Blendco distributor training-selling, understanding, and ... Distributor Training Guide.pdf ·...

Blendco distributor training- selling, understanding, and servicing Blendco products

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B L E N D C O SYSTEMS

Agenda

� Introductions/goals of training

� Training kickoff-

� Who is Blendco

� Detergent basics

� SuperSat basics


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� SuperSat basics

� Cost Analysis

� Selling Skills

� Protectants

� Troubleshooting

� What do you still want to know?

About Blendco Systems

� Blendco Systems is headquartered in Bristol, PA

� Barton Lockhart founded the company more than 40 years ago

� JBH 1970

� BlendCo 1992

� Blendco Systems LLC 1998

� Blendco Systems 2010


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� In mid 1990’s developed and patented the first SuperSat systems

� Accelerated growth followed as word quickly spread of the new invention

� In 2009, Blendco Systems became a wholly owned subsidiary of DuBois Chemicals, a leader in sustainable cleaning solutions since 1920.

� In 2011:

� We touch the customer through our distributors with support given by our Regional Managers and Field Tech Service Reps

Blendco is the fastest growing detergent company in the USand is one of the top 5 industry leaders.

Major Product Areas

� SuperSat® Detergent System

• Two part mixing system (Powder and Liquid) that combine automatically to create a custom detergent

� SuperSat® Liquid Alkaline Detergent System

• Two part mixing system (Liquid and Liquid) that combine automatically


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• Two part mixing system (Liquid and Liquid) that combine automatically to create a custom detergent

� Red Rhino® Protectants

• Blendco’s line of protectants, polishes, and auxiliary car care products

� Blendco Formulated Products

• Formulated detergents similar to many other competitors

Manufacturing and Distribution Facilities

Blendco World HeadquartersBristol Pa.R&D


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R&DEquipment ManufacturingCustomer ServiceRegional Distribution Center

Mfg. & Distribution CenterSharonville, OH

Regional Staff

C.Steve LudmanNortheast Regional Sales Mgr.Holtwood, [email protected]: (717) 371-1536

Dan FultonWestern Regional Sales Mgr.Eugene, [email protected]: (541) 968-7181

Wesley OsborneRockies Regional Sales Mgr. Gilbert, [email protected]

Brent Lee AndersonMidwest Regional Sales Mgr.Monticello, [email protected]: (763) 567-3324


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Carey PetersonSoutheast Regional Sales Mgr.Atlanta, [email protected]: (770) 480-7366

[email protected]: (480) 292-1641

Jerry VickersWest Tunnel Sales Mgr.Ft. Worth, [email protected]: (817) 879-8691

Jon EberleSouthwest Regional Sales Mgr.Bedford, [email protected]: (405) 640-5368

Stuart HulseyEastern Tunnel Sales Mgr. Lawrenceville, [email protected]: (770) 318-4518

Malcolm ActonInternational Technical Service ManagerGlenview, [email protected]: (847) 682-7684

Steve Arnovick National Sales Mgr.Salt Lake City, [email protected]: (801) 560-9685

Blendco Agents

� 70+ distributors Nationally employing more than 400 tech service reps

� Regional Managers

� Steve Arnovick- National Sales Manager

� Steve Ludman- Northeast Region

� Carey Petersen- Southeast Region

� Brent Lee Anderson- Midwest Region


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� Brent Lee Anderson- Midwest Region

� Jon Eberle- Southwest Region

� Dan Fulton - Western Region

� Wesley Osborne- Rockies Region

� Stuart Hulsey- East Tunnel

� Jerry Vickers- West Tunnel

� Tech service Reps

� Mike Maurizi- National

� Michael Horger- National

� Malcolm Acton- International

Detergents Explained

� Blendco develops and patents creative systems for:

1. Improved Cleaning

2. Unsurpassed Cost Effectiveness

3. Differentiation from Competitors

4. And MANY other benefits…


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4. And MANY other benefits…

� BEFORE we can get into all the details of our systems we first need to provide background on how detergents are made and what their limitations are.

To make a great carwash detergent, combine alkaline builders with surfactants:

1. 2.


