Starting with the Site Basics

• Site name, street address, and the primary process area where chemical deliveries will be staged (e.g., Water Treatment Plant A - Coagulation Building)
• Who is our day-to-day site contact for deliveries and technical access? Provide name, role, phone, and preferred contact hours.
• Which of these best describes your operating cadence? Options: 24/7 continuous operations, Two or three shifts per day, Daytime weekdays only, Seasonal operations / variable
• Who are the stakeholders we should include for a technical site assessment and subsequent trial (select all that apply)? Options: Plant Engineer, Operations/Shift Lead, EHS Manager, Procurement/Buyer, Maintenance Supervisor, Quality/Lab Manager, Facilities/Site Security
• Are there scheduled blackout windows or plant outages where deliveries or assessments are not permitted? If yes, list typical days/times and lead time required to schedule around them. Options: No blackout windows, Regular daily windows (give details below), Weekly/shift-specific restrictions, Seasonal or outage windows
• If we need virtual or on-site introductions with your team before the assessment, what format do you prefer? Options: Short virtual kickoff (30 min), Full on-site walkthrough with stakeholders, Hybrid: virtual then site visit, Written pre-assessment pack only

Where Do the Chemicals Live Today?

• How confident are you that current storage tanks, piping, and containment can accept a new bulk chemical delivery without modification? Options: Completely confident, Mostly confident with minor checks, Uncertain — need inspection, Not confident — likely need modifications
• What tank types and construction materials are present on site (select all that apply)? Options: Carbon steel fixed tank, Stainless steel tank, Fiberglass/FRP tank, Polyethylene/HDPE tank, Aboveground vs. underground (specify below)
• List current tank volumes (usable capacity) for the product family we are assessing — include tank IDs if available.
• Describe the secondary containment arrangement around chemical storage (e.g., bermed concrete pad, open earthen berm): Options: Full concrete secondary containment, Bermed earthen/aggregate, Drip trays only, No formal secondary containment, Combination
• Does each tank have level instrumentation and remote monitoring? If so, provide telemetry system and alarm routing. Options: Yes, integrated with SCADA, Yes, standalone telemetry, No, manual level checks only, Partial — some tanks monitored
• Are any storage locations temperature-controlled, ventilated, or climate-restricted? Please specify which tanks or areas. Options: Temperature-controlled, Ventilated with forced air, Unheated/uncontrolled, Special HVAC or exhaust required

What’s Getting in the Way of a Smooth Delivery?

• What’s the single most likely site constraint that would force us to decline or abort a delivery? Options: Access/road weight limits, No suitable unloading point, Conflicting scheduled operations, EHS permit/authorization missing, Security/escort requirements, Other (describe below)
• Describe the physical delivery route from public road to unloading point, and note any low bridges, tight turns, or narrow gates.
• What are your gate/visitor access rules for HAZMAT tankers (select all that apply)? Options: Pre-registered drivers only, 24/7 gate with ID check, Escort required for tanker, Restricted hours only, No special rules
• Are there site-specific driver requirements we should be aware of (e.g., drug screening, safety orientation, PPE standards)? Options: On-site safety briefing required, Driver must carry specific PPE, Drug/alcohol screening, Valid HAZMAT endorsement only, No extra requirements
• Have you had near-miss or incident trends tied to deliveries (e.g., spills during transfer, access delays, wrong tank connections)? Please describe one recent example and how it was resolved.
• What on-site timing window do drivers need to observe for unloading (arrival-to-departure typical time)? Options: <30 minutes, 30–60 minutes, 1–2 hours, >2 hours

How Do Your Feed Lines and Transfer Points Really Behave?

• If a transfer stalls between truck and tank, where is it most likely to occur and why (valve, pump, line routing, level interlock)?
• Which connection types and sizes do you use for bulk unloading at this site? Options: 3" camlock, 4" camlock, 6" butterfly/flange, Metered flange connection, Dedicated hose with adaptor
• Is unloading gravity-fed, pump-assisted, or does it require site-supplied pumping/air assist? Options: Gravity-fed, Site pump required, Truck pump used, Air assist required, Combination depending on tank
• Do you have interlocks, level cutoffs, or automated isolation at transfer points? Describe any PLC/SCADA interlocks tied to chemical transfer. Options: Full automated interlocks with lockout, Manual confirmation required at key points, No interlocks — manual only, Partial automation
• Where are the process sample points for incoming chemical quality checks (and how long does lab confirmation typically take)? Options: On-line field tests only, On-site lab (same day), External lab (2–5 days), Rapid in-field QA kit used
• Are there known pressure, vacuum, or backflow concerns on any feed lines that could affect unloading or dosing? Options: Known pressure issues exist (describe below), No known issues, Unknown — needs inspection

