RBS
Please recite the TOUR process for FS Rep of RBS Process
MEET PROCESS
Magnify
Educate
Explain
Trial Close
Mats – How the Service Works
No upfront inventory / investment
Remove soiled mats and replace with clean, professionally laundered mats
flexible programs to meet customers needs
If a customer works 5 days, how many uniforms should they have in their program? (i.e. shirts and pants)
11 Shirts , 11 Pants
10184 - 3X5 ACTIVE SCRAPER
10186 - 4X6 ACTIVE SCRAPER
Please Recite the Principal Objective.
We will exceed our customers expectations to maximize the long term value of Cintas for its Shareholders and Working Partners.
Please write on the white board the Tour Process of a Renter for a Uniform Rep
PROBE CYCLE
Focus
Evidence
Agreement
PONC
Requirement
Give 3 F&B on a Xtraction Mat
FEATURES
10x Surface Area - Captures 10x more dirt
Microfiber Technology - Captures more dirt, wicks more moisture
Multiple Size Fibers - Work together to knock off even the finest particles
Fast Drying Fibers - Moisture evaporates quickly, allowing the mat to be READY™ for more
Raptor Backing -
Performance backing improves mat traction
Onyx colors/
• 10x the surface area captures more dirt and water
• Moisture evaporates quickly so the mat is READY™ for more
• Pair with Cintas ACTIVE SCRAPER™ and Cintas PHOTO™ for a complete tri-mat system
Name 3 exclusive brands we sell.
Carhartt
Chefworks
Wonderwink
Landau
Xtraction Mat
10189 3X5 XTRACTION MAT ONYX
10192 4X6 XTRACTION MAT ONYX
10202 3X10 XTRACTION MAT ONYX
Please write on White Board the Sustained Success Model and Explain what it means.
New Presentations x Closing Ratio x Average Account Size = Sustained Success Model
What does BO/BM stand for and can you give me 3 examples of questions for BOs and BMs?
What is a BUSINESS OBJECTIVE?
•Definition
•DIRECTION/INITIATIVE of a company
•Things that DRIVE the company
•Examples:
•Safety
•Growth
•Profit
•Employee Retention
What is a BUYING MOTIVE?
•Definition
•Reason a person WANTS/NEEDS a service
•Things that DRIVE someone to purchase
•Examples:
•Soil, Sanitation
•Image, Identification
•Morale
•Professional
•Lower Housekeeping Costs/ Cash Flow
•Employee Turnover Reduced
•Green
What are the four zones of Facility Services that we focus on maximizing?
Floor Zone
Supply Closet
Restroom Zone
Kitchen Zone
What color does a Chef Works Signature coat come in and what are the color #'s
Black - 35
Gray - 30
Blue - 21
White - 00
Chef Works® Signature Chef Coat
64449
What is your multiplier on the following
Shop towels
Mats
Wet Mops
Dry Mops
Uniforms
Shop towels - 3 to 1
Mats 5 to 1 / 9 to 1
Wet Mops 1 to 1
Dry Mops 5 to 1 / 9 to 1
Uniforms 8 to 1 / N/A
Please have a rep on your team list the steps of handling an objection and roll play an objection.
ECIR
Emphasized
Clarify
Isolate
Respond
What are the top 3 multipliers for FS products?
Mats & Sanitizer 9:1
Hygiene 8:1
Chemicals 6:1
What are top 3 multipliers for UR products?
Garment 8:1
FRC 5:1
Mats / Dust Mops 5:1
Chef Works® Signature Chef SHIRT (and Color #'s)
64251
white - 00
black - 35
What gets you paid 5 to 1 on your bonus
$4,600 (UR)
$3,500 (FS)
Please have FS Rep on Team write out RBS Process
Pre-Call Plan - Perfect Samples, PCP, Dynamics Info
Building Rapport- Set Agenda, Validate DM + Process, Validate BO BM , +- Bias , Cintr0
Tour - Meet Process
Presentation - Tell, Show, Experience
Close - Ask, Handle (ECIR), Referrals, Cross Sell
Please have a FS Rep on your Team write on board all of the mats we provide (type of mat, size and color) Extra points if you can provide the item #
Active Scraper Mats (Black) (10184 - 3X5, 10186 - 4X6)
Xtraction Mats (Black) (10189 - 3X5, 10192 - 4X6, 10202 - 3X10)
Traffic Mats (Black) (10196 - 3X5, 10197 - 4X6, 10198 - 3X10)
Logo Mats (84301- 3X5, 84401 - 4X6, 84001 - 3X10, 84501 - 4X8)
Wellness Mats (black or brown) (1919 - 2X3 & 1917- 3X5)
Duralite Mats (black) (1810 - 3x5)
Present on of the following Items to the team
Chef Works Signature Coat , Chef Works Signatue Chef Shirt, Chef works Aprons
2 F&B's
Material
Sizes and Colors
Chef Works Aprons (2 items #'s)
64250 - Black and white Stripe
78543 - Denim
74077 - steel grey
Name all the different MATRIX segments and the name of each MAM.
Corporate: Tom Buckler
Hospitality: Greg Georges
Public Sector: Chris Dunne
Higher Education: Tom Best
Healthcare: Derek Kipple
FRC: Amy Myers
Non-Acute: Shay Nikles