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Inorganic Alkaline Builders Organic Surfactants

80% 20%

PROBLEM: Ingredients are incompatible above 18% (even with couplers added)

Detergent Basics – What a builder and surfactant do

� Inorganic Alkaline Builders: Provides the real power in a detergent

• Source of alkalinity

• Water Softener

• Soil Suspender

• Corrosion Inhibitor


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• Corrosion Inhibitor

• pH Buffer

� Organic Surfactants: Provides cleaning, foaming and color

• Foamer

• Wetting Agent

• Solvent

• Emulsifier

• Cleaner

Typical Liquid Detergent

PROBLEMS:

• Bulky - drums create storage and handling problems

STANDARD55-GALLON DRUM

WATER80 %


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problems

• Expensive - water adds packaging and shipping costs

• “Hyper-concentrates” contain less water, but trade off cleaning power-higher in surfactants lower in alkaline builders

LIQUID DETERGENT80 %

COUPLERS

SURFACTANTS

ALKALINE BUILDERS

We’ve overcome the limitations of conventional powders and liquids -That’s the SuperSat® advantage.

� SuperSat overcomes the problems of conventional detergents by using an alkaline and surfactant component


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� The two-component system uses absolutely no fillers (water or otherwise).

� You never mix or measure, because our systems’ make the highest quality detergents for you automatically.

How does Blendco do it?Where it comes together

Custom Detergents

• Here’s where it all comes together: either in your soap tank, or directlyinjected in the washing process.

• The dual eductor valve combines the


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• The dual eductor valve combines the

alkaline builder solution with thesurfactant in the proper ratio tomake a great detergent.

• The dual valve contains removableorifice tips so you can customize thedetergent blend.

• In direct inject applications the alkali and surfactant are combined using a “direct injection rig”.

Make the SuperSat® advantage your advantage

Limitations of Traditional Detergents

� Added water or fillers

� High cost of liquid detergents

� Bulk of liquids

SuperSat Advantages

� No added water or fillers

� Substantially lower costs at equal activity

� Less bulky compared to 18%


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� Bulk of liquids

� Measuring and mixing of powders

� Incompatible ingredients

� Less bulky compared to 18% concentrates

� Absolutely no measuring or mixing

� Highly active ingredients are combined with your water at the wash - and only the best proven ingredients are used

SuperSat unit explained

� Chemicals have saturation point in water

� Saturation point is a constant- providing a predictable strength at given dilutions

� At the saturation point the solution gets cloudy

� The SuperSat unit utilizes equipment to exploit this saturated solution concept to automatically solubilize a powder into a liquid


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automatically solubilize a powder into a liquid

� Stage 1: Powder is added to the system- the system spins water over the powder at the tank bottom and strengthens the solution

� Stage 2: The solution begins to reach saturation point and gets cloudy as it approaches saturation

� Stage 3:The solution becomes saturated blocking light from a source from reaching a receptor

� Stage 4: The wash draws from the mix tank to make a detergent outside of the mix tank, water replaces the saturated solution and gradually clears the solution and triggers the motor to spin until saturated

� Stage 5: Repeat stage 1 when the powder “bed” gets low.

How do SuperSat® costs compare?

Powder Surfactant55 lbs 15 lbs=$146 =$54


LIQUID DETERGENT

SUPERSAT


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WATER

82 %

18% DETERGENT

WATER

82 %

18% DETERGENT

COST: $200 COST: $483 OR MORE

At equivalent activity levels and comparable quality, SuperSat saves substantially over a standard 55-gallon drum of liquid

detergent!

72 LBS ACTIVE

INGREDIENTS

How do SuperSat L.A. costs compare?

L.A. Advanced SuperSat Surfactant6 gallons 15 lbs=$ 180 =$54


LIQUID DETERGENT

SuperSat L.A.L.A.


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WATER

82 %

18% DETERGENT

WATER

82 %

18% DETERGENT

COST: $234 COST: $483 OR MORE

At equivalent activity levels and comparable quality, SuperSat L.A. saves substantially over a standard 55-gallon drum of liquid

detergent!

72 LBS ACTIVE

INGREDIENTS

SuperSat L.A. Process

� SuperSat L.A. is a new product and equipment solution for marketing at a wide variety of vehicle washes- but it is basically a liquid SuperSat!

� SuperSat L.A. Overview

• Two part liquid process

• Liquid Alkaline Detergent available in 5 and 30 gallon containers

• >1800 drops strong (possible by separation from


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One dilution tank serves all functions at a carwash

• >1800 drops strong (possible by separation from surfactant)

• Liquid Surfactant available in 6 gallon pails

• Wide variety of colors, fragrances and applications

• SuperSat L.A. system dilutes alkali to usable concentration

• Involves small dilution tank with venturi proportioner

• Necessary for direct injection

• Needed for appropriate adjustment

• Dilute alkali combines with surfactant using a variety of methods

• Direct inject rig

• Dual inductor

SuperSat L.A. Process

SuperSat L.A. Advantages

� Long Lasting

• 30 gallons of SuperSat L.A. products washes 3600 cars vs industry average of 1200

