Pivoting a little bit here, let's say you're Ecolab and you're walking into a restaurant chain that you've never spoken with before about their hygiene products. How does that process work? What are some of the key points that Ecolab offers, and what are some of the main pushbacks they might get from those prospects?

The best sales folks at Ecolab are very relationship-minded. They focus on establishing trust and having the customer's best interests in mind. That was always most impressive to me. I was a corporate guy, but spending time with the field folks, I saw that those who do it best truly have their customers' best intentions in mind. Their customers know that, and they buy from Jimmy or Jane because they trust them and know Ecolab is behind them. That's where the conversation starts.

Is the most typical pushback on an Ecolab sales pitch that the price is just too high?

Yes, and one of your questions was about my reflection. Having not been at Ecolab for a while, I've gained a better appreciation for the number of people who buy from Ecolab but do so begrudgingly. It's like they feel they have no other option and think, "These guys are difficult, but it's Ecolab, right?"