Odor Control Part II:
Common Treatment Techniques
By Joe Sipowicz

In the October issue of Auto Laundry News, we discussed the important role fragrance plays in our everyday lives. More importantly, we pointed out how offensive malodors can be and the lengths consumers will go to to rid themselves of nasty smells in their environment. This month, our discussion focuses on solutions to the problem.

TREATMENT TECHNIQUES
The most important factor in effective odor removal and control is to first identify the cause and source of the odor and remove it. If you can't remove the source of the odor, all you are doing is masking or covering it up. Chances are, the odor will return sooner, rather than later.

Once the source has been identified and removed, you proceed to the next step, which includes several options, each of which has a specific application. If used improperly or in the wrong
situation, desired results will not be achieved.

1. Absorbents - These are generally solid materials such as baking soda or activated charcoal. They work by capturing and holding the odor on the surface of the compound. They are used where odor molecules are airborne or are gasses and pass through a filter, chamber, or confined space such as an air duct where they can come in contact with the absorbent medium.

2. Neutralization - This process implies a balance or equalizing, where a chemical is added that neutralizes an offensive odor. Neutralization is effective against chemical odors such as chlorine and various acids. As an example, sodium bicarbonate and water will effectively neutralize odors from an acid spill.

3. Oxidation - This process involves a chemical reaction where oxygen combines with another substance and basically burns up odor-causing molecules. Some common examples are ozone, peroxide, and bleach. These can be very effective in eliminating odors caused by organic decomposition. Some experts suggest using oxidation to remove skunk odor.

4. Biocides - This process involves the application of chemicals or light to kill or inhibit the growth microorganisms that are causing the offending odor. These odors are normally the result of decomposition or fermentation of organic matter. A common by-product is ammonia. Biocides are effective against odors caused by mold, mildew, and other unsanitary situations.

5. Digestion - This process uses genetically engineered bacteria and/or enzymes to actually consume the odor-causing materials. This method is widely used in port-a-potties.

6. Counteractant - This process uses various procedures that work to counteract or replace existing offensive odors. Some complex odors, such as smoke, respond well to counteraction. This can include spraying and fogging.

7. Masking or Pairing - Some claim that this is just covering up the existing bad odor with a more acceptable odor. It could well be the case, but this same effect can also occur in some of the other processes.

There are multiple definitions for different terms that are applied to deodorization. No one seems to agree on what qualifies as an odor counteractant or neutralizer. Chemists at many companies would not be interviewed or had "no comment" answers to many questions asked. Like all detail chemicals, the claims seem to flow freely, but scientific data are much harder to come by.

Most detailers want a deodorizer that solves all of their odor problems. Unfortunately, with odor control, one product doesn't do it all. Different odors require different types of products and treatment.
What is really needed is training, so end-users know which products to purchase and how to effectively use them. What detailers and their customers really want is a good result. To get that, users have to know what they are doing.

• Look for companies and individuals that can give you good information on odor-control and -removal products.

• Deal with people who have experience. It's one thing to talk about a chemical - it's another to actually have used it in actual situations.

• Does the manufacturer have a free technical-support hotline?

• Are the products guaranteed to perform as advertised?

• Realize that people and companies have different levels of skill. We may all work in the detail field, but some are apprentices and others are masters. There is a difference, too, with knowledge about odor control.

The sales of automotive-deodorization products and services are increasing, but so is the responsibility. If you do deodorization work, you have to perform at an acceptable level or you will have unhappy and lost customers.

There are a lot of new companies getting into the deodorization market, offering an array of products. To separate the good from the bad, you need to realize that odor control is very subjective and is not an exact science. Odor counteractants and neutralizers are the new buzzwords, and are tossed around rather loosely. But the real proof is in the performance. Most deodorizers leave a fragrance behind, but the real test is what happens in 15 to 30 minutes when the fragrance wears off. If the odor comes back, either the deodorizer didn't neutralize anything, or it was only temporary, not permanent. Products should alter the molecular structure and shape of the odor molecule so it is no longer a problem.

There are no easy answers in odor control. On the other hand, the simple cleaning and shampooing detailers perform go a long way toward eliminating odors and preventing many odors from returning. However, there needs to be more emphasis on thorough cleaning procedures to eliminate the source of odors. The typical shampooing and then vacuuming can be a major source of odor by leaving dirt and shampoo residue in carpets and upholstery. You simply must use an extractor. Detailers can create more of a problem than a solution because of the cleaning chemicals that leave a sticky residue behind, which ends up attracting soil more quickly when not extracted.

