Business View Magazine | March 2019

51 prices continue to go up and that is passed along. To handle that challenge, Chem-Aqua is focused on bringing more technology to cus- tomers for monitoring water waste and energy waste. Being aware of those needs is a crucial piece of the process. The company also ensures customers are aware of environmental impacts and biological pathogens. One of the key tech- nologies under development concerns how to monitor biofouling into cooling systems. Finding skilled labour is another sticking point. Gravelle emphasizes, “My focus is on the sales team; to show them how to approach custom- ers, sell the technology, and understand our processes. Chem-Aqua has done that very well by implementing a 10-week training program for all new representatives, with a high impor- tance placed on mentorship. The new sales & services representative receives a solid foun- dation in water treatment, as well as continued learning and specialized training throughout their career. Admittedly, it can be challenging to find good, self-motivated people with an aptitude for both chemistry and sales. Howev- er, as many of our most successful water treat- ers will attest, by taking advantage of Chem- Aqua’s solid support and training departments, the potential for helping customers and grow- ing their own business is immense.” Looking ahead, growth and profit are key pri- orities; improving technology is another with great importance. Gravelle acknowledges, “Be- cause the workforce of our clients is typically not specialized in the area of water treatment, businesses are more interested in having wa- ter treatment companies provide technology