Safety, Compliance, and Permits — Tell Us the Real Constraints

• Which permits, registrations, or local approvals apply to chemical deliveries at this site (select all that apply)? Options: Hazardous materials transit permit, Site-specific delivery permit, Local tank storage permit, Stormwater/secondary containment reporting, None / not required
• Which emergency response assets or plans must a supplier integrate with (select all that apply)? Options: On-site spill response team, Local fire department pre-alert, Formal emergency action plan (EAP) required, Supplier to supply spill kit on arrival, No special integration required
• What documentation do you require at time of delivery (select all that apply)? Options: Material Safety Data Sheet (SDS), Certificate of Analysis (CoA), Bill of Lading, Delivery ticket with tank ID and remaining level, Driver PPE and training records
• Have you experienced permit or regulator issues tied to supplier deliveries in the last 24 months? If yes, explain what happened and what changed afterwards. Options: No regulatory issues, Yes — minor observations, Yes — formal notice/penalty, Unsure / need to check records
• Which safety controls must be verified during the assessment (select the top three)? Options: Emergency shutoff availability, Secondary containment integrity, Vent/pressure relief condition, Earthing/grounding for transfers, Gas detection in unloading area, Driver/pump isolation procedures
• Who signs off for EHS acceptance of a new supplier delivery on site (name/role), and what lead time do they require to review assessment findings?

Imagine a Flawless First Delivery — Walk Us Through It

• If the first delivery went perfectly, describe the arrival-to-departure timeline and the key confirmation we would see that shows success.
• What acceptance checks do you require before the delivered batch can be used in process (select all that apply)? Options: Visual inspection and paperwork, On-site quick QA test, Full lab CoA verification, Batch reconciled to order and tank ID, Process performance sample after dosing
• Who is authorized to sign a release for product use after delivery (role/title)? Options: Operations Supervisor, Plant Engineer, Quality/Lab Manager, EHS Manager, Procurement Representative
• What documentation or digital confirmation would make your team comfortable that the delivered product meets specifications (e.g., CoA, lab result, QR-coded tank ID)? Options: Certificate of Analysis (CoA), In-field verification results, SCADA log of tank fill, Photographic evidence with timestamps, Digital delivery ticket with driver ID
• How should non-conforming deliveries be handled on arrival (immediate return, quarantine, partial acceptance)? Please describe your preferred escalation path. Options: Immediate return to supplier, Quarantine and isolate batch, Partial acceptance subject to retest, Site decides after consulting supplier

What Would Make You Comfortable Moving to a Trial?

• What single condition would make you comfortable moving from assessment to a live qualification trial with a new supplier? Options: Successful site assessment sign-off, Pilot delivery with on-site supervision, Pre-approved CoA prior to unloading, Contractual guarantees on supply and quality, Other — specify below
• What trial parameters matter most to you (select up to three)? Options: Trial duration (weeks/months), Trial volume as % of normal consumption, Specific performance metrics (e.g., turbidity reduction), Sampling frequency and lab turnaround, Safety and handling verification
• Which internal approvals are required to start a trial and who holds final sign-off? Options: Operations, EHS, Procurement, Plant Management, Quality/Laboratory
• If the assessment identifies required modifications (e.g., new fittings, containment repair), how should responsibility and timelines for those changes be handled? Options: Site handles changes before trial, Supplier funds or supports modifications, Shared cost and schedule, No changes accepted — trial canceled
• Realistically, when could you host an on-site technical assessment (pick earliest availability)? Options: Within 1 week, 1–3 weeks, 3–6 weeks, >6 weeks
• What follow-up materials or evidence would help you approve a supplier faster after the assessment (e.g., photo report, measurement checklist, corrective action plan)? Options: Detailed photo & measurement report, Signed checklist of critical controls, Corrective action plan with deadlines, Reference site case study, Live video walkthrough recording

