Once you receive a lead, either directly or from the head office, you will need to contact the customer (within 24 hours) to make an appropriate appointment time to meet with them. Once you have confirmed a meeting time, schedule the lead into your daily work orders.

Where at all possible, you should arrange a time suitable for the prospective customer (lead) to be there for when you produce the quote. It is important that you have the opportunity to meet them on site to show them the problems first hand, to deliver your sales presentation at the appropriate moment and to maximise the impact and the success of the sale closure.

Every lead should have an assessment completed before any work can be started on their property. This is not only the correct way to professionally conduct your business operation; it may protect you legally in certain instances.

If the clients’ water tank or filtration system is in a condition that our products and service can not fix, then you are to fill in the customers details, name, address, telephone and clearly denote the reasons why you do not believe you cannot provide a service to the client.

You should also advise them that they should ring you if they rectify whatever issue has been noted, so we can apply our products so it does not get back to the condition it was in. As a potential customer you should follow them up from time to time.

You should deliver your “SELL” at every opportunity you get; potentially they may have a friend or relative who could benefit from your service.

Following is an overview of the process of an incoming customer inquiry, through to assessment:

Our customer call system will provide you with leads that will come in on the 1300 number, or via email & SMS. These leads, and any other of your own locally generated leads, need to be contacted and quoted ASAP.
Contact your leads and arrange the most suitable time to inspect their Water Tanks/Filter systems, and to provide them with an obligation free quotation for our services.
Follow telephone protocol.
1. Introduce your full name
2. From Pristine Water Systems
3. Details; Time, Address, Etc
4. Thank-you and Good-bye
At the prospects property, you need to follow the assessment techniques, sales skills, and technical knowledge provided to you during training and through this manual. Should you need further assistance with this key aspect of business, please let us know ASAP as this is a crucial part of your daily business.
Should a sale not be closed at the end of your inspection/quotation, schedule a follow up phone call for 3-days later to obtain an answer why. (This is a simple courtesy call to perhaps further explain the quote and/or to give them more details and/or a chance to ask any further questions).
If the answer is still no after your call, find the explanation on what or why they decided against our service. I.E, too expensive, not right time, other.

This is to gain valuable market research about your territory and measure your own performances in selling skills, salesmanship ability, product knowledge and their combination on Results

4.1 Conducting an Assessment

On arrival to the lead’s property you should park your vehicle in an ideal marketing position to maximise your large visual display to the prospective customer.

Be Prepared!

Most assessments/quotes will be conducted following contact from the customer. You should have sufficient time to prepare yourself with an Assessment form, any history you may have had at the property/area, and with the basic information completed in the assessment form.

See Appendix 3 for an Example Assessment Form

If you have the opportunity, you can pre-fill in some of the client’s information. Or, you can begin to fill out the appropriate sections on your quote pad as you arrive at the prospective clients house.

This is an important reinforcement technique to build and strengthen your early relationship with the prospective new customer.

4.1.2 Introduction and Rapport Building

You should walk directly to the door, knock and introduce yourself.

If you already know how the lead heard about your services, it will give the ideal platform to use as an opener or ice- breaker and/or to use that credibility (Friend, family, neighbour etc) to your advantage.

Otherwise look for and use other simple icebreaker conversation techniques to begin the rapport building process; such as “it’s a lovely day?” Or “what a beautiful home you have!”

Please use good positive posture (stance, upright forward, hands open, relaxed) at all times, maintain regular eye contact when presenting your sale, ensure your personal presentation and promotional materials are immaculate when delivering any sales presentation.

The client is most likely going to offer up the information you need, such as where the Water Tank is located, where the filtration system is located, and what the problems are with their water.