• Three times the strength in the drum= less changeover and/or less service visits

� Cost Effectiveness

• SuperSat L.A. costs about 25%-35% less than the cost of formulated products


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• SuperSat L.A. costs about 25%-35% less than the cost of formulated products

• Separating the alkali and surfactant allows us to cut freight and packaging costs

� Differentiated

• Two component concentrate mixing is unique to shipping a high water formulation

• Unique approach makes comparisons by low end sellers difficult

� Easy to use

• Easy to install and monitor is a good fit for customers looking for a less complicated approach vs SuperSat

• Over the phone serviceability is easy given many options to remedy problems

SuperSat L.A. Process- Recommended Settings

Soap Tank Alkalinity (drops)

Alkalinity Drops Surfactant Flow

Rate

Alkalinity Drops Surfactant Flow

Rate

High Pressure Detergent 15 30 cc/6gal 1-2 2cc/6gal

Presoak 15-20 150 cc/6 gal 20 low pressure

4 medium

pressure

150 cc/6 gallons

low pressure

Tire Cleaner 30-40 300 cc/6 gal 30-40 300 cc/6 gal


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Foam Brush (any color) 5-8 80 cc/6 gal 40-50 80 cc/6 gal

Automatic Presoak 10-20 22 cc/6 gal 10-20 22 cc/ 6gal

Automatic Tire and Wheel 30-50 300 cc/6 gal 30-50 300 cc/6 gal

Full Service Prep 50-80 30 cc/6 gal 2-4 3 cc/ 6gal

Full Service Presoak Touchless 10-20 22 cc/ 6 gal 10-20 22 cc/ 6gal

Full Service Presoak Touch 2-4 100 cc/6 gal 2-4 100 cc/6gal

Full Service Tire and Wheel 70-80 300 cc/6gal 70-80 300 cc/6gal

SuperSat L.A. should be used at lower alkalinities compared to SuperSatto more closely reflect strengths of competing products

LED SuperSat® Unit

� Patent Pending• Two new patents pending on LED

(Light Emitting Diode) related technology

� LED Overview• LED driven light source and receptor


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• LED driven light source and receptor• Integrated electronic float• Solid state electronics and

adjustments• Main function indicator lights• New drum design

These changes put us “light years” ahead in technology!

LED SuperSat® Unit

LED Overview• LED driven light source and receptor• Integrated electronic float• Solid state electronics and adjustments• Main function indicator lights• New drum design


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LED SuperSat® Unit

LED Advantages

� Reliability

• Solid state circuit

• Long life LED vs bulb life of fluorescent

• Solid state relays

� Accuracy

• Solid state design is exactingly accurate


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• Solid state design is exactingly accurate

• Wavelength specific light reading leads to more exacting titrations

� Marketability

• Look and feel of the unit has marketing pizzazz (“laser unit”, LED unit, Real drum and lid, fit and finish all reflect a technological product).

• Reliability, serviceability advantages noted here all make this an easier sell to customers.

� Serviceability

• Indicator lights indicate major functional component status

• Easy replacement of any and all functional components and overnight shipping of replacement parts (if ever necessary)

• Non-moving float eliminates float related problems

• Setting and adjusting the unit are a breeze

• Backup devices built in for easy over the phone problem avoidance

LED SuperSat® Unit

LED Basics

� Fine Adjustment

• Comes pre-set at factory for 420-460 alkalinity

• Variable resistor allows further tweaking- turn clockwise for more mixing (counterclock for less)

� Re-calibration

• Units can be set in clear water as follows:

1. Place LED lance under clear water in a bucket and interrupt beam


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1. Place LED lance under clear water in a bucket and interrupt beam

2. Look at calibration board indicator light on printed circuit board…should go from red to off after 5 seconds

3. If Red- turn master calibration resistor ¼ turn to right and redo step 1.- continue until light is off. If green turn ¼ turn counterclockwise following same procedure until light is off.

4. Once indicator is off in clear water turn variable resistor to 1:00 position.

� Hints

• Unit cycles up to strength, so easy on the adjustments

• New tank startups can emit bubbles that stick to eyes- lifting lid will release air bubbles and decrease the time to determine tank strength

• Most units are sent factory correct- so best to leave it if you can’t wait to test

• Remember- the light bulb is for effect so if this burns out the unit still mixes to the same strength

LED SuperSat® Unit

Variable

Backup Float

hookup


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Variable

Resistor

Master

Calibration

Resistor

Calibration

indicator light

Cost Comparisons and Calculations

� Any distributor representative needs to know how to do cost comparisons vs. competitors.

