The test drive. Though the term is derived from the car buying process, it can be extended to the purchasing of any high-cost, highly complex product–
you’ve got to try it out first-hand. That notion hasn’t been fully translated to the spray foam industry, where proportioning machines not only can cost as much as automobiles, but also can exhibit as much variability between units as cars do between different makes and models. Specifically, spray foam contractors are often faced with simply looking at a machine before they buy one, rather than actually spraying with one.
“Many times at a trade show, you have a static display,” said PMC Vice President Bill Hrynkiewicz. “However it’s much better when people can actually pull the trigger and see how the gun, hose, and proportioner operate.”