The key points you need to consider in gathering sufficient information to provide a quote are:

Size of Water Tank, Volume of water, and its condition
What is required to treat the Water Tank; sludge removal; animal removal; Quad Clean; Sanitisation; Catchment inspection
Type of filters being used and last replacement/service
Accessibility for vehicle/equipment
OH&S specific requirements; ladder, confined spaces requirements

Ensure that you take time to thoroughly examine the clients Water Tank and/or Filtration system, i.e. inspect inside the Water Tank. Check the filter system. Inspect the water catchment area.

The customer is either approving, or disapproving, of the way you, at this stage, are inspecting their Water Tank/Filters, or how much you seem to CARE at this early point of the buying process.

The information collected in the quote is geared to deliver a detailed account of the customers’ Water Tank & Filter system, and to ascertain what it will require, from our professional level, to provide quality drinking water to their home.

You will then need to take more time to go over every detail of the quote to build credibility and ensure you build to a successful close.

4.2 Completing the Assessment/Quote Form

Detailed, well-considered assessments win work.

Knowing how to prepare/write winning assessments is an important part of growing your business. But getting our quotes right can be a big challenge. You want to win the job with a competitive price but you need to make sure your costs are covered and you make a decent profit.

An Assessment/Quote showcases your approach to business and declares your costs and terms for providing your goods and services. Learning how to master your assessment/quotes also helps protect your business from risks and losses. Quoting well involves:

Taking considered steps to arrive at a price that wins you work over your competitors
Allowing for a profitable return on your investment in the work
Describing job components clearly and accurately
Itemising any materials or resources required
Detailing your costing’s and variations
Clearly defining the terms and conditions of your quote
Taking a professional, polished approach to presenting your quote.

4.2.1 Before you Quote - preparation

Preparing the Assessment form can save you time, and show the customer that you are professional in what you do.

Ensuring you are prepared with the right equipment is imperative. You want to show your professionalism whilst being friendly and relaxed. Ensure you have:

Folder with Assessment forms
A working pen
Marketing material such as flyers, example photos of successful tank cleans/filtration systems
Tank volume measurement tables (laminated)
And any other items to assist you with your quoting.

There will be times where you won’t be able to prepare the quote. Such as when you are door knocking at the customers premises and they agree to a “Free Assessment”. However, it is still important to follow through with completing the Assessment form, entering into your database and following the customer up at a later time. Recording the details in PODAC will help you keep track of where you have canvassed, but also of what your quote price and breakdown was – so that you show conformity in your pricings.

If you get into the habit of having an Assessment/Quoting folder always prepared and ready for use, you will be able to provide service at any time.

4.2.2 What to include in the Assessment

PWS operators have the Assessment & Recommendations Report forms for you to complete. This includes:

Customer Details
Date of Inspection
Notes
Tank Type & Size details
Assessment information
Recommendations

An example of this Assessment form is available at Appendix 3.

Ensure you make any notes relevant from your conversations with the customer, and in your observations. The more information you collect now, the more evidence for the presentation/sale of your services and products, and the more cover if there is a negative follow-up at a later date.

4.2.3 Measuring Tank Sizes, and Estimating Water Volumes

In time you will become very proficient in identifying the size of the tank, and estimating the volume of water currently in holding. For example; Poly tanks quite often have the size written on the side. And if you view that the tank is half full, you can estimate quickly how much water volume is within.

But custom made concrete tanks and some galvanised tanks might be a little difficult to estimate, especially in your early days. Hence, we have provided guidelines on how to measure tank sizes and water volume.

Round Tank Size/Water Volume calculations

Determine diameter and depth of tank (or water).
Using the Chart provided (Refer to your Quick Reference Guide manual), determine the intersection of diameter by height/depth
Estimate and subtract depth of sludge from the overall volume.
Estimate volume for measurements in-between those shown.
Re-measure water depth to determine actual volume after cleaning, re-calculate volume if required.
Determine volume of AqueousPro™ 50 required (after assessing water for bacterial quality).

Rectangular Tank Size/Water Volume calculations

Determine length, and width of tank. This will provide the per meter depth.
Then multiply this figure by the depth of the tank for Liters figure
You can use the Chart provided (Refer to your Quick Reference Guide manual), to determine the intersection of length by width.
Estimate and subtract depth of sludge from the overall volume.
Estimate volume for measurements in-between those shown.
Re-measure water depth to determine actual volume after cleaning, re-calculate volume if required.
Determine volume of AqueousPro™50 required (after assessing water for bacterial quality).

Tanks are sold in a Litre or Gallon configuration. It is a simple conversion. A table is provided in your Quick Reference Guide manual.

4.2.4 Condition of Tank and Surroundings

Customer service is more than just completing a task. In our case, tank cleaning and filtration supply/servicing.

Some operators have concerns that if we provide additional advice on how to maintain their tanks, water sources and surroundings, that this will lead to fewer tank cleans (or at least less regularity), and negate the need for filtration products.

This is not the case.

Provide the customer with details on how they can improve their potable water storage and collection, and you will build confidence and trust in your relationship.

Hence the importance of noting down as much information as you can about the condition of the water tank and surroundings. Such as:

Condition of Tank
Cleanliness/regular maintenance of water source (rooftops, etc)
Condition of pipework to house and to tank
Screens and Light Guard

4.2.5 Existing Filtration/UV Systems

If you have not been advised, or able to identify, if there is a filtration system at the property, ask the customer.

Note down the type of casings/kit, and the filters being used. Ascertain when the filters were last changed, and not this down too.

With this information, you may be able to upsell the customer to a newer, more effective filtration system. Or, you may be able to include filter servicing with a regular tank clean.

4.2.6 Problems and Observations

Note any issues the customer advises

What observations do you make about the set-up. Remember, always keep in mind an “Upsell” of PWS products as this will only boost your revenue.

4.3 Pricing your Quote/Assessment

PWSA has not set a standard rate for all our services and products for Franchisees to follow due to a number of reasons. Including; competition in different regions, differences in socio-economic influences, distances travelled, amongst other reasons.

All of our products, including filters, housings, UV’s, RO’s etc, all have a set price. When you provide a quote to the customer, however, you will need to assess variations such as time required to assemble, difficulties in locating, and additional products required.

To maintain conformity across the brand, and to provide you with a guideline on how to establish a quoted price, the following section defines the process for establishing a quote to present to the customer.

We recommend that when you present your Assessment and provide a quoted price, that you show the total breakdown of costs, and discuss why these have been included.

The components of pricing the quote include:

Tank Clean – size & depth of ‘sludge’
Filtration/UV supply/assembly
Filtration/UV Servicing
Labour/Time
Product (AqueousPro™50, plumbing, etc)
Drive time/Distance

4.3.1 Quoting for a Tank Clean

To establish your price for Tank Cleaning, we need to establish a base rate and then work the figures around common variances such as Competition, difficulty in access, set-up time, and additional services.

From a rural perspective, most Tanks that are used for potable water will be large. 10,000 Litre, or 2,000 Gallon, is the minimal you would expect. And in most cases, multiple tanks. Urban tanks can be quite small as they are not typically for drinking water use. These may be as small as 1,000 Litres or 220 Gallons.

Across the PWS Franchises, the average base rate used for various tank sizes is outlined in the following table:

Litre	Gallon	Base Price	Additional Tanks	Price
1,000 L	220 G	$125
10,000 L	2,000 G	$160
23,000 L	5,000 G	$260	2x 5,000 G tanks	$150-$175 each
45,000 L	10,000 G	$285	2x 10,000 G tanks	$195 each
54,000 L	12,000 G	$310	Extra 12,000 G tank	$235 each
Internal scrub	Add $50-$75

The above figures take into consideration getting to and from the customer’s premises, what would be considered an average amount of sludge in the bottom of the tank (2 inches) and time for set-up.

You may choose to increase the base rate if you perceive it may take more time for any of the aforementioned reasons.

For tanks larger than 54,000 L/12,000 G, PWSA will assist in defining the pricing structure with you.

4.3.2 Filtration/UV & RO System Supply

There are many products used in the installation of a filtration, UV or RO system. And, there are many variations that might occur.

PWS operators tend to focus on a select number of solutions for the region they are operating in. But for solutions for Tanks, PWSA has defined a standard set-up that provides the best all round solution.

Many of our filtration systems are provided in standard kit forms to suit specific situations.

Following is an example of what is included in a kit. There are various kits available; however, for example a Twin Sediment with UV Sterilisation Unit is our standard and most common set-up for Tank Water. This includes:

Twin 20” Big Blue Assembly
20 x 4.5 Sediment Filter
20 x 4.5 Carbon block
90 lpm UV
Electrical box
Surge protector
Poly fittings
Ball valves
Conc pad
Support brackets
Backing board

Variations to this set-up include:

60 lpm, 90 lpm, 100 lpm UV
Post & Rail Stand
Concrete pad, brackets, backing board
Filter combination; Sediment, GAC, Carbon Block, Washable

Using the standard set-up, you can substitute and add any variation to your quote, and price accordingly.

As discussed in Module 3 Section 8.0, there are specific situations for the use of each different filtration systems, UV, and RO’s.

You will need to manage your sales approach and any objections when you are preparing and presenting your assessment and quote.

4.3.3 Water Analysis

Conducting a simple water test at the customer’s property is an inclusive function. However, should the need arise for a 49-point water test or Laboratory test, we charge the customer a fee for this service.

Should the TDS, pH and Iron tests that you can conduct on premises show cause for further analysis, you can offer a Water Analysis test. As denoted in Module 3 Section 5.0.

The PWSA 49-point Water test is outsourced and can take a couple of weeks for results.
Local testing facilities will denote their own fee, and we advise customers to contact them directly due to the time-frame required in taking and submitting a sample.

The recommended fee to charge customers for a PWS 49-point water test is: $190.00

4.3.4 Bore/Spear Correction

First step in providing a quote for Bore/Spear correction is to conduct a Water Analysis as above.

Quoting for a Bore/Spear Correction system does not have a standard structure due to the need for water analysis results. Each situation will vary according to the water source/location and what solutions are required.

There are key elements to your pricing of a Bore/Spear correction quote. These include:

Water Analysis test: As per above, however, most PWS operators will deduct this cost off the final quote if the customer proceeds with a water correction unit.
Based on results, selection of appropriate Softener, Ballast, filtration, UV, etc.
Salt, resin, etc
Labour/Time required for assembly and delivery
Drive time

4.4 Completing the Quotation

Once the assessment has been completed and the customer has been advised of their current water service status, and detailed processes required to address the Tank/Filter/Bore-Spear solutions, a copy of the quote is given to the customer.

It is at this point in time where you can ask to book the client in, and establish a date. Not all potential customers will agree straight away. For details on customer objections, see Section 5.7 below

4.4.1 Presenting Quotes

Most Tank Cleaning assessments will be conducted on premises, with the customer onsite. This is the ideal scenario, and will allow you the opportunity to present and discuss the service directly with the customer.

For Quotes that require pricing and/or water testing results before being presented to customers, you may need to schedule another meeting that is appropriate for you and the customer.

While it is easy to simply email the quote directly to the customer once you have been able to finalize details, the best method for converting sales is to be face-to-face with the customer discussing the issues and presenting the quote.

It might be difficult to organise another meeting, due to work time-frames (for both yourself and the customer), or due to distance in travelling. At the very least, calling the customer directly to discuss the quote is the next best option in presenting.

Go over the assessment highlighting areas of concern with the Water Tank/Filter system, and what our services can do to improve their situation.

The final option for delivery of a quote is via email.

Do not email the quote without having spoken to the customer. It is ok to email the quote, as in some situations approval may be required, or this might be the requirement for a commercial job. However, only email the quote once you have spoken directly to the customer.

By speaking to the customer you can gauge their acceptance or rejection of your proposal, and provide immediate solutions as an alternative.

4.5 Overcoming Objections

Despite the fact that you are offering a service and product that will benefit the customers’ health and wellbeing, you are going to come across objections or a “No Thanks”, after you have discussed solutions to their problems, and provided a quoted price.

This could be face to face, or it might be over the phone or via email.

Through this section, we have highlighted some of the objections PWS Operators have experienced in the past, and we provide solutions that have been effective in transforming the potential customers opinion.

4.5.1 Steps to Overcoming Objections

The following steps have been designed to help you move closer to the customer saying “Yes” for a tank clean, or sale of a filtration/sterilization system.

Step 1: Listen Fully to the Objection

Your first reaction when you hear an objection may be to jump right in and respond immediately. Resist this temptation. When you react too quickly, you risk making assumptions about the objection. Take the time to listen to the objection fully.

Do not react defensively. Train yourself to ignore any negative emotions you may be feeling, and stay focused on what the buyer is saying and the business problem you are helping to solve. Listen with the intent of fully understanding the buyer’s concerns without bias or anticipation, and allow your body language and verbal confirmations to communicate to the buyer that you are listening intently.

Step 2: Understand the Objection Completely

Many objections hide underlying issues that the buyer can’t or isn’t ready to articulate. Often the true issue isn’t what the buyer first tells you. It’s your job to get to the heart of the objection, and then fully understand it and its true source.

To do this, you must ask permission from the buyer to understand and explore the issue. Once explored, restate the concern as you understand it. Sometimes when you restate the objection, the buyers sees the issue more fully, and you get closer to the true source of the objection as a result. Even after the buyer confirms you understand perfectly, ask “What else?” and “Why” questions for clarification. Often it is the answer to that last “What else?” that contains the biggest barrier to moving the sale forward.

Step 3: Respond Properly

After you’re confident you’ve uncovered all objections, address the most important objection first. Once you work through the greatest barrier to moving forward, other concerns may no longer matter or feel as important to the buyer.

You should do your best to resolve their issue right away. The more you can resolve issues in real time, the greater chance you have of moving the sale forward. If you need more information to resolve a specific concern, you may have to look something up. Don’t wing it – buyers can sense that and it creates distrust. Long-winded responses can seem insincere, so keep your responses clear and to the point.

Step 4: Confirm you’ve Satisfied the Objection

Once you’ve responded to the buyer’s objections, check if you’ve satisfied all of their concerns. Just because they nodded during your response doesn’t mean they agreed with everything you said. Ask if the buyer is happy with your solution and explain your solution further if necessary. Some objections require a process to overcome, not just a quick answer.

If the customer isn’t ready, don’t try to force a commitment. Be sure not to accept a lukewarm “yes” for an answer though, either. Many buyers will accept a solution in the moment, but once you’re out of sight or off the phone, the objection still remains.

When faced with sales objections, don’t lose sight of your goal. Use the steps above to Listen, Understand, Respond and Confirm, and you will strengthen your relationships with buyers, overcome obstacles in the buying process, and move closer to the sale.

4.5.2 Types of Objections found with PWS Customers

I’ve been Drinking this water for years

The environment has changed – we now have more airplanes, chemicals in the air and spray drifts – there is more pollution around today
As you get older your immune system is, by and large, not as strong and it can be harder to get over illness should you get sick
There are commonly more pathogenic (disease causing) parasites around today then there were 20 years ago

I Drink Bottled Water

Don’t forget your visitors/grandkids – their systems won’t be as hardened to your tank water as you are
What about washing your veggies and cleaning your teeth? Do you use bottled water for those things?
Cost: - how much do you spend on bottled water?
Convenience:- It is much more convenient to have filtered water straight from your tap then carrying home heavy bottled water
Showering:- Did you know that in a 4 minute shower you can ingest 15 times the potential pathogens?

I’ve already got a Filter

Can I have a look at it?
Do you use it for preparing food?
How convenient is it for washing veggies and cooking?
Is it adequate for your needs (its capacity, effectiveness etc)
Have a good under sink filter in your truck to show customer (cartridges too!)
Have examples of good and bad filters on board (photos)

Too Expensive

What value do you place on your family’s health?
I could do a slight reduction in price today
A filter will not only protect yourself and your family, but your house (pipes etc)
Dramatic response
You don’t have a filter???

Don’t Want Chemicals

The Sanitiser breaks down on contact with contaminants in water to oxygen and water, and unlike chlorine, it does not react with organic material in water to form toxic and potentially carcinogenic compounds
The Sanitiser (AqueousPro™40™) is approved by the National Health & Medical Research Council of Australia for use in the treatment of drinking water
If you don’t want to sanitise your tank, then your tank will have to be cleaned more often to maintain safety for yourself and your family. There will still be no guarantee that there will be no pathogens though

I’m only Renting

We will organise it in your house in such a way that you can take it out easily and you can take it with you

Why should I clean my Tank at all (I’ve been drinking tank water for 20 years!)

Do a Sukamatic demonstration
It’s what you can’t see more so than what you can see that can cause the greatest harm to you

Why would I need Filtration?

Same as top responses really – The environment has changed – we now have more airplanes, chemicals in the air and spray drifts – there is more pollution around today
As you get older your immune system is, by and large, not as strong and it can be harder to get over illness should you get sick
There are commonly more pathogenic (disease causing) parasites around today then there were 20 years ago
Not just for the health of your body, but to help protect your house pipes etc

I have Gutter Guard

That’s only part of the process – a small part. Gutter guard can’t purify your water

I Boil Water

Are you boiling continually for 10 minutes?
Consider the time it takes to boil water – it’s much quicker and easier to simply turn on the tap and have filtered water at your fingertips.

I need to check with my Wife/Husband/Partner

Determine the situation as being either a “little white lie” used as a smokescreen to reject your proposal, or if it is real condition to prevent the sale.

The best offense is defence. You should look to address this objection before it occurs. Be observant of the situation and if you determine that the person you are discussing the service with is not the key decision maker or mentions their spouse numerous times, this may be a situation where both parties need to agree on spending the money.

Before it can be said, advise the customer that you can leave them with a quote to discuss with their partner, and you will follow up with them tomorrow, or at a time that is convenient when both are present.

I just don’t think we need the service

Not every assessment will lead to a sale. No matter your belief of the product and service, some people just won’t believe they need their tank cleaned, or a filtration/UV system.

The key is to be polite and not pushy. Don’t take offence to their rejection of your product and service.

Leaving the customer with a bad impression will close that lead off completely. However, leaving that customer with a positive impression of you, could still lead to a converted sale later on.

You can try to counter-sell with a small discount or offer because you are “in the area” and really want to see them with clean, healthy drinking water.

Otherwise, thank them for the opportunity, provide them with contact details (if they don’t have them already), and if they have any problems (you could even state specific problems that could affect their health), to contact you immediately.

4.6 Following up Quotes

Should the sale not be closed at point of sale, it is important to follow up that potential customer within 3 days to ascertain why the sale was lost. This information will then be used to identify if any further sales training is required.

One of the best ways to close more sales and generate business is to follow-up after you have sent a quote. Here are some key tips on how to follow-up and the reasons why.

Sometimes all it takes to close the deal is to ask!

Your customers are busy. Sometimes they’ll ask for a quote and have the full intention of calling back, but forget because they are busy. It slips to the bottom of the drawer, or the “to-do list”, and they forget all about it.

Quite often, they just need a reminder to move forward.

You demonstrate superior customer service

Customer service begins the first moment you are contacted, or you knock on the customers’ door. Not when the job starts!

There’s potential the customer has requested more than one quote, and price isn’t always the differentiating factor. Your customer might not always remember you, but if you remember them, your customer service may stand out.

Leads are Expensive

You don’t ignore your paying customers, so why would you ignore leads you’ve paid money for?

A lead that has already engaged with you is more valuable than one that hasn’t. Make sure you’re getting the most value out of the leads you have worked hard to get.

Following up on quotes is easy

Getting leads that are interested in your services is the hard part. Once you’ve sent off a quote, following up is easy.

The PWS process for following up leads will help remind you so you don’t forget. Remember, the longer you wait, the more cumbersome the process becomes. The PWS Lead Follow-up Process is:

If you provide/send your customer a quote, make sure you have all the important contact information so it is easy to follow up
First follow up should be in 2 to 3 days. A quick phone call is all that is required
If you are unable to contact by phone and leave a message, follow up with an email to advise you have been trying to get in contact
Follow up 2 to 3 times with your client over the next week. Sometimes you won’t be able to get hold of the customer, and they won’t get back to you. Try different times of the day, and workdays/weekends.
Make note of the times you have contacted the customer in PODAC just in case the customer contacts you in the future.

4.7 Once you have acquired a customer and performed a visit

Once you have completed an Assessment/Quote and presented it to the customer, you will need to enter these customer contact details, water assets as well as the details of your initial visit into your online management system (refer to Module 2 – PODAC).

The process is simple: you add the customer, filling in as many contact details as you know about them and the water assets they have: tank numbers, types, volume etc. Then you enter the details of the activity / visit.

Entering the activity / visit in the system effectively creates the “bring up reminder”, reminding you to call this new customer again in 12 or 18 months for another tank clean or in six months for a filter replacement or what ever timing you decide.

Entering the activity / visit also puts a reminder on the follow up report so in two or three days you can touch base with the new customer to see how your service is resulting in improved water quality. This follow up call step has been proven as crucial in the development of the long-term customer relationship with the franchisee.

4.0 Assessments & Quoting

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Module 1 - The Franchise System

Module 2 - Administration and PODAC/ITF

Module 3 - Technical Information and OH&S

1.0 Background of the Water Industry

2.0 Australian Drinking Water Guidelines (ADWG) Introduction

3.0 Common Water Borne Diseases

4.0 Chemicals and Substances found in Water

5.0 Pristine Water Systems Chemicals and Treatments

6.0 Water Testing/Analysis & Results

7.0 Industry Certifications

8.0 Safe Work Australia / Workplace Health & Safety / Occupational Health & Safety

9.0 Filtration & Ultraviolet Products

10.0 Types of Tanks

11.0 Other PWS Products & Equipment

12.0 Glossary of Terms

Module 3 - Appendix

Module 3 Quiz

Module 4 - Operations - Standards

1.0 Introduction

2.0 The PWS Process

3.0 Planning your Work Schedule

4.0 Planning Product Ordering

5.0 Water Testing

6.0 AqueousPro™ 50 Water Sanitiser

7.0 Water Tank Cleaning

8.0 Filtration / Sterilisation Supply (Assembly)

9.0 Ongoing Service and Maintenance

10.0 PWS Standards

11.0 AqueousAir™ Assembly & Installation Instructions

Module 4 - Appendix

Module 4 Quiz

Module 5 - Sales, Marketing, Quoting & Invoicing

1.0 Introduction

2.0 Advertising & Marketing

3.0 Selling PWS / Selling Yourself

4.0 Assessments & Quoting

5.0 Invoicing

Module 5 Appendix

Module 5 Quiz

Module 6 - Equipment Maintenance

1.0 Introduction

2.0 Vehicle Maintenance

3.0 Equipment Maintenance

Module 6 Quiz

In-Field Quick Reference Guide Content