck," states Gillespie (ISSA booth No. 2016). "As a result, our clientele can capture value from a cost standpoint by providing solutions in institutional environments where they have not competed before which, in turn, can level the playing field against their larger competitors."

What will you see?

So what are the products these and other dispenser/proportioner manufacturers will be talking about at the show?

"At Seko we stress simplicity, modularity and reliability to our visitors. Most of our products require a smaller footprint," says Bill DeCristofano, Seko USA (ISSA booth No. 2038) "Our PROSINK 1 and PROSINK 2 systems feature quick connect fittings so routine maintenance and replacement of wear parts can be performed in a few minutes. In addition, our PROMIX line of proportioners feature a mounting bracket that, once secured, eliminates the need for tools to complete the installation. The unique removable faceplate facilitates easy customization so we can help our customers project a clean and professional image in the field."

One issue Kernes and RD Industries is tackling is training end users on color coding products for enhanced safety and ease of use.

"When language issues present a problem, we can demonstrate how to properly use products via color coding, which eliminates confusion, reduces costs and reinforces safety," says Kernes. "Another area of high interest is our portable dispensing units which can be used as an alternative to or as a supplement to wall-mounted units. Our portable unit turns any bottle of chemical into a ready-to-use dispensing system."

Plans for Drury and Hydro Systems include showcasing pressure flow technology as part of their push to maximize efficient use of concentrates while minimizing risk of overdosing.

"Our AccuPro technology will be featured as end users look to manage fluctuations in water pressure which can ultimately compromise the integrity and effectiveness of cleaning solutions," Drury notes. "We are also excited to discuss closed-loop packaging systems that enhance operating safety and handling."