There's no such thing as the average customer, every one is different. So before we try to sell our customers anything we first listen to their problems, concerns and needs. We examine their processes and goals, then together we work to the optimum solution. The solution may be simple enough, as it's possible we have encountered a similar situation before.
On the other hand the solution may require that we change the way we manufacture a particular chemical, design a tailor-made piece of dosing equipment, install our own equipment and storage tanks on a customers site or develop a new service and support system. Whatever the solution it always begins with listening.