Sales Training 101 Sales Training 101 2016 Prepared by Louise Nesbitt
Sales Training 101 Objectives of Sales Training : 1. To communicate the re-launch program 2. To highlight the importance of the EcoSafe Washer to the Alsco business 3. To refocus and re-educate the sales team on the Ecosafe Washer 4. To introduce CRC to the sales team to assist with our in market efforts 01. 5. To provide the sales team with an incentive campaign to focus on the Ecosafe Washer here
Sales Training 101 Re-launch program here 1. Training & testing 2. Service kits 3. Service spot checks 4. Communication of issues 5. Machine stickers & technical service phone number 01. 6. Catalogues 7. Joint sales visits with CRC Staff 8. Demo nights run by CRC 9. Identify tradeshows and exhibit 10. Sales campaigns, promotions and advertising 11. Current customers and databases
Sales Training 101 What is the Ecosafe Washer? It’s a safe, easy to use water -based parts cleaner o It can be used in nearly every industry which deals with the cleaning of machine parts o It uses a non- toxic chemical “Ozzy Juice” to clean the parts o 01. It uses microbes that produce enzymes to break down the waste o It is a truly amazing product that has revolutionized parts washers o
Sales Training 101 How does it work? The basics P Heated fluid flows through the nozzle into the tub P Grease and oil are washed from the parts and flow through the filter 01. P The filter is key, it traps particles down to 50 microns and contains microbes that product enzymes to eat the grease and oil P Leaving you with clean parts and literally no waste
Sales Training 101 How does it work? technically It works on a process called bioremediation: o The use of biological agents, such as microbes or plants to remove or neutralize contaminants 01. o The Ozzy Mat releases microbes into the Ecosafe Washer system o The microbes produce enzymes that break down or “eat” the grease, oil and other organic products in the Ozzy Juice and turn those contaminants into harmless carbon dioxide and water – evaporation o This bioremediation process leaves the Ozzy Juice clean and strong for every use The fluid cleans the parts the microbes clean the fluid
Sales Training 101 It’s as simple as 1. 2. 3 1. Ecosafe Washer equipment 2. Ozzy Juice degreasing solution 3. Ozzy Mat, a microbe impregnated particle trap 01. IT’S AS EASY AS Merging these three products creates one amazing parts washing system 123
Sales Training 101 Technical specifications : Heavy duty HDPE construction o Pump 1135 litres/hour o Flow control timer o Thermostat o 01. Load capacity 180kg o Holds 60 litres of fluid o Fluid level sensor o 4 transport wheels o Runs on 240v power outlet o Safety Data Sheets available o
Sales Training 101 Why we love it : P Environmentally friendly P WHS compliant P EPA compliant P Non-toxic P Safe for staff P Solvent free P It’s warm 01. P Kind on skin P Non-allergenic P No waste disposal P Non-flammable P Non-corrosive P Wheel it anywhere P Cleans the toughest grease and oil P Easy to use P Serviced weekly P No capital outlay
Sales Training 101 Thinking of compliance? As a business, under WHS legislation you are obliged to provide : o Safe premises 01. o Safe machinery and materials o Safe systems of work o Information, instruction, training and supervision o A suitable working environment and facilities Making the Ecosafe Washer the perfect choice when thinking of compliance
Sales Training 101 Thinking of compliance? The EPA have strict guidelines when it comes to industrial waste and large fines apply : o Waste oils are described industrial wastes. o They include: o used engine (sump) oil o gear oil o differential oil o automatic transmission fluid 01. o brake fluid o Solvent waste o Prior to collection by a contractor they must be o securely stored in good quality bulk tanks or 200 litre drums o be in an enclosed area o Preferably be under a roof, or on spill containment pallets o They must never be tipped down stormwater drains or sewers, tipped on to soil or burnt The Ecosafe Washer removes the need for all of the above and complies with all EPA guidelines.
