A Guide To Selling & Marketing Trusty-Step No. 1001

The practices and procedures outlined in this guide are used in the United States, U.K and Canada. Although the basic principles in selling apply throughout the world, we recognize that there are also differences from country to country. You may need to modify or change some of our suggestions, but they will serve as a guide and help you get started.

We have concentrated on No. 1001 Trusty-Step Anti-Slip Floor and Bathtub Treatment because it is the most unique and most profitable. Once you have an appointment, you can introduce other products such as Preciousflo stainless steel ceramic water filters and Plumbed-in water coolers and dispensers etc.

SECURING SALES LEADS

1.       Telemarketing
2.       Requirements
3.  Telephone Directories
4.  Trade Directories
5.  Targeted Business Lists
6.  Internet

 B         Suggested Prospects

1. Restaurants – Ask for owner or general manager. Large chains, ask for safety director or person in charge and accident prevention and safety.
2. Hotels/Motels – Ask for chief or safety engineer, safety director, maintenance director or manager.
3. Hospitals – Ask for safety director, director of environmental services, and director of risk management, building services, maintenance director, chairman of safety board or food service director.
4. Nursing Homes – Ask for administrator, safety director or maintenance director.
5. Shopping Centres – Ask for safety director, director of operations, facilities manager, director of maintenance or mall manager.
6. Country Clubs and Health Clubs – Ask for general manager or owner.
7. Food Processors or Bottling Companies – Ask for safety engineer.
8. Government Buildings – Ask for building manger.    
9. Manufacturing – Ask for director or safety engineer.

C.           Procedure & Approach

1. The following script may be used as a guide. You may use your own employees or hire a telemarketing     company.
2. (Your name) calling from….. Precious Water Care. We market a product that is applied professionally to all types of tile, marble, granite and concrete floors and bathtubs, to prevent slip/fall accidents from occurring when those surfaces become wet. Trusty-Step is guaranteed to provide a non-slip, safe surface for a minimum of 4 years.

D.         Typical Questions to Ask For Floors

1. What type of floor surface do you currently have in your kitchen? (Or any other area,  depending on the type of facility you are calling).
2. Approximately how many square metres?
3. Have slip, trip, fall accidents being a problem? If the customer answers No, ask if they recognize the    potential for a problem.
4.  Are you currently using any preventive measures against slip,trip,fall accidents?                                                                                                                                                                                                                        
5.  What day are you available so I can give u a quick, five minutes demonstration?
6.  Is there anyone else besides yourself that would be involved in the decision making process? If the   customer answers yes, suggest that the customer have the other decision makers attend your demonstration.

            For Bathtubs

1. What types of bathtubs do you have? (Porcelain, fibreglass, refinished porcelain, cast iron). If the customer answers fibreglass or refinished, these are treated with No. 5002
2. How many bathtubs does your facility have?

Thank the customer for his/her time and restate appointment time. It is a good idea to reconfirm your appointment a day or two before.

 2.        Direct Mail
A.         Requirements

1. Ad reprints or mailing pieces
2. Sales letters
3. Mailing Envelopes
4. Prospect mailing list, business directory or telephone directory

B.          Suggested Prospects :- (See 1B)
C.          Things to do

1. Contact advertising agency
2.  Contact local printer
3. Contact mailing list company
4. Contact direct mail company to take care of mailing.

  3.      Visiting the Prospect
 A.        Requirements: Your Sales Kit should include:

1. Sales case
2. One ceramic tile (one half treated with No. 1001, the other half untreated)
3. One No. 9002 bathtub applicator
4. One half litre bottle of No. 1001
5. One half litre bottle of water
6. One child’s sneakers
7. One tape measure
8. One measuring cup
9. Literature

B.         The Demonstration

1. Hand the customer a copy of the guarantee form
2. Ask where you can place treated and untreated tile
3. Wet the tile
4. Ask the customer to slide the sneakers across each side of the tile. Now explain Trusty-Step’s effectiveness

 Example:
No. 1001 is guaranteed to make floors and bathtubs slip resistant for a minimum of 4 years, provided that the floor is kept clean. Trusty-Step has developed No. 4002, a superior concentrated cleaner/degreaser, which is recommended for keeping the floor clean and slip resistant.

1. Explain exactly what No. 1001 does

Example:    
No. 1001 is a chemical that microscopically etches an invisible tread design into the top layer of the tile, concrete or bathtub, thereby increasing the coefficient of friction on the surface. No chemical remains on the surface. Only foot traffic wears down the surface or tread design that has been etched in the tile.

1. Ask the prospect, if he or she would like a sample demonstration. If so, treat a half square metre, in an area of his or her surrounding
2. Things to check before quoting a price:

a.     Cleanliness of floor. If dirty, you may have to clean the floor first with No. 4002
b.     If there are no floor drains, clean-up will take longer, since it will be necessary to use a wet vacuum

NOTE: The above information will assist in your calculation of the time required to complete the job and the price to charge. This will also enable your installers to know in advance what to expect.    

