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Spring
1998- Article 1
Floor
Care Systems Advantages
Selling Floor Care
An Essential
Brand customer recently listed the advantages of using our floor care
system in a large school district. This district looked at total cost,
not just price per gallon, when it decided which manufacturer and distributor
would be their new floor care provider. By adopting our system, they
found the following:
- Compatibility
- All the products including finishes, strippers, cleaners and restorers
work together and complement each other.
- Established
Company - Manufacturer was required to provide UL slip resistance
and
product liability to the school district.
-
Manufacturer and Distributor Support Manufacturer was required to
“back up” their product by providing demonstrations, training
workshops and instructional wall charts for each custodial supply
room. Distributor had to be on-call to provide on-site problem solving
and technical assistance.
-
Reduced Stripping - This was the critical advantage that Essential
offered. Eccothane (#274) eliminated
complete summer “strip-outs” because it is durable, repairable
and resists dirt penetration. It now allows the district to do other
building work that was neglected in the past.
-
Floor Finish Performance - This ties into number four. The district
liked Eccothane’s non-yellowing appearance and its durability,
even during the winter months. By using a multiple coat approach the
schools just deep scrubbed and refinished to return the floors to
their original look.
Our
distributor has proved that total cost is more important than price
per gallon. And he’s building a deeper sales approach by adopting
the training and workloading modules from our new School Maintenance
Program into his offering.
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