� Blendco uses cost calculators to help make this process easy. These cost calculators are located in your distributor guide under the Pricing section.

These conversions allow you to determine virtually any cost situation you will need:


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•1 ml = 1cc

•1 oz- 29.57 ml

•1 gal = 128 oz

•1 gal = 3785 cc/ml

•128 oz = 1 gal

•32 oz = 1 quart

•4 quarts= 1 gallon

How many cars can a box of HPH wash assuming 1.5 gallons per car at 20 alkalinity?

How many cars can one pail of SS Presoak 2000 wash at 10 cc per car?


� Example: Customer is using CSI advantage on Coleman/Hanna tunnel

� To do this you need to know the following about the current detergent:

• Amount of detergent used 2 arches: 4 ounces per car

• Alkalinity being applied: 8 drops alkalinity

• Cost per gallon: $8.20/gallon

• $8.20/gallon/ 128 ounces per gallon = .064/ounce * 4 ounces/car = $.26/car


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• $8.20/gallon/ 128 ounces per gallon = .064/ounce * 4 ounces/car = $.26/car

� SuperSat HPH and SuperSat Presoak 2000 setup at 8 alkalinity and 8 cc/car of surfactant (assuming 2 gallons/car presoak)

• 8 alkalinity is .045 cents/gallon * 2 gallons = .072/gallon (Refer to S.S. Alkaline Cost Calculator)

• 8 cc of S.S. Presoak 2000 is .066/car (Refer to S.S. Surfactant Cost Calculator)

• .07 + .07 = $.14/car

� SuperSat setup at 16 alkalinity and 10 cc/car of surfactant (assuming 2 gallons/car presoak)

• 16 alkalinity is .07/gallon * 2 gals = .14/car

• 10 cc of T.C. Cherry Presoak is .08/car

• .14 + .08 = $.22/car

See cost calculators products to determine cost/gallon and cost/car


� Blendco highly recommends documenting all qualities, costs and settings before an install and after an install.

� Customers forget over time about:

� The quality improvements you made with their approval

� The costs before, show before, etc.

� The SuperSat/Blendco benefits- don’t assume they remember


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� These letters set expectations and serve as a baseline for why we did what we did

pH vs Alkalinity

� If you looked at the pH vs the alkalinity of a given detergent sample and diluted in half see that the pH does not change consistent with the concentration as does alkalinity

Conc. 10% 5% 2.5% 1.25% .625% .312% .15% .075%

pH 12.70 12.65 12.60 12.36 12.10 11.80 11.50 11.26

Alkalinity 360 180 90 47 24 12 5 3

Soda Machine Analogy of pH and Alkalinity:


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Soda Machine Analogy of pH and Alkalinity:

If you are facing the soda machine and looking at 5 different types of soda.

- pH is like the flavor of soda. It describes the nature of what is inside the can.

- Alkalinity is how many sodas are behind the door that will come out for $1.00.

Both are important, but once you decide on a Coke and the fact that you are going to spend $1.00, what becomes important is how many sodas you get for $1.00...1/4,1/3,1/2,1, 2, 3, 4, 5, etc. the number tells you whether $1.00 is a good deal or not.

The above illustrates that alkalinity is the best measure of the quantity of soap present vs. other approaches.

SuperSat is not just about saving $, more often it is about quality improvements

� Blendco Says

• “SuperSat offers a significant savings over the cost of competitive detergents”

• “SuperSat offers an opportunity to achieve higher levels of cleaning”

• “SuperSat offers an opportunity to achieve lower costs at a given level of cleaning”

� Customers Say


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• “I have switched from Blue Coral to Blendco and…am so pleased with the results that I made the decision to switch to the self serve”

• “Estimated cost is 6%…it cleans better than anywhere I have ever washed”

• “Is it cheap, NO. But with very few exceptions it is the most trouble free system at the wash”

• “I have been using SuperSat for about 1 year now with good results, however my soap costs went up”

All of these statements can be true- your cost and performancedepend on settings and contain tradeoffs

Blendco Secrets Revealed

� Why does SuperSat clean so well?

1. These products can be used at the same cost as another detergent at up to twice the quantity of the chemicals that perform the cleaning processes

2. Years of industry experience and testing have led us to ideal product formulations

3. Most liquid combinations have to reject key ingredients because of their stability shortfalls, Blendco avoids total system compatibility issues by having a two component system.


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system.

Component RR-

1) Component RR: In a comparison of soil removal it exhibits the highest soil removal in a formulated system. On a cost effectiveness basis compared to substitutes, it is half the cost.

