Water Well Journal
Issue link: http://read.dmtmag.com/i/617280
looking only at the bottom line and how many pennies he could save over 10 matched installations. This incident got me to thinking and I learned a great deal about the water well business from that single example. In other words, I learned product bias is not necessarily the best way to sell pumps. Following this experience, we examined in 1975 the possi- bility of adopting a second or third line of pumps. As we ex- plored various brands of domestic submersible well pumps, we had several criteria. The first was to assure the distributor of Aermotor we were not abandoning them, just simply looking for a second or backup line of pumps. Additional factors were to make sure the second pump brand we were to select was a reputable and established company with a local distributor presence; had a full line of 4-inch submersible pumps between 5-70 GPM; was equipped with a NEMA-fit motor; and most important, was able to fill selection holes in our Aermotor brand. When all was said and done, the Webtrol brand with a five-year warranty was selected. We later added Hydraulic Products Corp. pumps for our larger pump needs. This diversity of pump brands enabled us to close sales where formerly we were unable to. In my judgment, it is often a distinct advantage to obtain a second or third line of well pumps. Not only are you generally able to fill holes in your selections, but you rarely need to use a pump that just misses the design point. This is not product bias in my mind, but simply a smart and better way to serve your customers and avoid losing that job! Unintended Consequences A second example of bias in the water well industry, even though it also applies to water systems in general, is the choice between using a customized control valve or a variable frequency drive (VFD). A water system designer occasionally will strongly insist on designing a system around the sole use of a control valve due to the fact using variable frequency drives have not yet been proven to be totally reliable in his mind and his past experience with inline control valves has been satisfactory. Conversely, an engineer more familiar with electronic de- vices may believe a VFD is the best way to control a pump motor, and therefore a water system, and will allow only its use. This is a prime example where product bias may not be the best decision. Both products have advantages and disadvan- tages in application and use. The unintended fallout from the improper application of either one may have serious conse- quences for both the designer and the owner. To prevent this type of occurrence, product salesmen should be heard with caution. It is also incumbent on the sys- tem designer to carefully evaluate the pros and cons of both devices and make a clear and informed judgment as to which is best for their application. The next example of product bias I have seen and been in- volved with is the decades-old fight between the vertical tur- bine pump and the submersible pump. Although this argument BIAS continues on page 36 Twitter @WaterWellJournl WWJ January 2016 35