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How to GAIN
Customers
with Titration
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Preview
 Purpose of EU-Titration Kit
 Titration Kit content
 Safe handling
 Titration Kit care
 Titration – Basic procedures
 Competitor product analysis
 Calibration of dropper tip
 Case Studies
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Purpose of EU-Titration Kit

 Professional image and coherent appearance
 Comparable results
 Matching of product to customer requirements
 Prevents under or over use of products
 Affects cleaning results & costs
 Residue analysis
 Basic water quality determination
 Competitive product concentration
 Supports development and technical service processes
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Major Functions
 Product concentration
 Water analysis
 Soil identification
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Content of EU-Titration Kit

 Full Box Ware Washing (WW)
 Conductivity Stick:
 Sensor cable
 Weight
 Calibration Liquid (84 µS, 1413 µS,
12,88 mS (or 0.05N Sulfuric Acid ))
 Syringes (1, 5, 10, 20 ml)
 Temporary Hardness
 QAC (QUATs) Test Paper
 Sample Beaker (80 ml)
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Content of Full Box WW

 Raw Water Hardness
[°d or °f /ppm]
 0.04N Iodide/Iodate
 Phenolphthalein
 0,1N HCl
 0,5N HCl
 pH Strips
 Test Tube, 30 ml
 Test Tube, 10 ml
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Purchasing Material
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Titration Kit Procedures

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Titration List Generator

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Safe Handling
 Wear your protective equipment
 Wash hands after use
 Never ingest chemicals
 Avoid skin or eye contact
 Chemicals don‘t fly!

PRACTICE WHAT YOU PREACH!

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Titration Kit Care

 Complete and organized
 Replace reagents as needed
 Do not freeze and avoid high heat
 Do not interchange bottle caps and dropper tips
 Do not alter dropper tips or apply unnecessary force
 Keep dropper tips clean
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Product Titration

1. Take sample
2. Add indicator
3. Perform titration
4. Calculate results
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Sample Taking

1. Rinse sample tube with test solution

2. Take sample with large beaker or directly with syringe
 Do not rely on the graduation of the test tube!!!

3. Transfer solution with a syringe into test tube

 Keep solution bubble-free
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Perform Titration
 Hold test tube on eye level in front of bright background
 Hold dropper bottle vertically!!!
 Apply only gentle pressure!!
 Dispense drops slowly (1 dr./s)!
 Mix after each drop
 Add one more drop after colour change to verify endpoint
 Chlorinated Products:
Add 3 drops indicator before reaching the endpoint, then
continue titration!
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Calculate Results
 # of drops titrant x titration factor [g/L] = product
concentration [g/L]
 # of drops titrant x titration factor [ml/L] = product
concentration [ml/L]
 Or use specific gravity for recalculation
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Titration of Alkaline Products

1. Take 5 ml product solution

2. Add 5 dr. of Phenolphthalein
3. Add 0.1 N HCl dropwise until color change
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Titration of Alkaline Products

 # of drops Titrant 0.1N HCl x TF = g/l Product
 General rule:
The higher the alkalinity, the smaller the titration factor!

 e.g. Solid Clean M (Tf = 0,071)

 Measured: 15 drops
 15 x 0,071 = 1,065 g/l
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Total Hardness Titration

1. Take a 20 ml water sample

2. Add hardness reagent dropwise
(1 dr. = 1 °d or 1 °f/10 ppm)
3. Add reagent until colour change
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Titration of Competitor Product

1. Take (x) ml (e.g. 5ml) of the detergent concentrate with a

syringe
2. Add 1L water from a graduated vessel/ measuring beaker
3. This is your “RTU” solution for titration + Phenolphthalein
– count the drops 0,1N HCl
4. Calculate the Tf (Titration factor)
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Titration of Competitor Product

EXAMPLE

1. Multiply the amount of product used (e.g. 5 ml) with the

density (e.g. 1,32 g/cm³) = 6,6 g
2. Titrate product concentration with standard procedure
(e.g. 20 drops)
3. Calculation: 6,6 g/l : 20 drops = 0,33 (Tf)
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Case Studies -1
You would like to GAIN a satisfied liquid customer with Solids.

WHAT WOULD YOU DO?

- I determine the current competitor concentration

- I take the current price per kg and calculate costs per rack
- I do the same for Solids

Strategy: TM has to seek for the concentration which

gives him at least the same cleaning result for
comparable total costs. Remember: Chemicals are
only 5% of total costs.
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Case Studies -2

A potential customer is not satisfied with his current

competitor detergent solution.

WHAT WOULD YOU DO?

Strategy TM has to determine the Solid concentration

which gives him the best result to hit customer
needs and expectations.
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Case Studies -3

You got the information that your customer has received a

counter-offer from a competitor.

WHAT WOULD YOU DO?

Strategy: TM has to determine the current product

concentration and has to compare it with the
competitor’s offer. If competitor is using a lower
concentration? Use same concentration and show
the new total cost (by using the Pie-Chart).