Some odors can be prevented by treatment with solutions that kill germs and bacteria. However, this can be a touchy subject - the EPA requires chemical companies to do a lot of testing before they can claim a product kills germs. This process can take three years or more, and limits new developments in the area of odor control because the markets aren't that big and most of the players are small businesses like detailers and janitors. Some manufacturers sell deodorizers that are actually disinfectants, but they can't advertise them as such.

Due to regulatory costs and requirements, there are few new developments in this field in the USA. However, there is a new odor-control product being developed in Australia by Whitely Manufacturing. It's a natural product that is extracted from trees and is effective against mold, mildew, and urine. It's especially interesting because it's non-toxic and has a residual effect that lasts up to three months.
Some odor eliminators sell in the $25 to $30 per gallon range. The value to motorists is elimination of the odor problem. For them, cost is not the major issue. What most detailers fail to understand is the opportunity that problem solving creates for the sales of services such as odor elimination. Once customers recognize you as an expert, they will keep coming back for additional solutions for all their car-care problems - as long as you make yourself available.

MASKING AGENTS
Masking agents work by superimposing a stronger fragrance that dominates the sense of smell. Many such products use alcohol as a carrier, which actually deadens the nerves in the nose. But these products tend to dry out quickly and lose their effectiveness.

The best approach to selling masking agents is to sell the fragrance the customer likes. This can include sprays, powders, stick-ups and blocks. This can be high-profit service or item, but are generally low-volume, compared to your basic detail services.

BIOLOGICAL ODOR ELIMINATORS
There are books on this subject, and the process is well-documented. There is nothing really new, except that these types of products are gaining wider use in a variety of different applications, including detailing. For example, it has been discovered that powders are stronger than many liquids. With powders, you have the ability to vary the strength of the concentration. When you purchase a liquid enzyme, the concentration is already determined before the product arrives. With powders, if you need a stronger product, you can mix it that way.

To sort out the claims made by suppliers, get references. Ask questions and do not believe everything they tell you. Determine what your actual need is before buying a product. Are you buying to eliminate a dead-fish smell, urine, vomit, spoiled milk, etc?

Always ask for a demonstration. A good salesperson will accept the challenge. Make the salesperson use the product on the worst odors to see if it works. You don't have to saturate the surface because the odor neutralizer goes where the odors are and encapsulates them.

Bacteria and enzymes are often confused. Enzymes are protein molecules, not living organisms. They are catalysts for change. Bacteria are living organisms. Enzymes break down waste and bacteria consume it.
Primary uses for such products are septic tanks, restrooms, dog kennels, floor drains, grease traps, and to remove urine and other such odors from carpets, upholstery, etc.

Liquids are still popular because they are easy to apply. Often they are prepackaged and no mixing is required. There is good information available to those who want to know more on the subject of
odor control using bacteria and enzymes. You just have to ask for it from the right suppliers.

Odor control is a good market for detailers. There are plenty of opportunities to make deodorization a part of a complete service package that includes your detail. The real money in our business is developing long-term service relationships with your customers, not doing one detail and hoping the customer will come back.

There will be a continuing demand for deodorization products, and more sophisticated buyers. There will be few detailers providing service in this area and the ones who do will make a lot of money.

BOTTOM LINE
Adequate products are already available on the market to handle a wide variety of deodorization needs. The key is knowing what type of odor you're dealing with and which products will do the best job. Most products are task-specific. Sometimes you have to try several things to determine what will work in a specific situation. There are a lot of variable factors, and it's not always a simple issue to figure out.

With or without factual data, odor control will continue to be a need for the motorist and provide a profit center for detailers. Every inquiry, question, or concern is an opportunity to further establish in customers' minds that you are the right person for them to call when they have a detailing or cosmetic auto-maintenance-related issue that needs to be dealt with. Don't let even one opportunity slip away because you fail to fully understand that long-term profitable relationships can start with a simple question to which you have a well-informed answer.

Joe Sipowicz is technical services manager at Portland, OR-based Detail Plus. He has been involved in the detailing industry for nearly 20 years both as an owner/operator of detailing centers and as a manufacturer. Joe has written on the subject of auto detailing for over 10 years. He can be contacted at joe@detailplus.com.