Chemical program

Definition

A named set of concentrates, dispensers and training placed with one account as a single package.

Why It Matters

Programs are how a jan-san house holds a large building, and they are also how it gets locked out of one. The account buys a standard and not a product, and the standard is written by whoever gets there first, so a competitor's program in place is harder to displace than a competitor's price. Ask which accounts run a program, who wrote the specification, when it was last reviewed, and whether any of it is written into a contract with an end date.