Step 1: Discovery - What Needs Fixing? 

Success in water treatment hinges on a confident understanding of what is in the water causing problems.

Begin by understanding the customer's needs and water situation. We recommend interviewing the homeowner and, in most cases, performing an onsite evaluation to discover what needs fixing:

1. Interview the Homeowner (Recommended First Step): The homeowner interview is key to the Cascadian sales process, building trust and uncovering customer needs. 

With a consultative approach, you'll understand their water quality challenges, determine the right system size, and highlight Cascadian product benefits. Explore water quality concerns using open-ended and targeted questions, emphasizing active listening. 

Be sure to assess needs, consider water usage (and testing, if needed), and introduce relevant Cascadian products. Finally, showcase the Cascadian advantage, address objections, reiterate the value, and discuss next steps like pricing, financing, and follow-up appointments. 

Success hinges on active listening, product knowledge, building trust, and demonstrating how Cascadian solutions solve their problems and improve their lives.

2. Onsite Evaluation (Recommended for Every Hoime): Using the Onsite Evaluation Form as your guide, perform an onsite consultation. This allows you to assess the water and home environment firsthand, taking into account factors like plumbing materials, existing equipment, the customer's specific needs and concerns, and provides an opportunity to build rapport and trust. It is suggested the completed form to Cascadian for a tailored treatment recommendation.

Choosing the Right Path - City vs. Well Water

The water source is a critical factor. Because city water quality is regulated some assumptions can be safely made that make it easier to recommend treatment. Private well water requires more careful consideration and testing is recommended. 

Testing Notes:

• Testing can be pivotal in determining the correct treatment or course of action. 

• Results help determine severity of problems and may even show problems not previously known. 

• Results can also be used to eliminate treatment options that are not designed to treat specific problems or the amount of contaminant in the water. 

One word of caution, many test results are incomplete leaving room for undiscovered problems in the water. We will consider everything available when making recommendations for treatment but there is always a chance (usually very small) something unknown leads to incomplete treatment or more frequent filter replacements than typical.

What to do if the water source is:

• City/Municipal Water Supply: 

  • Start with the Cascadian Filter Finder. If concerns remain, an onsite evaluation or water test may be necessary.

  • Submit the address of the home and Cascadian can lookup the public water data if available

• Private Well Water Supply:

  • If customer Knows Their Concerns: The Cascadian Filter Finder might be a useful starting point, but proceed with caution. A water test is recommended.

  • If customer is Unsure or Has Complex Issues: An onsite evaluation and professional water testing is strongly recommended. At a minimum, the test should include all parameters listed on the Cascadian website.

  • If customer Has Existing Water Test Results: Review the results carefully and compare them to Cascadian's product specifications. Consult with Cascadian's technical support if needed.

Step 2: Solving the Problem(s) - Finding the Solution

After determining what needs to be fixed and taking into consideration the homeowners concerns it's time to find the best solution. If you’ve interviewed the homeowner, performed an onsite evaluation and/or have test results consider sending everything to Cascadian for a free of charge evaluation and treatment recommendations. 

To have Cascadian evaluate and recommend treatment you need to include required information for accurate record keeping. With every request be sure to include complete contact information for both you and the homeowner including homeowner name, email, phone number and address of the home.

Determining System Sizing (Flow Rate)

A key part of recommending the appropriate system (as defined below) is understanding the customer's water usage. For most standard homes Cascadian’s whole home systems are sized to treat the flow rate for standard homes. During your onsite evaluation look for high flow fixtures that may use more water than typical. Example fixtures include high flow tubs and multiple shower heads. In these cases you may want to perform a flow rate test. Ask and note answers to questions about:

• Household size: How many people live in the home?

• Number of bathrooms: This helps estimate simultaneous water usage. 

• Peak water usage: Do they have high-demand appliances (e.g., jetted soaking tub) that might impact flow rate requirements?

Cascadian systems are rated by flow rate (gallons per minute - GPM). Choose a system that meets or exceeds the customer's peak flow rate to ensure adequate performance. Refer to the Cascadian product documentation for specific flow rate information for each system.

Making the Recommendation & Closing

Once you have determined the best treatment the next step is to present it to the homeowner.

Explain the "Why": Clearly explain to the customer why you are recommending a specific system. Reference the interview, onsite evaluation, water test results or the information gathered through the Filter Finder. Transparency builds trust. 

Present Options: If multiple systems could address their needs, present the options and explain the pros and cons of each.

Set Expectations: The appropriate Cascadian system effectively addresses identified water quality issues, meets flow rate demands, aligns with the customer's budget and preferences, and sets realistic expectations. For PolyHalt® systems, this means understanding: 

• Hardness minerals remain (but are conditioned) 

• Water feel is natural (not slippery)

• Spotting is reduced (not eliminated) and 

• Initial water quality may temporarily be worse as piping and appliances are cleaned out (from scale in pipes)

Discuss Installation & Maintenance: Explain the installation process and the ongoing maintenance requirements (e.g., filter changes). Schedule the installation.

Offer Support: Let the customer know you are available for ongoing support and questions. If you have any doubts or encounter unusual water quality issues, always consult with Cascadian Water's technical support before finalizing your recommendation.

Handle Objections: Be sure to address any concerns or objections to proposed treatment.

Close the Sale: Homeowner agrees to purchase and schedule installation.

After Sale: 

• Order treatment from Cascadian if not in stock.

• Install the system

• Register warranty using the registration card and QR code that came with the system

• Ask for reviews and referrals 

By following this guide and utilizing the resources available from Cascadian Water, you'll be well-prepared to provide expert recommendations and help your customers enjoy the benefits of clean, conditioned water.