Surface disinfection is more than a commodity purchase — reps who understand chemistry, kill claims, contact times and workflow can help customers make smarter infection prevention decisions
By Paul Girouard
If you’re new to medical/surgical sales, surface disinfection can look straightforward.
But spend a little time with an infection preventionist, nurse or environmental services team and you will quickly discover there is a lot more to the category. For example:
- Which surfaces are being disinfected?
- What organisms does the product kill?
- How long does the surface need to remain wet?
- Is the disinfectant compatible with the equipment?
According to the Centers for Disease Control and Prevention (CDC), environmental cleaning and disinfection is one of its Core Infection Prevention and Control Practices for healthcare. The CDC recommends more frequent cleaning and disinfection of surfaces close to patients and those that are touched frequently. It also recommends selecting EPA-registered disinfectants with activity against pathogens likely to contaminate the patient-care environment.
Start with where the wipes are being used
Look at exam rooms, nursing stations, procedure areas, waiting areas and shared equipment. Blood pressure cuffs, exam tables, monitors, keyboards, carts, countertops and other frequently touched surfaces can all be part of the discussion. The CDC specifically calls attention to high-touch surfaces and shared medical equipment when facilities establish their cleaning protocols.
Then ask a few questions about the product that is being used. You may discover that the customer does not need a disinfectant solution. They may need different solutions for different applications.
Know what is in the wipe
Common healthcare disinfectant chemistries include quaternary ammonium compounds, alcohol, chlorine-based products, and hydrogen peroxide, among others. The CDC notes that disinfectants have different characteristics and are not necessarily interchangeable.
Know the active ingredients, where the manufacturer recommends using it, surface compatibility, and any limitations. Some formulations may offer advantages in speed or breadth of efficacy, while others can present challenges involving odor, residue, or compatibility with certain materials.
The CDC specifically lists broad-spectrum activity, rapid action, ease of use, low toxicity and material compatibility among the desirable characteristics of a disinfectant.
Understand kill claims and kill times
A kill claim tells you which organisms a product has demonstrated effectiveness against under the conditions on its EPA-approved label. The CDC recommends choosing an EPA-registered disinfectant with microbiocidal activity against the pathogens most likely to contaminate the healthcare environment.
The surface needs to remain wet for the contact time specified on the product label. The CDC notes that some EPA-registered disinfectants have contact times as short as one to three minutes and emphasizes that users must follow applicable label instructions.
Think about what that means in the real world.
If a busy practice turns exam rooms quickly, will staff consistently keep the surface wet for the required time? How many wipes are required to accomplish that? A fast contact time that fits the customer’s workflow can potentially be much more meaningful than simply comparing the cost of one wipe to another.
Sell the process
Understand where products are being used. Compare formulations. Learn the kill claims. Understand contact times. Look at surface compatibility and workflow. Then bring in your manufacturer for any additional clinical help.
The CDC recommends involving infection prevention, environmental services, materials management, and other stakeholders when evaluating cleaning and disinfection products, considering factors including contact time, effectiveness, health risks, staff acceptance, training requirements, and compatibility with equipment.
Asking why your customer uses surface disinfection, where they use it, how they use it is a pretty good roadmap for a sales rep, too.
That is how you turn a cannister of wipes into a much bigger infection prevention conversation.
And … don’t forget to wash your hands.
Key Takeaways
- Surface disinfection is more complex than it appears, and reps should understand where products are used, which surfaces are involved and the customer’s specific needs.
- Different disinfectant chemistries have different strengths, limitations and compatibility considerations, making product knowledge essential.
- Kill claims and contact times matter because a disinfectant is only effective when used according to its EPA-approved label and the required wet contact time fits the customer’s workflow.
- The best sales conversations focus on the entire disinfection process, involving infection prevention and other stakeholders to match products with clinical, operational and equipment needs.