1. Tell the customer you will send a proposal in the next few days. Ask the customer when you should expect a decision.
2. Follow-up call in one week
3. If a customer decides they want their floor treated with No. 1001, arrange a time for installation. Be sure the customer has a person available to sign a Job Work Order/Job satisfaction note, approving completion of the work.
4. Job Work Order: This form acts as an information sheet for your installers and a receipt for completion of the work.

JOB WORK ORDER/SATISFACTION NOTE

Customer’s Name:

Address:

Phone/Cell:                                                                                 E-mail:

Order Number:

DESCRIPTION OF WORK:  Apply #1001 Trusty-Step to floors /bathtubs/kitchens/stairs etc as specified by management.

Approximately                                Square Meters.

NB: Have the customer sign this job Work Order upon completion of work.

Give customer a copy while you retain the original.

Time Arrived:-          

Time Departed:-

Actual Square Footage Treated:-   

Total No. Hours of Labour:-

I hereby acknowledge the satisfactory completion of the above described work.

Customer’s Signature:                                                                         Date Completed:

Print Name:                                                                                           Title:

Applicators:

SUGGESTED APPLICATION RATES
                                                         
                                  FLOORS

1-100 Square Metres………………………………………………N1,000.00 Sq. Metre
101-200 Square Metres…………………………………………..N 950.00 Sq. Metre
201-+ Square Metres…………………………………………….. N 850.00 sq. Metre

                                        BATHTUBS
1-20……………………………………………………………………….N7,500.00 Each
21-100……………………………………………………………………N7,000.00 Each
100+……………………………………………………………………….N6,500.00 Each

                                         PROJECTED EARNINGS
1 gallon of No.1001Trusty-Step Anti-Slip solutions will cover 400 Sq Ft OR 37.2 Sq Meters.

To maximize profits, No. 1001 is sold as a service whenever possible. The average commercial kitchen in restaurants, hotels and hospitals is approximately 80 square metres. This would require about 10 litres of No. 1001 at N15,000.00………per 3.79 litres./gallon X 2½  gallons =10 liters @ N37,500.00.

It will take 2 men, 3 hours, including preparation, clean-up and travel to treat the average size commercial kitchen.

The installation price is N1,000.00…per square metre. Let’s examine these figures

Cost to treat 80 square metres:

10 litres of No.1001 @ N37,500.00………( 10 litres) 2.½  Gallons
6 hours of labour @ N1,000.00/hr  =N6,000.00.
Travel Expenses @ N2,000.00
Total Direct Cost N45,500.00
Installation price N1,000.00 per square metre X 80 metres N80,000.00.

Direct Costs…………………………………………………. N45,500.00
Gross Profit…………………………………………………….N34,500.00
If you do an average of 3 jobs per week……………………….   X3
Your Gross Profit per week……………………………N103,500.00
Multiply this by 52 weeks……………………………………………..X52
Yearly Gross Profit…………………………………………..N5,382,000.00.
And that’s just from one of our products.The possibilities for you are limitless.
Your success lies in your own hands.

Four Year Guarantee

Trusty-Step International Guarantees that No. 1001 TRUSTY-STEP ANTI-SLIP FLOOR & BATHTUB TREATMENT, when applied according to the instructions provided, will raise the static coefficient of friction on hard mineral surfaces (ceramic, quarry & porcelain tile, marble, granite, terrazzo and cement) to 0.6, the level recommended by the Americans with Disabilities Act.

Routine cleaning and maintenance to remove grease, oil or other substances is required. This Guarantee shall only provide for supplying enough No. 1001 TRUSTY-STEP ANTI-SLIP FLOOR & BATHTUB TREATMENT at no cost, to re-treat any surface that is found to lose its non-slip effectiveness. This Guarantee shall be void if the SCOF of a treated surface falls below 0.6 because of the presence of a foreign substance. It does not cover compensation for injuries or losses due to slip/fall accidents or other direct, indirect or consequential damages resulting from the failure of any treated surface to retain a SCOF of 0.6,regardless of the legal theory asserted, including negligence and strict liability.
 
If any Trusty-Step Product is proved defective, the user’s exclusive remedy will be, at Trusty-Step Internationals option, to replace the defective product or to refund the purchase price for the defective amount. Except for the replacement or refund remedies, Trusty-Step International is not liable for the direct damages or consequential damages, regardless of the legal theory asserted, including negligence and strict liability.  
 
Money Back Guarantee:
If you are not completely satisfied with the performance of any Trusty-Step Product for any reason, simply return within 30 days of invoice for a full refund.