JanSan Distributor Sales Course #1

Selling Clean Floors

Double Bucket and Microfiber Mopping Tools

There is a complete difference between how an operator uses conventional tools and methods and that of a double bucket system with flat mop. The operator will feel awkward and uncomfortable, including you. To effectively instruct on this system you must first master the skill of a technician and this can only be accomplished by routine practice.

Select one of your “B” accounts/clients and offer to mop a major portion of one of the technician’s task areas for an afternoon or evening. You are doing a personal test on the effectiveness of the system and need to use their facility to do so. As the instructor of a “mopping class”, you first will need to be able to work these tools without thought of what and/or how you are doing the task. The time to learn these skills is when you are by yourself where your own blunders will not cost you or your distributorship revenue.

Tip #1 - Launder Microfiber Prior To UseWhat the manufactures never tell you is that you must always launder the microfiber pads prior to any use, be that a presentation for the client or first time use by the client.

The reason is that during manufacturing the material has been woven very tightly and the laundering process will let the material relax. Should you not do this, the pad will positively streak the floor.

Tip #2 -Dirty Baseboards Are Caused By Dirty MopsDirty baseboards are a great indication of bad equipment and/or procedures. You can address both issues with the flat microfiber mop pad and tools.

Be sure to flip the mop pad up against the baseboard to start your instruction. (More in-depth information later in the course.) floor.

Tip #3 - Know Your CustomersProper use of microfiber flat mops and double bucket systems can be an adjustment for some people. As an example, left handed users may initially find these systems awkward to operate.

Be prepared to advise individual users on the best ways to hold mop handles and operate double bucket wringers.

Need – Use - CloseEvery double bucket system has different features of the product. However, in principal they all work the same. These units are the “Poor Man’s” autoscrubber. They have a clean water tank, a dirty water tank, agitation and recovery. The big difference is that they are only a tenth the cost and the automatic part is, the Technician operating the tools.

So let’s walk through the Need, Use and Close for these very affective types of floor cleaning systems.

Researching The Need Does the client really need these tools and why?

Have you observed their procedures and reminded them of what they are doing?

Have you taken pictures of their dirty baseboards, corners and edges?

Do you know how many mop buckets they have and in what condition they are?

(Wheels sticking, broken wringers, etc.)

Are their current mops are dirty, smelly and rotting?

Do they have a large stock of mops on the shelf?

Is it just a mop bucket or a cleaning cart?

Who is using the tools?

Researching The NeedMany of the answers to these questions can be found out as you take a client through the Reward Zone (RZ) when you are working to identify if they can be rewarded points for having progressive tools and procedures. Pictures taken at this time can be used as powerful influencers later when it comes time to show decision makers the reality of the situation. Document them in the RZ for later use.

It is not wise to attempt an instruction session with one or a group, until you have acquired the skills to do so. Have you done your practicing? Are you comfortable enough you can get all the steps right, in sequence and not think about them?

Have you done your practice? It is not wise to attempt an instruction session with one or a group, until you have acquired the skills to do so.

So, before you make a presentation, ask yourself, “Are you comfortable enough you can get all the steps right, in sequence and not think about them?”

Remember - You will be talking to the client/s and will not want to stop to think about what you are doing and where you are at in the process. Mopping floors with a mop, of any kind, is perceived as a simple process. If you do not make it appear so, you will be carrying it home without so much as a thank you for coming and then carrying this experience on to the next client.

Demonstrating The ToolsDo not try to use all of the information you have found and logged on the RZ right away. During the first few minutes of the instruction session you want to first be sure that everyone is on the same page with you. Begin the presentation with an outline of what you are going to show them and how these steps relate to what some of their issues are. This will impart a certain degree of pain for the client because you will be making them aware of how poor their current methods and systems really are. They must agree that what they have is producing these “less than positive” results. I will caution and encourage you to use as few and/or as many examples as the situation allows.

Demonstrating The ToolsThis process is where you have to set the tone of the instruction. Now it is time to lessen the amount of pain that the client/s is feeling. It is key to not let this go too long or be too severe. However, if you do not include this step there is no common ground for the need of what you are explaining, no matter how relevant you might believe it is. Never start to explain or show your “features and benefits” until you have agreement on these issues.

As you move through the explanations of your double bucket and flat mopping program, be sure to speak to the steps in sequence. This is important as the client is learning a completely new operation for something they give absolutely no thought to. Mopping is considered by almost everyone as something that anyone can do and there is no need to have “Mopping 101” class.

Demonstrating The Tools Explain that the dirty water side only has about an inch of “water only” put in

the bottom to start. (Grey or red buckets works great for people to have structure, grey is dirty water – red is hazardous)

Cleaning solution of the desired chemical mix is put in the other bucket and filled until full. (Green or blue buckets work best here)

Before using the buckets, instruct on the correct use of the adjustable mop handle and that the handle should be extended only to reach the technician’s chin when standing straight. This will allow for the tech to stand in a more upright position while working. Use both style handles and show the difference between the standard 60” handle and the one properly adjusted.

The “spin and drop” technique of the mop handle and frame is one that should be mastered prior to an instruction session. Have the client repeat this process several times before moving to the buckets. It is best to let the individual mop a section of floor with the flat mop tool and while they relax, you should do the wringing of the mop pad as they watch.

Demonstrating The Tools Once they can get the “spin and drop” down and are comfortable

with the figure 8 motion and using the mopping tool, then move them to the use of the buckets.

The technician must put the mop in their dominate hand, but not in the fashion they are used to. They must grab it close to the mop holder, not in the middle of the handle.