2) BUT- solubility is only 11% in an aqueous solution at a pH of Y, and further has reversion tendencies to become compound Z after 30 days.

Implications: The low solubility will make this solution hard to formulate in a system stressed by other essential ingredients, forcing the manufacturer to use only small amounts or use costly substitutes.

This is not fully understood by our competitors as to why we outperform them

SuperSat® /Red Rhino® products review

� The SuperSat system make the following types of detergents:� Tunnel

• High Ph Presoak• Prep Detergent• Wheel Cleaner• Mitter detergent• Tri color detergent• Tire Cleaner

� Automatic


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� Automatic• Presoak (Red, White, or Yellow foam)• Tire and Wheel Cleaner• High Pressure Detergent

� Self Service• Presoak (Red, Purple, White)• High Pressure Detergent• Foam Brush (Red, White, Blue, Pink)• Tire Cleaner (Yellow or Orange)• Bug Remover (Purple)• Wheel Cleaner (Orange)

� A two component system is not needed for Acid detergents or Protectants because the chemical nature of these products allows them to be highly concentrated.

SuperSat® program summary

� Blendco does not sell the SuperSat tanks

� The tanks are leased to the distributor and loaned/leased to the operator for $25/yr.

� Each tank requires a signed loan agreement from the customer stating that they:


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� Know they don’t own it

� They can’t use products other than Blendco’s in it

� They can’t move or destroy it without our prior permission

� Each SuperSat unit has a unique serial number located under the handle

� Distributors are responsible for enforcing:

� Violations of the patent

� Violations of the loan agreement

SuperSat® L.A. program summary

� Blendco does not sell the SuperSat L.A. tanks

� The tanks are leased to the distributor for a one time $20 and loaned to the operator.

� Each tank requires a signed loan agreement from the customer stating that they:


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� Know they don’t own it

� They can’t use products other than Blendco’s in it

� They can’t move or destroy it without our prior permission

� Each SuperSat L.A. unit has a unique serial number located under the handle

� Distributors are responsible for ensuring that only Blendco products are used in these systems

How well do you understand our system?

How well can you describe our process? Do you answer these questions in your pitch?

� Why two products?Because that way we send the products in a concentrated “family” group with no water or fillers. If combined

you would need to add water.

� Why does it save money?100% active vs. best case 15% activity saves plant handling costs, plant storage costs, packaging costs,

shipment costs, distributor handling, no need for expensive couplers (help chemicals stay mixed).


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� Sounds complicated response?It isn’t, two products come together the system does the rest and we set it up for you.

� Who else uses it?SuperSat and other Blendco products are fast taking off and have put Blendco in a place of market leadership as the fastest growing detergent company in the Country and is one of the top 5 largest detergent suppliers.

� What will it do for my business?It will allow you to:

1) Clean better- whether we are talking a self service wash (particularly tire and wheel cleaner, presoak, and high pressure detergent), or automatics (a better presoak for more satisfied customers), or a tunnel wash for less prepping.

2) Better show- in self service this means brighter colors and fragrances at a good value, on an automatic you will cover the windows with foam and fragrance and on a tunnel you can add color and fragrance to stages normally reserved for white foam- boring!

3) Save money- SuperSat is a better value at equal strengths compared to virtually any detergent!

Settings Made Simple

� We have what we call “System Settings” sheets to make the installation of these products easier

� SuperSat L.A. System Settings

� SuperSat System Settings

� Formulated products Usage Recommendations

� Example: for analysis made simple:

� How would you set up the following Self Service Car Wash products?

� Using SuperSat Red Presoak with Fragrance


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The Distributor Guide Has All Your Answers!

� Using SuperSat Red Presoak with Fragrance

� Alkalinity Tip ____

� Surfactant Tip _____

� High Pressure Detergent using T.C. HP

� Alkalinity Tip _____

� Surfactant Tip ____

� High pressure Clearcoat Protectant using Clearcoat Protectant

� Clearcoat Tip ____

12.5 Principles of Sales Greatness by Jeffrey Gitomer

� Climbing the ladder of success? Which way are you headed?

Hint: The secret to climbing up is to put your heart into your work

Hint: The rule of: “The More, The More”…Love it or leave it. The more you love it the more you will sell. The more you prepare for the sale, the more you will sell. The more you believe it, the more you will sell.


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more you believe it, the more you will sell.

18.5 Secrets of Success

1. Believe you can: Have the mental posture for success. Believe you are capable of achieving it.

- Too many salespeople look outside (for the money they can make) rather than inside (for the money they can earn).

2. Create the environment: The right home and work environment will encourage you. Supportive spouse, family members, and co-workers will make the road to success a smooth ride.


