“We don't want to simply sell customers products,” Moorehead says. “We want to understand their biggest pain points and bring together the right chemistry, expertise and solutions to help them solve those problems.” BEYOND THE PRODUCT This approach reflects a shift in how organizations evaluate cleaning programs. Rather than focusing exclusively on the purchase price of a chemical, customers are increasingly considering what Charlotte Products calls the “Total Cost of Clean.” Labour, training, equipment, productivity, compliance and the effectiveness of the cleaning process all contribute to the overall cost. A product that appears less expensive upfront may not deliver the same value if it requires more labour, additional resources or repeated applications. For Charlotte Products, helping customers assess the broader picture means looking beyond the formulation itself. Product development begins with understanding the operational problem. The company’s research and development team works with customers and commercial teams to identify inefficiencies and establish what a better solution would require. Chemists then develop and test formulations against relevant performance criteria, considering factors such as stability, surface and packaging compatibility, regulatory requirements, certification and efficacy testing. Hazloc Room at Charlotte Products 70 OCT 2026 | BUSINESS ELITE CANADA
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