The handle must be more horizontal when the pad is in the wringer, not in the vertical position they are used to.

Dip – Not Plunge, the mop pad into the red/grey bucket. This is the dirty water or rinse bucket where the dirt and debris will fall out of the microfiber. These is no need for continuous plunging of the mop pad as is normally done. This is a hard habit to break.

Demonstrating The Tools

Once the mop pad has been rinsed, wring it out with one press of the roller wringer.

Directly dip-not plunge, the pad into the cleaning solution and let drain off.

Return to the roller wringer and press out the excess cleaning solution. This step will deposit fresh water into the dirty water in this bucket, thus diluting it and providing the rinsing solution for the next trip back with a dirty pad.

Demonstrating The Tools

There will be NO positive results if the tech does not understand and follow these steps. Remember, you are dealing with people and they are individuals who are primarily “action” people. They need to be part of the operation in order to understand. This is not done by watching you. Show once, explain twice and give the handle to them. As they flounder to operate the tools, correct issues as they go. If you have a group, it is always better if you ask them what the technician did right, first, then what did they do wrong.

Always support what the tech did right! The “wrong” is always obvious to everyone, however you want the tech to take ownership of the tools and this only comes with success. Reinforce that which is right and correct the rest.

Demonstrating The Tools

While the tools are being used by the techs, you can explain away the previous pain by the identifying the features and benefits of your process. Mopping is a process and not followed correctly, it will fail to produce the results for which the mopping task was first put into place. When autoscrubbers are not the right piece of equipment or the cost is too much, don’t discount, ADJUST!

Demonstrating The Tools

Double bucket, flat mopping systems are great tools to reprogram a client’s methods and move them forward to bigger, better programs later. However, there has to be buy in by the user. Your ability to use the tools without hesitation is a key part, but only a part. Your knowledge of the tools is a key part, but only a part. The price, availability, quality of the product are key parts, but still are only parts. During the instruction time you must always remain mindful that you are selling/instructing people, not the tools.

Closing the SessionThere is no better time to set up your next call with the client than when you are about to close a presentation on what is in front of them. When closing a session on double bucket, flat mopping systems there are several options you can look to setting up.

The RZ will give you an outline of them. Using your monthly chart will also help you outline the next steps. As you are coming to the close of this presentation, you might very well talk about microfiber dust mopping tools, neutral floor chemicals, gym floor programs, finish programs and the list goes on.

Refer back to the RZ repeatedly, either in your mind or actually with the client.

Closing the SessionAs each client is different getting the client to help you set up your next call is a key part and this is the best time to get that buy in.

This also helps when you are trying to make a close on the sale. During this time, you have given the client a bit of a breather away from the buckets and mopping tools to relax.

Every person on the planet needs a bit of breathing room. This will also give them time to think about just how many units they need, can they afford them at the time or what ones are going to replace worn out buckets.

Closing the SessionThe point is, you never know what they are thinking and giving them time to work that out is going to help you have a bigger reward and profit before you leave.

If there are multiple individuals at the presentation, be sure to ask and truly find out if everyone is on board with the system you have just instructed on.

If someone is uncomfortable, or doesn’t get it, then you have lost profit and will not see the reward you are after and that is going to multiply at your next session.

Closing the SessionRemember Removing pain=better profits for the client, technicians, DSR and distributor.

The complete process of a successful session is to achieve this result.

Additionally, you have now succeeded in the main goal and that is selling clean floors – the best result of all.

Be sure to watch the course companion video.

Question #1What is the first step taken by the DSR before instructing/demonstrating clients on microfiber mopping tools?

A. Assemble tools.B. Know the features and benefits.C. Have literature to leave with the client.D. Lauder the microfiber several times before demo.

Question #2

When using the RZ, the DSR should;

A. Log where the mopping tools are stored.

B. Take pictures of the mopping tools and log.

C. Take the clients word for the condition of the tools.

Question #3Before going to an instruction session the DSR should;

A. Bring donuts and drinks for everyone at the presentation.B. Ask questions about the true need of the tools being shown

and take pictures of examples.C. Find out the age of the operators and management as well

as experience levels.

Question #4During the explanation of the tools, the DSR must;

A. Make sure there are just enough issues brought up that the client is painfully aware of their current issues.

B. Show examples as reminders and common ground as to the need the operation needs the tools being presented.

C. Be aware of when they have made the point and are ready to show the client how to remove the issues.

D. All of the above.

Question #5When instructing “Mopping 101”, be sure to;

A. Explain and utilize the figure 8 method of using the mopping tool and show the reason.

B. Let the client have fun mopping the floor while talking with the other users.

C. Give the mop handle to the client and come back after taking a call.

Question #6When filling the buckets one should;

A. Fill both to the same level with water, then add chemical to both.

B. Not be concerned which one is dirty water bucket or cleaning solution bucket.

C. Fill only the green/blue bucket with cleaning solution.

Question #7When closing the instruction session, the DSR must;

A. Go for the close of the sale while the client is using the system and ask for the order

B. Hand everyone a piece of literature and suggest they go sit down and talk over the specs of the items.

C. Review the results and performance the tools versus the system currently in place being sure to remind them of the pain they had and how this will remove the issues.

Question #8Upon closing the session, the DSR will;

A. Have a client who knows the DSR has an understanding of both their needs and their cleaning tools.

B. Have a client who will be at ease about any decision made.C. Have a client who is confident that there will be

measurable results.D. Have the opportunity to set up their next visit based on

information and results of this instructional session.