Every day, Thomasnet publishes the latest news and analysis to keep their readers up to date on what’s happening in industry. Today, they featured Ogena Solutions in Thomas Insights.
By Prioritizing Honesty “Even If It Hurts Our Sales,” Manufacturer Builds Dedicated Client Base
This article was sponsored by Ogena Solutions, a Thomas Verified manufacturer and distributor guided by its mission to safeguard animals, people, and the environment from pathogens and infectious diseases. Link to original article on Thomasnet.com
“Unfortunately, the world of biosecurity is rife with companies making misleading claims in the marketing and sales of their products,” says Dave Hachey, president and founder of Ogena Solutions.
Ogena, which has manufactured and distributed patented air purifying systems, hydrogen peroxide based disinfectants, and other biosecurity products designed to maintain safe indoor spaces for the last 16 years, faced a unique challenge at the onset of COVID-19. While interest in their purification systems skyrocketed as business leaders sought safe, effective solutions to protect their teams, so too did the proliferation of questionable competitors touting fraudulent biosecurity products.
Surrounded by rampant misinformation, “we consistently strive to be as honest and scientifically accurate as possible, even if it hurts our sales,” explains Hachey. “Clients know that if we recommend something, we’ve already vetted it and they can trust it. Our customers believe that we’re part of their business; we feel that we’re part of their business.”
Thomas Insights sat down with Hachey to learn how his technology is impacting the “new normal” and better understand how businesses can utilize air purification technology to improve safety in the workplace.
Thomas Insights (TI): What’s the biggest question you get from prospective customers, and how do you respond to that?
Dave Hachey (DH): We very frequently get, “This sounds too good to be true. How am I supposed to believe this?” in response to the technology we provide at the price point we offer. That is, absolutely without question, the most common response, and this usually comes from both a technology and cost perspective.
Our protocols and technologies sound like they’re so beneficial that they can’t really be true. But in reality, although they aren’t currently accepted as normal practice (like our new air purification systems) or weren’t seen as normal practice previously (like our hydrogen peroxide-based disinfectants that are now the dominant products in companion animal health), they are emerging technologies that are breaking new ground.
Our customers also ask, “How can your air purifiers be so much less expensive than other options that are out there?” The reason is because for most air purification systems you have to buy a separate unit for every room in your building, whereas ours can cover up to 3,000 square feet of space comprised of multiple rooms at the same time.
People can be very resistant to our concepts because they sound too good to be true, but once people get on board, we end up getting key influencers and businesses across North America supporting us.
Although we’ve only been in the human health market for about two years, we currently provide biosecurity products to about 90% of the veterinary universities in the United States and Canada. We are also in around 60% of the 5,000 animal shelters in the U.S. and over 95% of the animal shelters in Canada because we’ve been able to prove that we’re not playing games. We give them the facts based on real science.
TI: What sets Ogena Solutions apart from the competition?
DH: We try, in every instance, to be accurate and honest in our dealings with our customers. Unfortunately, the world of biosecurity is rife with companies making false claims in the marketing and sales of their products, but we consistently strive to be as honest and scientifically accurate as possible, even if it hurts our sales.
We sell products, but we also provide recommendations on what customers need and make sure they’re informed of the proper protocols for product usage. When it comes to the air purifiers we have an online questionnaire that guides our customers in determining how many units they might need depending on how many people are in the space, how many animals are in the space, what kind of bioload is in the space, what materials are in the space, and even how high the ceilings are.
On top of that, we don’t just offer training, we always encourage it. If we can talk to a customer’s team members ahead of time it dramatically reduces the number of complications that might occur after installation. There’s a saying, “In the absence of knowledge, the human mind always goes to the negative.” If you make a change in a facility and don’t give the people who work in that area an opportunity to hear what it’s about and ask questions, you’re asking for trouble.
Our basic premise is that if our customer is okay, we’ll be okay. And if that means we’re going to lose money with a customer here and there, then we lose money, because it’s more important to make sure they’re satisfied. Too many businesses don’t work that way.
TI: How do you measure success at Ogena Solutions?
DH: Our customers stay with us. Facilities that started with our company more than 10 years ago are still with our company. Currently, I’m proud to say that we have thousands of facilities that have stayed with us, that number grows every day, and our great staff is a key reason for that.
Those clients know that if we recommend something, we’ve already vetted it and they can trust it. We want our customers to believe that we’re part of their business; we feel that we’re part of their business.
TI: What’s something that isn’t widely known about Ogena Solutions that you’d like to highlight?
DH: A lot of people don’t know that we also happen to be the inventors and patent holders for the wand technology that’s used in the highly successful Bissell BarkBath, which is a dog bathing system that’s virtually mess-free and even allows you to bathe your dog in your living room without any mess.
At first our design looks a bit funny because it looks like you’re using a small carpet cleaner on the animal. The difference, though, is that instead of spraying the cleaning solution on top (like a carpet cleaner does) our unit has little spray nozzles that comb through the hair and sit right on the dog’s skin so that when you pull the trigger, instead of spraying on top, it sprays directly against the skin and flushes the dirt off. The rinse-free solution is then pulled into the vacuum. It literally cleans from the skin up instead of the top down for a better clean.
Plus, because it’s a vacuum, it pulls the water out without making a mess. They’re about 60% dry because they’re not drenched. It can clean a 70-pound Labrador in six or seven minutes using more than 90% less water. The dogs even like it, too, it’s like a massage!
We also have commercial grade versions of these that we sell to horse owners, as well as to veterinary dermatologists. They use them because it’s the only system that will truly clean the skin of an animal.