Final Logistics — Making This Assessment Actionable

• What documents should we bring to the assessment (select all that apply)? Options: SDS and transport documents, Supplier insurance certificates, Driver training records, Sample CoA for proposed product, Site-specific safety compliance forms
• Who should receive the assessment report and what format do you prefer? Options: Operations email list (PDF), EHS + Operations (interactive checklist), Upload to site portal (excel/csv), Executive summary + full annex
• What success criteria will you use to approve the assessment (select top two)? Options: No major EHS findings, All transfer points compatible, Permits validated, Delivery access confirmed, Stakeholder sign-offs obtained
• What open questions or site sensitivities should our assessor be prepared to address on day one?
• Finally, are there any recent site changes (new equipment, renovations, regulatory updates) we should know about before the visit? Options: Yes — describe below, No recent changes, Unsure — need to check

• Product Qualification Trial — Kickoff & Trial Planning
• Sampling & Lab Protocol Alignment
• First Delivery & On-site Commissioning
• Mid-Trial Performance Review (First Results & Adjustment Planning)
• Trial Acceptance Decision & Next Steps

• Operations to sign and upload delivery checklist and CoA to shared folder within 2 hours of offload.
• Seller to deliver draft trial protocol (including acceptance criteria) within 48 hours.
• Customer to provide baseline performance data and recent CoA/analyses for incumbent product.
• Logistics to confirm tentative delivery windows and driver/site access requirements.
• EHS to confirm tank compatibility and required permit checks before first delivery.
• Recap Trial Preconditions
• Formalize a lab protocol that ensures comparable, auditable results between incumbent and trial product.
• Confirm sampling plan, split-sample arrangements, and lab accreditation to ensure defensible data.
• Agree reporting timelines and data templates so results can be evaluated against acceptance criteria promptly.
• Customer to provide list of sample access points and site sampling permits.
• Seller to circulate finalized lab SOP and chain-of-custody forms to all parties.
• Lab to confirm accreditation details, method detection limits, and turnaround commitments in writing.
• Both parties to approve the data reporting template prior to first delivery.
• Safety Brief & PPE/Controls Review
• Complete safe offload of trial product into the correct tank with documented verification.
• Start dosing according to agreed recipe and capture first-run operational data and QC samples.
• Ensure samples are sent under chain-of-custody and lab is prepared for incoming analysis.
• Brief Recap of Trial Goals & Acceptance Criteria
• Site operator to log feed pump settings and process observations each hour for first 8 hours.
• Field tech to label and hand off split-samples to courier with custody forms.
• Seller logistics to confirm outbound documentation and next delivery tentative date.
• Executive Summary of Evidence
• Reach a documented go/no-go decision for moving to a longer trial or commercial engagement.
• Ensure all acceptance criteria are evaluated and any conditional items are assigned owners and timelines.
• Define immediate next steps (contracting, extended trial scope, or remediation) and schedule follow-up meetings.
• Seller to produce final trial report including full dataset, deviation log, and recommendation within 5 business days.
• Customer to execute formal acceptance sign-off or list conditional acceptance items with deadlines.
• If accepted, commercial teams to prepare proposed terms for mutual commit and logistics to plan scale-up deliveries.
• If rejected or conditional, technical owners to define remediation plan or extended test protocol and schedule follow-up review.
• Determine whether initial results meet acceptance criteria or if adjustments are needed.
• Agree corrective actions or optimized dosing for remainder of trial and confirm second delivery parameters if applicable.
• Assign owners and timelines for corrective actions and additional sampling.
• Operations to implement agreed dosing adjustments and log results for 48 hours.
• Seller technical rep to arrange expedited follow-up lab analyses if root-cause requires confirmation.
• Logistics to confirm second delivery date (if proceeding) and update driver instructions with any new constraints.
• Both parties to document observed non-conformances and corrective actions in shared trial log.
• Introductions & Objectives
• Produce a one-sentence current state and one-sentence future state agreed by both teams.
• Agree and document trial acceptance criteria with measurable thresholds.
• Finalize trial scope, schedule for 1–2 deliveries, and confirm safety/logistics constraints.
• Assign clear roles and establish communication and escalation paths.
• Current State Statement (one sentence + metrics)
• List of Required Analyses & Methods
• Presentation of Lab Results & QA/QC
• Delivery Checklist & Verification
• Acceptance Criteria Review & Pass/Fail Determination
• Tank/Transfer Connection & Compatibility Check
• Operational Performance Data Review
• Sampling Points, Frequency & Volume
• Consequence Assessment
• Commercial & Supply Considerations
• Chain-of-Custody, Split Samples & Preservation
• Risk & Mitigation Review
• Commissioning Dose Recipe & Instrumentation Setup
• Define Future State & Acceptance Signals
• Gap Analysis & Root Cause Hypotheses
• Lab Turnaround, Accreditation & QC
• Trial Scope, Deliverables & Timeline
• Decision & Formal Sign-off
• First Dosing Run Observation Plan

Start Here: Who Are We Working With?