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success a smooth ride.

3. Have the right associations: Hang around the right people. Other successful people. Network where their best customers and prospects go. Join the right associations. Stay away from poison people.

4. Expose yourself to what’s new: If your not learning every day- your competition is. How much time do you spend each day learning something new?

5. Plan for the day: Since you don’t know on which day success will occur, you’d better be ready every day. Prepare with education. Plan with goals. Are your plans in front of your face every day?


6. Become valuable: The more valuable you become the more the marketplace will reward you. Become known as a resource, not a salesperson. Your value is linked to your knowledge.

7. Have the answers your prospects and customers need: The more you can solve problems, the easier path you will have to sales success. Prospects don’t want facts, they want answers.


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8. Recognize Opportunity: Stay alert for the situations that can create success opportunities. The little known key is to get and maintain a positive attitude.

9. Take advantage of opportunity: First recognize it. Second, act on it. Opportunity is elusive. It exists all over the place, but very few see it.

10. Take responsibility: We all blame others to a degree. Blame is tied to success in reverse proportion. Successful people take responsibility for everything they do AND everything that happens to them.


11. Take Action: Just do it!

12. Make Mistakes: The best teacher is failure

13. Willing to risk: No risk no reward

14. Keep your eyes on the prize: Post your goals stay focused on your dreams.

15. Balance Yourself: Your physical, spiritual, and emotional health are vital to your success.


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15. Balance Yourself: Your physical, spiritual, and emotional health are vital to your success.

16. Invest, don’t spend: There should be a 10-20% gap between earning and spending.

17. Stick at it until you win: Most people fail because they quit too soon. Make a plan AND a commitment to see the plan through.

18. Develop and maintain a positive attitude: Many make it to the top with irreversible cynicism. Positive attitudes make achieving success much easier.

19. Ignore idiots and zealots: Also known as pukers, these people will try to rain on your parade. Avoid them at all costs.

The victory, we call success goes to the best prepared, self believing, right associated, self taught, responsible person, who sees the opportunity, and is willing to take the risk to seize it.

Selling SuperSat

Step 1: Explain your company its offerings. Part of this will be to highlight access to our unique systems and product line.Explain the process and its key benefits

Better Value• Not shipping water• Twice the quality at same cost• Or…lower costs

More Adjustability• Adjust strength independent of show- no other detergent can do this.• Adjustments allow for wider range of settings.

Smaller Package Size• Save room in equipment room


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• Save room in equipment room• 50 lb containers easy to lift, move, transfer, and store

Increased Business• Better show- bright colors, strong fragrances, good foam• Better cleaning- touchless automatics that work!

Step 2: Test current wash location

Titrate all detergents• Show comparison of strengths

• Tire cleaner 10 drops vs our 40 dropFlow test waxes and detergents on big hitter products

• This will show current cost/carWrite a letter detailing impact

• Depends on situation (see example letter)

Step 3: Convince to give a trial via the SuperSat Challenge program- see program details later in presentation

Offer to put a system on for 1 month free of charge• If not completely happy you take it out and return to old detergents and waxes

Common Mistakes

� Standard Blendco settings don’t always meet customer objectives

� May cost too much

� May not foam/smell/have bright color to meet expectation

� It’s important to note strengths prior to install and consider settings that meet customer expectations in cost, quality, show.

� There are not “set” usages for alkali or surfactant.


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� There are not “set” usages for alkali or surfactant.

� Don’t use hot water in tank

� Don’t allow water to be turned off- tape, tie wrap, remove handle whatever it takes to keep on.

� Push tips all the way in

� Be sure tips match application (don’t put alkali line on surfactant side)

� Check Water hardness and spot free quality

� If injecting alkali and surfactant together use alkali at 200 drops or less

The Blendco Product Line

� The Blendco product line is too long to list completely here, but if its used in a car wash and is comprised of chemicals, we probably make it…

• Fragrances- oil based

• Carpet Shampoo (Winter/Summer)

• Spot Remover (Winter/Summer)


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• Spot Remover (Winter/Summer)

• Laundry Detergent

• Tire Dressing (oil and water based)

• Vinyl Dressing

• Window Water repellants

• Formulated products of all kinds…

� See Blendco’s full product line in the Product Guide included in your Distributor Book

Protectant Offerings

� There are several categories of protectants

� Oil based- show a bead effect when used- low cost.

