Selling Caustic Soda? Are your reps still doing the conversion in their head? Times are changing and here's why.

As Caustic Soda manufacturers have improved their yields, the actives have gotten consistently higher. It helps them since they sell in dry tons and each pound is more valuable (since it’s more active). However, some customers will only buy in wet pounds. This benefits the customer as it assumes all pounds equally active.

If customers insist in buying in wet pounds, sell it to them in wet pounds but convert the units each time so the quoted price still reflects the actives underneath. If you don’t, you are giving away peoduct for free when those pounds have higher than average actives.

I built a caustic converter for sales reps to convert to/from wet pounds to/from dry tons. It allows a rep to enter the actives and the wet price, and it returns the dry ton price. No mental math. No margin lost to a number someone rushed in front of the customer. A small tool like that makes a good rep faster and sharper. That’s what AI is doing today for our industry.