Rain Soft

distributor

opens in

New Ulm

By GUY PRIEL

Journal Staff Writer

NEW ULM -- World Marketing Alliance and H & R Marketing, located at 15 S. Minnesota St., entered the competitive water-conditioning market in New Ulm approximately 1 1/2 years go.

The company, owned by Charles and Kim Hanson, is the local distributor for Rain Soft water softeners. It sells, installs, and services a full-line of water softening supplies for homes and businesses.

It also supplies bottled water to local convenience stores, delivers water-softening salt, and sells water coolers designed to hold large bottles of water.

Telemarketers contact potential buyers.

"We have a phone room on site," Hanson said. "The room is staffed with workers who set appointments, describe the system, and explain our procedure to potential customers."

After residents have been contacted and scheduled, employees will go to the house or business, test the water, and provide an estimate on the cost of installation.

"There is really no set price, because the systems are tailored to meet the needs of our customers," Hanson said. "Needs vary by household and are also determined by the number of people using the system."

The business opened in August 1999 .

Hanson worked for a few years in the Mankato office when he decided to take a chance and open his own business in New Ulm. He bought the business with the help of his father-in-law Keith Rolloff.

"There is a high demand for systems like this because there is always a need for improvement of water quality," Hanson said. "Our bottled water has been really popular, as well. It's a fairly new product."

The company gives away bottles of its water at fairs and home shows, which is a draw for potential customers, he said.

Since opening the office in New Ulm, the customer base doubled. It has also become the No. 5 office in the region, and employ the No. 1 sales representative in the region. The region covers everything west of the Mississippi, putting it in competition with large western cities, Hanson said.

The New Ulm office provides services to Brown, Redwood, Renville, McLeod, and Watonwan counties.

"The type of unit installed depends on the needs of the customer," Hanson said. "We test the water to see if a system is even needed. Then we calculate the number of people."

Systems come complete with a lifetime guarantee and are high quality, which Hanson says sets them apart in the industry.

The office employs about 12 people working as installers, technicians, office help and selling agents.

"County fairs always work well for us," Hanson said. "We have signed up a lot of customers that way because of our reverse osmosis bottled water."

Some type of gift is given to residents of homes where the system is demonstrated, whether or not a unit is bought. It's just one way of thanking customers for their time, he said.

Approximately 50 percent of all demonstrations lead to a sale.

"Once people realize the potential for saving money, they are hooked," Hanson said. "The system basically sells itself."

The company also helps with community service efforts by providing water for walks, runs, and other events. They also help with fund-raising efforts to develop a name in the community, Hanson said.

"We are not strictly a telemarketing firm," he said. "People call us if they are interested, and we also do service for as long as the people own the unit."