• Please share your name, role, and the site location we'll be engaging with.
• Which best describes your facility? Options: Municipal water utility, Pulp & paper mill, Mining operation, Industrial manufacturer, Oil & gas facility, Chemical plant, Other
• Which of these chemistries do you currently use at this site (select all that apply)? Options: Caustic soda, Hydrochloric acid, Sulfuric acid, Sodium hypochlorite, Aluminum sulfate, Ferric chloride, Polymer flocculant, Specialty treatment chemical, Other
• Roughly how much of the primary chemical does this site consume per month? Options: <1 metric ton, 1–5 MT, 5–20 MT, 20–100 MT, >100 MT, Unsure
• Who are the day-to-day operational and procurement contacts we should coordinate with (name, role, email/phone)?

Are You Quietly Tolerating Risk?

• When was the last time a chemical delivery or product issue forced a last‑minute workaround, reduced production, or a safety escalation?
• How often do delivery, quality, or inventory problems occur at your site? Options: Weekly, Monthly, Quarterly, Rarely, Never
• Describe the most recent incident: what happened, how long it lasted, and the operational or regulatory impact.
• Who on your team is typically responsible for resolving these events and communicating up the chain? Options: Operations/Plant Engineer, Water Treatment Operator, Procurement, EHS, Maintenance, Site Manager, Other
• How do those experiences shape your current level of trust in your supplier(s)? Options: High trust — issues resolved quickly, Eroding trust — frequent fixes required, Actively seeking alternatives, Indifferent

When Chemistry Doesn't Behave

• How often does incoming chemistry force you to change dosing, re-test, or alter process setpoints? Options: Every delivery, Often, Occasionally, Rarely, Never
• What specific, measurable performance shifts do you observe when product quality varies (examples and typical magnitudes please)?
• Which product attributes are most critical for your process (select all that apply)? Options: Purity/concentration, Impurities/contaminants, Batch-to-batch consistency, Shelf stability/aging, Certificate of Analysis availability, Other
• How do you currently verify each delivery—onsite quick tests, internal lab, third-party lab, COA review, or just visual inspection? Options: Onsite titration/QA tests, Internal lab analysis, Third-party lab, COA review only, Inline sensor checks, No formal verification
• What acceptance limits or numeric tolerances would trigger rejection or corrective action for a shipment?

Who Actually Decides (and Who Gets Blamed)?

• If an unexpected product or delivery issue halted production, who has authority to stop work and who negotiates replacement supply?
• Please list the roles (and names if possible) that must approve a new supplier, pilot, or change in specification.
• How do you prioritize reliability versus price when selecting a chemical supplier? Options: Reliability is primary, Balanced trade-off, Price is primary, Depends on the chemical/process
• What is your typical procurement timeline to approve a new vendor or trial (from initial contact to signed agreement)? Options: <2 weeks, 2–6 weeks, 6–12 weeks, >12 weeks, Varies greatly
• Which people or functions must sign off on EHS documentation, site access, and delivery procedures? Options: EHS Manager, Plant Manager, Operations Lead, Procurement, Security, Maintenance, Other

What Would 'Done' Actually Look Like for You?

• If we ran a successful pilot and handed you a one‑page success memo, what would it explicitly say?
• Which KPIs or outcomes would convince you to scale to full contracted volume (select all that apply)? Options: Process performance improvement (e.g., lower dose), Delivery timeliness/availability, Zero safety incidents, Stable COA match rate, Lower total cost of ownership, Other
• Please specify the numeric targets, tolerances, or test results you need to see to call the trial a success.
• How long of a trial period and what percentage of your volume are you comfortable testing before full roll‑out? Options: 1–2 deliveries (initial qualification), 1 month / partial volume, 3 months, 6 months, Other
• Who will provide the final sign-off when those KPIs are met (role/title)? Options: Operations/Plant Engineer, Procurement, EHS, Plant Manager, Cross-functional committee