• Example: Showoff wax, Cherry Spray Wax

� Polymer based- bead using polymer technology similar to most modern paste waxes

• Example: Durashield, Red Rhino Wax, Clearcoat Protectant, Rhino Sheen


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• Example: Durashield, Red Rhino Wax, Clearcoat Protectant, Rhino Sheen Clearcoat Protectant

� Carnauba based- typically an add in to Oil and Polymer based protectants

� “Conditioners”- Condition the vehicle for accepting the protectant

• Foaming conditioners- tri color foam sometimes has low pH for functionality. Often just a tri color detergent

• Example: Fragra Foam, Rhino Foam

• True Conditioners- have cationic ingredients and initiator protectants that truly prepare the surface for improved protection.

• Example: Colorcoat, FoamCoat

Durashield®/ Rhino Sheen Protectants and Drying Agents

� Durashield/Rhino Sheen protectants utilizes a novel chemistry that Blendco has developed for best in class protection and drying.

� These products utilize polymer protectants for a lasting shine

� Unique emulsion chemistry delivers a coating that can add surface protection that can produce a much thicker, longer lasting coating that other competitive products

• Most other protectants are use emulsions that are too water soluble

• The Rhino Sheen drying agents when used properly will produce an ideal water bead size that will create best in class drying.

• Rhino Sheen Clearcoat has purple liquid with pina colada scent

• Durashield Protectant has a red color and bold lemon scent


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Products Description Usage

Rhino Sheen Clearcoat Protectant High concentration formula priced at industry norm 8-12 cc/car

Rhino Sheen Drying Agent High concentration formula priced at industry norm 8-12 cc/car

Durashield Protectant High concentration formula – longest lasting protection 5-12 cc/car

Bead size too large

for air to move and sits still

on flat surfaces

Bead size too small

for air or gravity to

move. “Sticks” to car

Ideal size achievable

with Rhino Sheen products

for air and gravity

Drying Agent Application Explained

Durashield® /Rhino Sheen Technology

Most protectants start out

as a water soluble combination

This microfilm is thin and weak

And can easily be disrupted with high

Pressure rinse or time

Protectant molecules

Dissolved in water

End result is that some of the

Soluble protectant stays behind to

repel


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End result is that protectant

can be delivered more efficiently

And with greater thickness

Durashield “emulsifies” into water

And is delivered as functional packets

This technology is so effective

You can literally build layers of

Protectant for a thicker protectant

Layer and a soft fresh wax feel

Durashield creates a thicker

Protectant layer that is more

Resistant to removal

Blendco Bill

Bill’s prep/ss gun is ready to clean better

anywhere a carwash is in need!

Like any SuperHero, Blendco Bill needs some introduction as to his SuperPowers!

His SuperSat Star quickly tell you that

He IS the “Good Guy”


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A STRONG trusting face that is ready

to take on competitors. Sends the Lustre

bear into hibernation and the “Turtle”

into it’s shell!

His Carwash Wrap Chaps tell you that

In friction washing he is ready to clean up

On the competition and leave cars cleaner!

Always ready by his side is his trusty Foam

Brush which will generate better cleaning and

higher profits for the Operator…of course

it produces tri color foam and if a tri color

system is needed he will provide one for them.

BLENDCO BILL is ready to take on soil, spots, wet cars, and stubborn window

mask, if you need help just call him at 1-800-446-2091

Test Kit Updates

� Blendco Distributor Test Kit:� New leak proof titration bottles� Extra droppers for 1X, 10X, and Alkali

Titration 1X for testing Acids

� Addition of test titrant for acid detergents� New 1X Alkaline titrant available for testing

Acid presoaks


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Acid presoaks� 10 drops = 1 oz acid detergent in 3 gals

water� Recommended usage

• Avg. strength 10 drops• High strength 20 drops• + High strength 30 drops

� Do Titration Examples Next Page� Acid� Alkali

INSTRUCTIONS

1. Rinse the 10 cc glass test tube with water or soap solution.

2. Pour contents of test tube (10cc) into 2 oz. Plastic test bottle.

3. Add three to four (3-4) drops of blue indicator solution. Sample should show a blue tint for alkaline detergents and yellow tint for acid detergents.

4. Fill titration dropper with the appropriate titration solution (acid titrant for alkaline detergent and alkaline titrant for 40


49

(acid titrant for alkaline detergent and alkaline titrant for acid detergent) to the top calibrated mark. Hold it steady and do not let drops out or air to enter until tip is over test bottle.

6. Add titration solution until color changes to yellow (for alkaline detergents) or blue/purple (for acid detergents).

7. Each mark on the dropper is equal to 10 drops. Estimate the distance between marks to determine exact drops.

NOTE: The graduated dropper is more accurate than individual drops.

HINT: Some colors require a good eye to see color change. Look carefully for color change. If necessary keep sample aside for comparison.

