Most commercial and industrial business owners and facilities managers are aware of the problems caused by hard water. These can range from clogged pipes to inefficient boilers to premature hot water equipment failure. What they may not always know is the impact of hard water on the lifespan of plumbing infrastructure, energy use and the environment.

Selecting the right pretreatment solution is the first step commercial and industrial users can take to help reduce scale, extend the life of their equipment, reduce maintenance costs and promote consistent production. Let's take a closer look at the challenges your customers may be facing as a result of hard water and how these can be addressed with today's advanced soft water solutions.

The challenge: The "hidden" costs of hard water

One of the setbacks of having hard water is energy inefficiency. The impact of hard water hits heavily on energy use and associated maintenance costs. Hot water heaters, boilers and plumbing equipment must be maintained to keep a commercial building running at peak performance and profitability. Hard water contains dissolved rock that accumulates on heating elements and the internal surfaces of boilers, causing a scale buildup and impairing efficiency. Scale buildup reduces the equipment's ability to heat surrounding water, causing it to consume more energy, thus raising utility costs.

According to the American Society of Plumbing Engineers (ASPE), 1/16 inch of scale can increase energy consumption by 11 percent. Similarly, the Water Quality Research Council (WQRC) found that soft water can reduce water heating costs by up to 24 percent.

Hard water can also hinder equipment performance or require equipment replacement. The lifespan of hardness scaled equipment is shortened due to high failure rates and the need for expensive repairs or even costly replacement. Periodic blowdowns are often used to salvage equipment by flushing impurities to the drain and replacement water must be added to the boiler, causing a waste of water, energy and chemicals.

Maintaining the quality and performance of high-cost equipment is a priority for all of your commercial and industrial customers. Utilizing a water softening system can actually prevent hard water residue and corrosion from building up on equipment. Reducing scale buildup can also decrease maintenance downtime and ensure there are fewer unexpected performance issues. Today's advanced water softening systems can be easily integrated into your customers' existing plumbing, so there is no need for expensive redesign or contact work.

Also, hard water adds to environmental waste. Commercial businesses, such as restaurants, hotels, laundromats, car washes and others, that run on hard water must use more chemicals and detergents to match the cleaning results achieved when using softened water. For every grain of water hardness, detergent use increases 2 to 4 percent per 1,000 gallons of water used. Aside from increased detergent costs, hard water means that more wastewater and impurities are transported to the sewer and ultimately the environment. Commercial businesses that want to "go green" need to "get soft" with their water.

Hard savings with soft water

As a dealer, you can educate your customers on just how easy it is to minimize the problems associated with hard water by installing a water softener, which reduces the scale-forming or hardness ions calcium and magnesium. With a water softening system in place, customers can help prevent scale buildup and overheating of hot water using equipment. The following are other key benefits of using soft water:

• Cost savings: Using soft water saves money on equipment replacement and service, electric and gas utilities and detergent/chemical use. For example, in a typical commercial establishment like a restaurant that uses hard water, it costs $810 per month to heat the water (based on $27 per day to heat 2,900 gallons). Water softening can save as much as 30 percent in energy — a cost savings of $243 per month, adding up to more than $2,916 savings annually. Softened water also saves detergent and chemical costs. For example, water softeners can save up to 35 percent on detergent and up to 25 percent less downtime for equipment maintenance repairs. Finally, softer water helps extend equipment lifespan, meaning less scrap disposal.
• Going even "greener": Aside from consuming less energy, soap and scrap, commercial and industrial establishments can also benefit from the option to reclaim salt and further minimize environmental waste. Some water softeners offer a brine reclaim system which recycles a portion of regeneration salt and water. This is an environmentally friendly and cost-saving feature that helps save money by reclaiming, then re-using, some of the salt consumed during regeneration.

Selecting the ideal water softening system

To begin the transition to soft water, facilities should start with a professional water analysis and site survey to determine their water hardness or other potential water problems. As their local dealer, you can inform customers of the water conditions specific to their region and recommend a solution that's tailored to their unique needs.

Dealers can also collect and analyze a water sample to help assess whether a soft water treatment system would be beneficial to a particular business. If the company has an existing water softener, the dealer technician can also do an inspection to ensure it is working effectively. This professional can also conduct an audit of current water consuming equipment to determine operating conditions and energy consumption.

If your customer's needs warrant a water softener, they'll be looking to you as the dealer to recommend the best option to fit the unique needs to the facility. While water treatment technologies are similar among manufacturers, your customers will be best served by one that offers comprehensive service plans that include regular preventive maintenance, including filter change outs and salt delivery programs.

For example, today's advanced water softening systems are not only extremely efficient but they can help your customers achieve accelerated return on investment — while offering a host product options ensuring total customization. Modern features include:

• Sensors that adjust to influent water conditions and signal the need for regeneration based on resin bed exhaustion and controls the duration of the regeneration cycle. As a result, customers are able to reduce operating costs and accelerate return on investment through significant water and salt savings.
• Monitoring equipment to ensure continuous equipment performance as well as alert users to maintenance needs, helping to reduce labor costs associated with monitoring and maintaining the system.
• Telemetry options so users can connect the system via landline or cellular phone to qualified service technicians, meaning the system can be monitored centrally and serviced locally.

Soft water means hard savings. Reduced equipment replacement, maintenance, detergent usage and labor costs all add up to operational savings, a better customer experience and more repeat business — leading to increased revenue. Many water softening systems and technologies are available to address the specific requirements of your customers, who will be seeking out qualified, local dealers to ensure the best product recommendation.

Edward Orvidas is a strategic account manager at Culligan International. Previously, he spent seven years in field sales with Betz in the industrial water treatment chemical market. He also has 18 years of water equipment purification experience in a variety of roles with Arrowhead Industrial Water, U.S. Filter and Siemens. Mr. Orvidas can be reached at Ed.Orvidas@culligan.com.