Ecolab: Nalco & the Water Treatment Industry

This is a snippet of the transcript, sign up to read more.

Could you provide some percentages to help me understand? How much did Ecolab bring to the table versus Nalco? For example, Ecolab has a strong sales force and sales culture. Would you say it was a 50/50 split, with Nalco's customer base or technology being the significant factor? Or would you say that Ecolab did an excellent job of selling the total package? I'm just trying to get your thoughts on how that relationship worked.

The interesting thing is Ecolab. To answer your question briefly, I think the relationship went both ways. What was different was the water treatment spend inside a big global company. It is dwarfed by the spend on cleaning and sanitizing, especially in the food and beverage industry. The revenue from cleaning and sanitizing might be five or six times that of water treatment. Both are important, but due to the larger spend size, Ecolab often had access to higher-level individuals in the corporate organizations of our customers.

This is a snippet of the transcript, sign up to read more.

Could you provide some percentages to help me understand? How much did Ecolab bring to the table versus Nalco? For example, Ecolab has a strong sales force and sales culture. Would you say it was a 50/50 split, with Nalco's customer base or technology being the significant factor? Or would you say that Ecolab did an excellent job of selling the total package? I'm just trying to get your thoughts on how that relationship worked.

This allowed us to gain access to customers on the Nalco side that we might not have had access to before, simply because the spend wasn't significant enough to get them interested. There was definitely an advantage for Nalco with the Ecolab team pulling the Nalco team in, doing joint calls, making introductions, and integrating us as part of a total offering. There was more of this from Ecolab to Nalco, but there were also plenty of opportunities for Nalco to bring in Ecolab because we had long-term relationships with most key customers around the world.

This is a snippet of the transcript, sign up to read more.