The other day on the ICS board a guy was asking about selling the Cimex / Encap system to his existing customers. Here was his concern: “Many customers ask me if I have one of those big truck mounted steam cleaning sucking machines. I say "yes I do" It is one of their prerequisites (at least in their mind).”

Here is the reply I gave him...

When custys ask if you have one of those big truck mounted steam cleaning sucking machines - you could still say "yes I do".

And then you would add... and we have also added a NEW cleaning system that in many cases performs even better on commercial carpeting.

Go on to explain how the big truck mounted steam cleaning sucking machine works GREAT on a residential carpet where there's plenty of airflow. But it has limitations on a commercial glue down carpet where there is limited airflow. Explain how this leads to wicking, recurring spills, rapid resoiling, etc (familiar problems they've experienced in a commercial setting).

Then you could relate to the client how the entire industry is quickly becoming aware of the benefits of the Encap system for commercial carpet. You might even name a few of the BIG mills who are using and/or recommending various forms of encapsulation.

Position yourself as a cleaning company who is offering the most up-to-date and appropriate systems for taking care of their commercial carpet.

Then you might add something like this... Of course if you still want the big truck mounted steam cleaning sucking machine I have it available. But I think you'll like this new approach to commercial carpet care even better. Why not give it a try this time and see what you think.

You might also consider doing a side-by-side demo for them, so that they can choose the method that looks best. A demo is a great way to show the customer what they can expect with the cleaning process.

Another suggestion would be to direct them to the Cleanfax article about encapsulation http://www.cleanfax.com/article.asp?indexid=6634103 I wrote this article from the perspective of sharing it with your clients. And the marketing flyer is also a helpful tool to explain what sets the Cimex/Releasit system in a position to FIX THEIR PROBLEMS http://www.excellent-supply.com/Commercial_Carpet_Care_System.pdf

And of course you can always contact me and I'll be happy to share additional thoughts with you - 727-821-2020. I'm always happy to talk about this cleaning system and marketing, etc.





Rick Gelinas

your one heck of a salesman Rick

great advice & great forum

thanx a million --- Derek.

Luckily,we have had no problem with using e-cap on
commercial.We market ourselves as the professionals,
do a complete walk through of the facility with the
manager,educating/selling ourselves as we go.

My guys are SO HAPPY not dragging hoses up stairs,
around halls,etc. Plus the results are fabulous.

I would perfer them not to know what were using as far as the Chem & type of machine! Then all they have to do is buy a machine & do their own maint. & where would this leave us cleaners.

Gary

I sell "Clean". Not a system or machine. I don't ask, and they don't tell me what to use.

I charge $xx.xx for a satisfactory job, they like and pay me, or don't like it and don't pay me.

As I see it, I cannot, and will not have a customer tell me what system, technique or chemical to use. I am the professional, not them.

I don't tell a plumber, lawyer or doctor what to do. Same thing here.

Gary