RBS
Please recite the TOUR process for FS Rep of RBS Process
MEET PROCESS
Magnify
Educate
Explain
Trial Close
How many ft of paper come in a hardwound and a JRT?
Hardwound 800 FT
JRT 1000 FT
If a customer works 5 days, how many uniforms should they have in their program? (i.e. shirts and pants)
11 Shirts , 11 Pants
Pick one Uniform Rep to give me the item number for a Men's performance polo and give me 2-3 benefits and features.
Item Number - 275
GARMENT FEATURE
Performance Fabric
Relaxed Athletic Fit
Tagless Label
Unbanded Sleeves
Vented Hem
Comfort Collar
Comfortable fit, matching current
retail trends
BENEFIT TO THE CUSTOMER
Moisture wicking fabric, that
keeps the wearer cool and dry
No more scratchy tags for ultimate
comfort around the neck
Freedom of movement
Allows for a professional image
worn tucked in and out
Open knit interior collar construction
allows for maximum ventilation
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
Name 5 products our customers would use to clean their facility to get them Ready for the Workday
Chemicals
Terry Towels/Microfibers
Shop Towels
Wet/Dry/Pulse Mops
Dual Champer Mop Bucket
DLM
Name 3 exclusive vendors we sell.
Carhartt
Chefworks
Wonderwink
Landau
Have FS Rep on your team give me 2-3 benefits and features of a Cintas Xtraction Mat
FEATURES
10x Surface Area
Microfiber Technology
Multiple Size Fibers
Fast Drying Fibers
Raptor Backing
3 Color/Colour Patterns
BENEFITS
Captures 10x more dirt
Captures more dirt, wicks more moisture
Work together to knock off even the finest particles
Moisture evaporates quickly, allowing
the mat to be READY™ for more
Performance backing improves mat traction
Indigo, Copper, and 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
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 doe 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 does FRC stand for, and what does it protect against?
Fire-Resistant Clothing
Arc Flash
Molten Metals
Flammable Liquids
Name 5 things a Cintas Rep sells on besides price?
Uniqueness
Convenience
My Cintas
Weekly Service
Brand Name Products
Inventory Management
Please have a rep on your team recite your own "Small Cintro" for the Building Rapport Stage of the RBS Process
We are located ___ minutes away on ___ Street and employ ___ Partners, most of whom live in this area. Out of our local location we run ___ routes every day to help our customers like ____, _____ and _____ get Ready for the Workday.
We provide a wide range of products and services that enhance our customers’ image and help keep their facilities and employees clean and safe. We are your source for crisp uniforms, fresh mats, cleaning tools and supplies, safety solutions and fire protection.
Your Service Professional (pictured here) is _____ and has been a Cintas Partner for over ___ years. ______ is committed to taking care of his/her customers and is empowered to run her/his route like their own business.
Could you see Cintas helping get you Ready for the Workday?
Which 5 locations do Culpeper launder for?
Frederick, MD
Waynesboro, VA
Manassas, VA
Alexandria, VA
Culpeper, VA
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
Please have a FS Rep on your Team write on board all of the chemicals we provide.
FC1
FC2
FC3
FC4
RR1
DS1
GL1
OC1
Z1
DG1
SK1
SK2