Sales Training 101 Cold hard facts: Health risk working with solvents : Long term effects Short term effects o o liver damage fatigue o o brain damage depression o o kidney damage confusion o o impotence memory loss o o dermatitis numbness o o cancer loss of sense of smell
Sales Training 101 Let’s care for our environment : Taking one ‘open drum’ solvent based parts washer out of commission is o like taking up to 10 cars off the road Solvent cleaners produce toxic waste that is harmful to the environment o The Ecosafe Washer eliminates or dramatically reduces waste streams o The Ecosafe Washer eliminates the expense of hazardous waste removal o and associated liabilities The Ecosafe Washer complies with EPA regulations o The EPA recommends changing from solvent based parts washers to a o aqueous based parts washer like the Ecosafe Washer
Sales Training 101 The Market Potential Parts Cleaners are “Must Haves” for any business that needs to clean grease, oil or o other contaminants from parts There are an estimated 120,000 parts washers in use around Australia in a broad o section of industries, majority of these would use toxic chemicals Industries to target 01. Food manufacturing & processing o Bicycle shops o Auto repair o Marine services o Dairy companies o General manufacturing o Mining o Bottling companies o Auto repair o Aviation (maintenance machinery only) o Defence Forces o
Sales Training 101 Who to target in an organisation : Health and safety manager o Environmental officer o 01. Department manager o Business owner o Maintenance manager o
Sales Training 101 How to pitch to the : Health and Safety Manager o Significantly reduces on site Health and Safety risks o Including: o Fire risk 01. o Staff health issues short and long term o Complies with WHS legislation o No fear of expensive fines o No need for disposal of hazardous waste o Ecosafe Washer exceed all air quality regulations
Sales Training 101 How to pitch to the : Environmental Officer o Environmentally friendly water based system o No waste disposal o Non -flammable o Non toxic o Non allergenic 01. o Complies with EPA regulations o No need for EPA manifesting o EPA recommends this type of parts washer o No fear of expensive fines o No need for disposal of hazardous waste o Ecosafe Washer exceed all air quality regulations o Cleaner greener way to wash parts
Sales Training 101 How to pitch : Owner, Department or Maintenance Manager o Cost effective o No capital outlay o Serviced weekly o Complies with EPA and WHS regulations o No need for staff to spend hours on maintenance o Provides a safer work place 01. o Less staff sickness o Better staff morale o Can market that they use a green parts washer o No expensive disposal of waste o No fear of expensive fines o Environmentally friendly
Sales Training 101 How many parts washers does a business need? o It is important not to undersell the number of parts washers to a business o If an Ecosafe parts washer is overloaded, it will effect the performance of the machine and in-turn we will have an unhappy customer o We suggest 1 x Ecosafe Washer to every 4-5 mechanics at a normal 01. workshop o In an industrial situation we suggest 1 x Ecosafe Washer to 6-7 engineers
Sales Training 101 What types of products would not be suitable? o Printer Inks o Adhesives o Paints 01. o Aircraft components (ground support ok) o Metal processing o Cable manufacturers (hi concentration of copper) o Electronic industry o Mass transit or trucks???
Sales Training 101 Other random points to remember : o The juice starts of clear but will turn dark brown, this is normal and the discolouration is from the dye’s in the oil o As this is a rental and service option, the EcoSafe Washer that is installed may be a pre-loved unit, make sure the customer is aware of this o The EcoSafe Washer has to be turned on most of the time to keep the juice 01. warm o It can be unplugged overnight or to move it around, but must be re-plugged prior to the juice losing too much heat o The customer needs to understand that the EcoSafe Washer is for cleaning parts NOT dumping oil. Dumping oil WILL significantly impact the performance of the EcoSafe Washer
Sales Training 101 Cost comparison Alsco Rental Monthly Outright Purchase & EcoSafe Washer Charge Maintenance EcoSafe Washer 3year $200.00 $3200 Upfront = $89 mth period Ozzy Juice Initial Fill 60 Litres $0.00 $122.16 / Annually Ozzy Juice Top Up $15.27 a $0.00 $25.45 It’s a no litre, 8 Litres per month brainer Filters – 4 pack $69.85 $0.00 $69.85 01. De-Sludge $450 Once a year Included $37.50 General cleaning weekly Included $10.00 and upkeep by staff General Breakdowns Included $10.00 Total Monthly Cost over $200.00 $363.96 3 Years Cost to maintain a solvent based parts washer for a small to medium size end user is $200.00 per month* * Based on customer feedback from CRC, does not include purchase price of the machine
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