BY CAMERON STUART DRUG TESTING BUSINESS SUCCESS
“VOLUME” &
EFFECT FOR DRUG & ALCOHOL TESTING
When it comes to random drug and alcohol testing programs, “volume” is a key consideration for the customer and the service provider.
In
simple terms, volume of drug and alcohol testing means how many tests will be conducted in a
defined period of time. It is fair to say the majority of
customers and even some drug testing providers don’t know where to start when seeking to reach a figure for test volume. After all, there is not a one size fits all step-by-step guide since customer characteristics vary. Te goal of a workplace drug and
alcohol testing program should be one of the first questions asked of a new lead or prospective customer. Are they required to conduct drug
and/or alcohol testing due to some regulatory requirement such as DOT? Or do they want to “tick the compliance box” for minimal cost? Perhaps they want to optimise the deterrent effect that
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accompanies a well-structured random testing program? When customers check off the
compliance box, that is my way of categorizing customers who conduct testing to comply with contractual, legislative or other regulatory testing. Tey are probably not the most sought-aſter customers in our industry. Te reality of compliance seeking customers is they tend to select low testing volumes and prefer lower quality testing products. Tey just want to meet their needs for minimal cost. Nevertheless they are a key part of our marketplace and appear to make up a considerable part of it. At the other end of the scale we have
those employers who are more serious about safety and managing the risks of drugs and alcohol in their workplace. Tey oſten opt for high-test volume and, in many
cases, prefer to use quality drug testing equipment with higher levels of detection capability. Tese are the customers likely most sought aſter for growth of your drug and alcohol testing business. A lot of small- to medium- sized customers are great for stability and steady growth but the larger ones, or in this case test at high volumes, are exciting. It is important to ask yourself, “What
is my default position when a new lead or customer asks for advice about testing volume?” Te sales person inside all of us may dictate we recommend the highest volume you think the customer may accept. However, what about the issues of sustainable, tolerable testing volumes? It may be best for customers and testing providers if any recommendations are based upon testing volumes that are a win/ win for everyone involved.
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