In business, we spend a lot of time talking about the cost of buying something. What often gets overlooked is the cost of not buying it.
Every day, facilities postpone maintenance, delay equipment upgrades, push off employee training, or continue using products and procedures that are no longer delivering the best results. The reason is usually the same: they’re trying to save money. Ironically, the delay often ends up costing far more than the investment they were trying to avoid.
As sales professionals, one of our responsibilities is helping customers see both sides of the equation. The conversation shouldn’t just be about what a solution costs today—it should also be about what happens if nothing changes. Sometimes the most expensive decision a customer makes is deciding to wait.
This week, challenge yourself to ask one additional question during every customer visit: “What is it costing you to continue doing it the way you’re doing it today?” The answers may create opportunities neither you nor your customer had considered.
Have a great week and great selling!
Jancast # 214 May 28th, 2026
In this episode, we focus on how we’ve been utilizing AI at Bullen for the last 20 plus years and what we have to look forward to in the future. We are not experts, but wanted to pass on what Bullen is doing with AI that you might find helpful for your business.
If you missed our previous SSB’s here is the list of Bullen brand products effective against Measles-
Here are our disinfectants, dilution rates, and their dwell time from the EPA Q list
Airx Brand
RX75 (RTU) -1839-83 – 10 min
RX79+ (RTU) – 498-179 – 10 min
RX89+ (RTU) – 498-62 – 10 min
RX44 ACE (2 oz per g)- 10324-154 – 10 min
RX78 Plus (1 oz per g)- 10324-155 – 10 min
RX Spray N Go – 1839-220 – 2 min
Citro Rx – 348-35 – 5 min
Truekleen Brand
Poten AB – (RTU)1839-83 – 10 min
Kleen 64 – (2 oz per g) 10324-154 – 10 min
C-1000 – (1/4 oz per g) 1839-86 – 10 min
3. How to Disinfect Properly
Clean first: Remove dirt, dust, and organic material
Apply disinfectant liberally to surfaces
Follow dwell time: Let the product sit wet on the surface for the amount of time listed on the label (usually 1–10 minutes)
Air out rooms: Measles can linger in the air for hours, so proper ventilation is key
Focus on high-touch surfaces: doorknobs, light switches, chairs, handrails, remote controls, and countertops