Operational Constraints That Break Promises

• What site constraints have surprised outside suppliers and caused a failed delivery or delayed onboarding?
• Which of these constraints apply right now at your site (select all that apply)? Options: Restricted driver access/times, Height or weight limits, No loading dock, No permanent bulk tank, Strict permit restrictions, Local road/truck limitations, Required site inductions, Other
• Describe your storage and handling setup: tank vs tote vs drums, who owns the storage, and what secondary containment is in place.
• Do you have tank instrumentation or level monitoring we can integrate for scheduled deliveries? Options: Yes — open protocol (API/Modbus/4-20mA), Yes — proprietary/limited access, No — manual gauge only, Unsure
• Are there permits, local approvals, or insurance requirements we must secure before first delivery? Options: Yes — please list required items, No, Unsure
• If there are permits or approvals, please list issuing authorities, typical lead times, and renewal cycles.
• What emergency response procedures should drivers and our crew follow at your site (contacts, muster points, neutralization capabilities)?

Trial & Validation: How Will You Judge Us?

• What would make you stop the trial early and immediately revert to your incumbent supplier?
• Which tests or acceptance checks must pass for each trial delivery (select all that apply)? Options: COA matches spec, Side-by-side process performance, Third-party lab confirmation, No contamination on visual inspection, Microbial limits, Other
• How do you prefer sampling and chain-of-custody to be handled during the trial? Options: Onsite sampling by our team, Supplier collects and provides COA, Third-party lab sampling and reporting, Joint sampling with signed COC
• How many deliveries and what sampling points are required before you’ll accept trial results as representative?
• Do you require certificates of analysis with each shipment and in what format or delivery method? Options: Yes — emailed PDF to designated contact, Yes — printed COA left with driver, Yes — uploaded to shared portal, No
• Who will document and own non-conformances during the trial—your QA, our team, or a joint team? Options: Plant QA owns, Supplier owns, Joint team manages, Other

Commercial Comfort: Pricing, Contracts, and Risk Sharing

• Would your procurement team accept a pricing model that transparently passes through feedstock/energy index moves, if accompanied by caps or collars? Options: Yes, Maybe with caps/collars, No, Need to discuss internally
• Which pricing structure do you prefer for multi‑month supply agreements? Options: Fixed price term, Index pass-through, Fixed with collar/cap, Spot with volume rebate, Other
• What contract length and minimum volumes are typical or acceptable for you? Options: 1 year, 2–3 years, Multi-year (>3 years), No long-term — purchase orders only, Other
• What payment terms and credit requirements do you expect? Options: Net 30, Net 45, Net 60, COD, Letter of credit, Other
• What contingency or service-level expectations do you require for missed deliveries, and are financial penalties expected?
• Which financial or insurance documents should we provide up front to accelerate contracting? Options: Certificate of Insurance, Credit references, Parent company guarantee, Audited financials, Other

Hidden Barriers: People, Politics, and Timing

• What is the one internal hurdle that routinely stalls supplier pilots or approvals here?
• Are there upcoming maintenance shutdowns, audits, regulatory inspections, or seasonal peaks we must avoid when scheduling a pilot? Options: Yes — please list windows, No, Unsure
• Does your fiscal-year, capital budget cycle, or headcount planning affect when pilots or contracts can start? Options: Yes — timing constraints apply, No, Unsure
• Which teams or individuals are likely to resist change and why (operations, EHS, procurement, unions, others)?
• Who are the informal influencers (names/roles) whose buy-in matters even if they don't sign approvals?
• Which approach helps you overcome internal resistance (select all that apply)? Options: Detailed performance data, Onsite demos and training, Executive briefing, Short, low-risk pilot, Joint risk-sharing terms, Other

What Would Make a Pilot Happen—Fast?

• What single thing would make you say 'Yes' to a pilot within the next 30 days?
• What immediate documents, approvals, or site access do we need to arrange to get started?
• Who should we schedule the onboarding visit with (name, role, typical availability)?
• What lead time do you need between agreement and the first delivery/onboarding visit? Options: <1 week, 1–2 weeks, 2–4 weeks, >4 weeks
• How would you like to receive updates during onboarding and the trial (select all that apply)? Options: Daily email summary, Real-time dashboard access, Weekly check-in calls, SMS alerts for exceptions, Onsite visits as needed, Other
• Are there any absolute deal-breakers or final concerns we should know before proposing concrete next steps?

