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Competing Brand Comparisons

If purchasing is having difficulty finding a competitors' brand, if you have difficulty supplying a competing brand, if engineering is looking for a comparable brand, or if management is concerned with the cost of a competing brand, the following table will help you choose which Alconox brand to compare with.

Although no two detergents are equal, many detergents can be used for the same function. Note that many cleaners are not as concentrated and will require more detergent to make the same amount of solution. Alconox brand cleaners are invariably more concentrated or of the same level of concentration of brands that are used for similar applications.

US Dealer Catalog Number Cross Reference for Alconox Cleaners

Suggested Catalog Copy

The following table has suggested catalog copy that is intended to give a starting point for copy writers for your catalogs. Further information and details are available on the technical bulletins that can be selected above.

Calculating Economy and Cost of Use with Concentrated Alconox Cleaners

First look at the detergents' use directions to see the recommended dilution for the detergent concentrates you wish to compare. Compare the cost of making up the same amount of cleaning solution (a gallon or a liter of diluted cleaner).

• Cost per diluted gallon = (oz/gal dilution * cost/oz of concentrate)

Calculate the cost per ounce of concentrate, per g or per ml by:

• Cost per ounce = Cost per container/ounces per container

See the table below to translate the directions into oz./gal. dilution.

For example:

• Detergent A costs $16.00 for 4 lbs ($4/lb) of cleaner that is diluted 1% to make up a cleaning solution.
• Detergent B costs $9.00 for 3 lbs ($3/lb) of cleaner that is diluted 2% to make up cleaning solution
• Cost per diluted gallon A = (1.25 oz A * $16.00/(4 * 16 oz.) = $0.31 per gallon of dilute A
• Cost per diluted gallon B = (2.5 oz B * $9.00/(3 * 16oz.) = $0.47 per gallon of dilute B
• Detergent A is almost 1.5 times as economical to use as Detergent B even though it costs 33% more per lb.

To work in metric units, the following relationships apply:

• Cost per diluted liter = ml/liter dilution * cost per ml of concentrate or g/liter * cost per g of concentrate

See the table below to translate the directions into ml/l or g/l dilutions.

• Cost per ml = cost per container/ml per container
• Cost per g = cost per container/g per container

If you intend to re-use the cleaning solution more than once, the next issue to consider is how much surface area, how many parts, or how many batches will the volume of diluted cleaner clean. If you can determine how many batches of parts your dilute solutions will clean, you can calculate a cost per batch for comparison. In the example above, if a gallon of dilute Detergent A cleans 5 batches and gallon of dilute Detergent B cleans 7 batches then the cost per batch is as follows:

• Cost per batch of Detergent A= $0.31/gal / 5 batches = $0.062/batch
• Cost per batch of Detergent B= $0.47/gal / 7 batches =$0.067/batch

In this case, it is still more economical to use Detergent A, even though it costs more per lb. and it cleans somewhat fewer batches of parts. The main reason Detergent A is more economical is that it is more concentrated than Detergent B.

Another quick way to get a handle on relative detergent economy is to figure out how much dilute solution equal amounts of different concentrated detergents will make. You can consult the chart above to see how this works. In our example, 1 lb. of Detergent A will make 12.8 gallons of dilute cleaner (1 lb * 16 oz/lb / 1.25 oz/gal dilution) as compared with 1 lb of Detergent B will only make 6.4 gallons of dilute cleaner (1 lb * 16 oz/lb / 2.5 oz/gal dilution). A lb of detergent A makes twice as much solution as detergent B. As long as Detergent A does not cost more than twice as much as Detergent B, Detergent A will be more economical to use to make up solution with.

Typical Customer Types and their Cleaning Concerns

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Types of Typical Alconox Cleaner Sales Processes

1. Scientist or Engineer has cleaning process problem, seeks information to evaluate other cleaners' brands and processes - may likely request samples - may enlist the help of purchasing to find alternatives, finds acceptable cleaner and process - recommends cleaner brand to management - gets approval - specifies cleaner brand to purchasing - purchasing procures brand by best method.
2. Purchasing is having difficulty getting cleaner brand - finds possible substitute - approaches scientist or engineer for approval - scientist or engineer evaluates and hopefully approves and clears with management - purchasing procures substitute by best method
3. Management has concern with cleaner cost, safety or environmental hazard - management sets task for scientist or engineer to find cheaper, safer or more environmentally sound way to clean - scientist or engineer seeks information to evaluate other cleaner brands and processes – may likely request samples - may enlist the help of purchasing to find alternatives - finds acceptable cleaner and process - recommends cleaner brand to management - gets approval - specifies cleaner brand to purchasing - purchasing procures brand by best method

In all three typical scenarios, the scientist or engineer is the key person who decides to specify the Alconox brand. The initial sales approach is often slightly different depending on the person you are talking with. Purchasing wants to hear about reliable supply and good prices first – scientists and engineers want to hear about performance first, management wants to hear about cost, worker or environmental safety first. In all cases, emphasize that Alconox, Inc. can supply information and samples to help the scientist or engineer evaluate - mention this website, the Alconox Guide to Critical Cleaning, and the sample with complimentary Aqueous Cleaning Handbook offer.

Cross Selling Opportunities

When you are already selling one of our cleaners, your customer is likely to be buying the following cross-selling items or detergent brands that you may carry: