PEX appeal - A failure to communicate
Posted 12/23/2013 by Alan Squires
I was on flight from Atlanta to Salt Lake City. The guy next to seemed friendly and after few minutes asked what I did for a living. I told him I worked for Uponor and I sold PEX. He told me he was a college professor on his way to a conference. By his nature he was an inquisitive fellow and over the course of the next few minutes he peppered me with the following questions.
- Your product seems sort of generic. How did you come up with the name? The term PEX is generic but there are different types – A, B, and C.
- What sizes do you make? We make sizes all the way from 3/8” through 4”.
- Do many people want 4” PEX? There are some applications but it is definitely a growth market.
- Are your products filled air or water? The product can only be filled with fluids, most often water. We do not recommend air except during testing.
- Do your products cause cancer? No, our product has been tested by NSF (National Sanitation Foundation) and other agencies and has been found to be very safe.
- Do you have any long term installations? Yes, in fact we have a complete list of case studies on our website with successful installations in the United States for the last 30 years.
- How do you compare to the competition? We sell on quality, value, reliability, and longevity.
- I know your industry has experienced some lawsuits over the years especially relating to leaking. What has your company done to defend your products? Our products have been tested extensively and have proven to be very reliable. We have a 25 warranty program and as a result have developed an excellent reputation in the marketplace.
- Do more men or women buy your products? Mostly men but I think that has more to do with the industry we serve. It is mostly dominated by male decision makers.
The questioning paused for a few minutes. The professor seemed deep in thought. And then he made this statement. “You are very passionate about your product and you must be a very good salesman. I am still amazed at what people choose to do their bodies. I guess I just don’t see the need for these type of implants”. “Implants to enlarge the pectoralis muscle (known as “pecs” in the gym) seems like a huge waste of money”.
I concluded this. What we have here is a failure to communicate. This guy thinks Uponor makes chest implants and I think we are talking about PEX pipe. I know this. My airplane speech clearly needs work. I will continue refine my speech. If you run in to me in an elevator or are seated next to me on an airplane give me a chance to practice. I will be the guy wearing a blue Uponor shirt with a passion for PEX. PEX pipe that is.