Opening the Gate: Tell Us About Your Plant

• To start, what's your name, role, and the plant location we're discussing?
• Which processes at this site use the chemicals we're discussing (select all that apply) and roughly how frequently they consume product? Options: Cooling towers / HVAC, Wastewater treatment, Process water / boilers, Pulp & paper process, Mining leach or tailings, Oil & gas processing, Other (please specify)
• What specific products do you currently buy for those processes and your best estimate of monthly volumes by product?
• How are deliveries scheduled today? Options: Fixed cadence (weekly/biweekly/monthly), On-demand / ad hoc, Automated by tank-level telemetry, Triggered by operations request, Mixture of the above
• Who on your team feels the immediate impact when a delivery is late or a batch underperforms (names/roles)? Options: Plant/Process Engineer, Operations Supervisor, Water Treatment Operator, Procurement Manager, EHS/Safety Lead, Maintenance
• Tell us about a recent example when a product or delivery issue affected operations—what happened and what was the short-term fix?

Are You Settling for “Good Enough”?

• If I asked your team whether your current chemical supply and performance are truly reliable, what would the honest answer be? Options: We’re very confident, Mostly reliable with occasional issues, We tolerate frequent disruptions, We’re often scrambling
• What specific problems do you tolerate because switching or testing a new supplier feels too risky or costly?
• How often do these tolerated problems lead to measurable consequences (production loss, regulatory notice, customer complaint)? Options: Almost every month, A few times a year, Once a year, Rarely/never
• When an issue happens, what workarounds does your team put in place and how long do they typically last?
• On a scale from frustrated to resigned, how does this situation make your operations team feel? Options: Frustrated and urgent to fix, Concerned but managing, Resigned and used to it, Indifferent

What Keeps You Up at Night About Supply and Performance?

• If a single supply failure happened tomorrow, what would the worst plausible outcome be for your plant? Options: Short production interruption (<1 day), Multi-day shutdown, Regulatory/permit breach, Customer penalties or lost business, Environmental incident
• Have you experienced safety, environmental, or compliance incidents in the last 3 years tied to chemical storage, delivery, or quality? If yes, briefly describe. Options: No incidents, Yes — minor (near miss, small spill), Yes — moderate (reportable spill, short downtime), Yes — major (injury, regulatory action)
• How much buffer inventory do you carry (days of supply) for these chemicals, and how was that level chosen? Options: <3 days, 3–7 days, 8–14 days, >14 days
• How concerned are you about single-source dependency for any critical chemistry at this site? Options: Very concerned, Somewhat concerned, Neutral, Not concerned
• If supply reliability improved but price volatility remained, how would you weigh those outcomes? Options: Reliability is far more important, Both equally important, Price stability is more important, Depends on product

Who Really Owns This—and Who’s Watching?

• Name the stakeholders who will influence the final supplier decision and their primary concern (operations, procurement, EHS, finance, plant manager).
• What’s the formal approval path and timeline for a new chemical supplier at your organization? Options: Operations-led pilot then procurement signoff (30–90 days), Procurement majority with executive approval (>90 days), Technical committee signoff (60–120 days), Fast-track for critical needs (<30 days)
• Have you switched a primary chemical supplier in the past 5 years? What made that change possible—or why did you avoid switching? Options: Switched due to price, Switched due to performance, Switched due to delivery reliability, We tried but change stalled, No change attempted
• What approval thresholds matter (e.g., dollar value, product-criticality, environmental risk) and who must sign off at each level?
• How does procurement prefer to structure trials or qualification runs contractually (short-term purchase orders, conditional contracts, pilot agreements)? Options: Short P.O. with no contract, Pilot agreement with defined acceptance criteria, Conditional long-term contract, Other

If You Could Snap Your Fingers, What Would Success Feel Like?

• Describe the one outcome that would make you say the supplier change was a clear success—what observable result would you point to?
• Which metrics will prove value for you? (Select all that apply.) Options: Fewer unplanned shutdowns, Reduced chemical dosing rates, Lower total cost of ownership, Improved effluent quality, Fewer safety incidents, On-time delivery rate
• What target values or thresholds would you consider an acceptable pass for a trial (e.g., %, ppm, mg/L, delivery window)? Please be specific where possible.
• Beyond numbers, what would a successful relationship feel like for your team (responsiveness, technical partnership, trust)? Options: Highly responsive and proactive, Good responsiveness when needed, Transactional but reliable, Hands-off
• How long should a qualification/trial period be before you can confidently evaluate performance? Options: 2–4 weeks, 1–3 months, 3–6 months, 6+ months

What's the Real Barrier to Trying Something New?