0

10

20

30

40

Tipping

� Blendco Systems has standardized on Dema push in tips

� Blendco surfactants are very concentrated

• At smaller tip settings (aqua or smaller), we recommend the use of orifice tubes

� Orifice Tubes: Orifice tubes adjust the amount of chemical that gets pulled


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� Orifice Tubes: Orifice tubes adjust the amount of chemical that gets pulled in by varying the length of the tube. The longer the tube, the less chemical gets used.

• Standard sizes: 3”, 6”, 12: 24” 36” 48”

• Orifice tubes insert in place of the tips and the tube portion of the apparatus goes down the pail stinger toward the chemical source.

• Rule of thumb: 48” = pink tip, 3” = yellow tip.

• To increase flow between sizes simply cut 1-2” off at a time

Tipping

� In some instances ,i.e. Prep Soap, small amounts of surfactant are required and even a 48” or 60” tube will supply too much surfactant.

� Blendco has developed a Micro Tube Orifice for these applications. The Micro Tube Orifice is half the diameter of standard orifice tube.

� A 1” Micro Tube Orifice is approximately equal to a pink tip.


� Use the following example as a reference:

� - 48” standard orifice tube drew 10ml of Bay Wash Plus w/ Fragrance to make 2 gallons of product

� - 12” micro tube orifice drew 2 ml to make 2 gallons of the same product.

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Testing

� Alkalinity

• Good measure of the strength of the soap

• Test using a titration test kit

� Take 10 cc sample in test tube

� Dump contents into test bottle

� Add 2-3 drops indicator blue indicator

� Watch for color change when adding acid

• The more drops the higher the alkalinity


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• The more drops the higher the alkalinity

� Surfactancy

• Can’t be easily measured with a test in the field- a measure of how well a detergent “covers”

• Can easily be seen by amount of:

� Foam

� Lubricity

� Wetting (does the soap dry on the car or run off the car? If so, not enough surfactant)

Learn to titrate because this is the best tool for selling and setting detergents!

Tools and Techniques

Venturi Types

� Black (common)

• 4:1 dilution- water:concentrate

� Brown (Blendco) with hatch mark on venturi body- a cut in the block. Blendco drills these out to be 3:1.



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� Brown (Blendco) no hatch mark or unmodified


Hi Con Rigs

� A Hi Con Rig is a dual manifold venturi that has two brown unmodified venturis in them. This will raise alkalinity and surfactant usage to nearly twice that of a normal dual manifold

Coleman Water Wizard Tip

� On Coleman Water Wizards if two step is not being used there is a spare tank and hydrominder on board that can be used for SuperSat L.A. dilution in place of the SuperSat L.A. tank

Troubleshooting Cleaning Problems

Problem:� Not cleaning dirt or film

• Increase alkalinity (amount of SuperSat or SuperSat L.A.)• Check water softness• Increase acidity or lower (> 10 drops will < cleaning)• Check that sufficient wetting is occurring (detergent should cover and hold on car without

breaking). If not increase surfactant.• Still not cleaning- Call a Blendco Systems expert

� Residue on cars


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• Residue can be caused by too much surfactant, conditioner, clearcoat protectant, or drying agent-check usages and reduce if necessary

• Check spot free quality on a mirror- let the water dry on a flat mirror and you should see virtually no spot.

• Increase rinse times or flows• Speak to a Blendco representative about alternate chemistries/approaches- Colorcoat vs Foam

Conditioners will rinse better� Product usage is too high

• Check that tip is securely in place in the hose barb and not “floating” in the line.• If surfactant or protectant: Flow test usage per car or minute and compare to recommended

settings and usage• Note that medium pressure systems use more product and need modifications from standard

setups• Titrate alkaline products to check usage levels and compare to recommended levels

How well do you know your SuperSat pitch?

� In person version

� Phone version

� Tradeshow version

� 1 minute version



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You need to have your talk about SuperSat customized for your personality but you have to have it nailed!

How well do you know your Blendco Distributor Book

� Review book sections

� Most answers ARE in here!


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Ask your questions!

� What have you wished you always knew?

� What do you wish we could make the system do?

� How do I do that?

� Why does this do that?

� Why can’t we…


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Call Blendco- chances are we have the answers!

� Blendco offers technical assistance to you or your customers via the following ways:

� Call Blendco during business hours at 1-800-446-2091 and ask for technical service.

� Call Blendco after hours anytime and, if not available immediately, we will get back to you ASAP- 856-266-1659

Blendco distributor training-selling, understanding, and ... Distributor Training Guide.pdf ·...

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