• What is the single biggest reason your team would hesitate to start a new supplier trial right now? Options: Risk of process upset, Regulatory or permit concerns, Resource/time constraints, Internal approval complexity, No compelling reason to change
• What worries do your operators raise about integrating a new chemical (dosage changes, instrumentation, training, safety)?
• If we offered on-site technical support during the first deliveries, what tasks would you want them to prioritize? Options: Dosing set-up and tuning, Sampling and lab analysis, Operator training, Safety walkthrough and procedures, Logistics coordination
• How much internal time (hours/week) can your team realistically dedicate to managing a trial? Options: <2 hours/week, 2–5 hours/week, 5–10 hours/week, >10 hours/week
• What would make the trial feel acceptably low-risk to your EHS and operations teams?

Show Us the Site Reality: Storage, Access, and Constraints

• Describe your on-site storage for each product type (tank volumes, number of tanks, secondary containment).
• Which of the following describe delivery constraints we should plan for? Options: Limited driver access (time windows), Tight delivery routing inside plant, No overnight deliveries, Weight or lift limitations, Permitted delivery days only
• Do you have instrumentation for tank levels or remote telemetry today? If so, what provider/system and what data frequency? Options: No telemetry, Basic level sensors only, Integrated SCADA / API telemetry, Third-party tank monitoring service
• Are there permit, bunding, or local regulatory requirements for deliveries we should know about? Options: No special permits, Requires site-specific permit, Requires driver EHS induction, Other local rules
• Tell us about driver access and staging areas—any security, badging, escort, or PPE requirements?

How Will You Judge a Trial—Concrete Tests and Acceptance

• What lab or process tests will you run during the qualification deliveries to validate product performance? Options: pH/titration, Residual oxidant or active content, Turbidity/clarity, Polymer charge/efficiency, Other lab-specific assays
• Who signs the acceptance report at the end of a trial (roles and escalation path)?
• How frequently would you want certificates of analysis and shipment documentation delivered? Options: With every delivery, Weekly summary, On request only, Per contract terms
• What statistical or practical thresholds (e.g., % improvement, stability window, dosing reduction) will you use to call the trial a success?
• If the trial shows mixed results, what intermediate acceptance options would you consider (extended trial, scope adjustments, co-optimization)? Options: Extend trial with tweaks, Pilot on smaller volume, Co-run with incumbent product, End trial and re-evaluate

Commercial Comfort: Pricing, Contracts, and Contingency

• How does your organization prefer to handle price volatility for commodity chemicals? Options: Index pass-through (IHS/ICIS), Fixed price term, Hybrid (cap/floor), Spot purchases only
• What contract length and volume commitment levels are you comfortable discussing if performance and delivery meet expectations? Options: No contract (P.O. basis), 6–12 months, 1–3 years, 3+ years
• What SLAs or delivery performance guarantees are important to you (on-time window, fill rate, emergency response time)? Options: On-time window, Fill rate / % of demand met, Emergency 24/48-hour supply, Penalties for missed deliveries, Other
• What contingency needs matter most—backup supply, local stocking, cross-dock options, or dual-sourcing? Options: Local terminal backup, Dual-sourcing, Emergency drum or tote deliveries, Manufacturer holds safety stock
• Are there billing, credit, or procurement constraints we should prepare for (e.g., PO terms, supplier onboarding timeline)?

If We Move Forward, What Would Make This Easy?

• Who should be our operational point of contact and their preferred communication channel for delivery day coordination? Options: Operations Supervisor — phone, Procurement — email, Technical Lead — email/phone, EHS — portal
• What information or documentation do you need before the first delivery to sign off (MSDS, COA, transport plan, insurance)? Options: MSDS/SDS, Certificate of Analysis, Delivery risk assessment, Insurance/certificates, Driver training records
• Would you like a joint pre-trial checklist walkthrough (permit review, site access, on-site dosing setup) and who would attend? Options: Yes — operations & EHS, Yes — operations only, Yes — procurement & technical, No
• How do you prefer to receive ongoing operational updates and exception alerts during a trial (email, SMS, portal dashboard, weekly calls)? Options: Email, SMS/phone, Portal/dashboard, Weekly call
• Realistically, when could you be ready to start a qualification run if documentation and logistics are aligned? Options: Immediately, Within 2 weeks, 2–6 weeks, More than 6 weeks