Retaliation and Making the peace The temptation to retaliate against that competitor who trashed your equipment when he took that customer for you last week is tempting when the tables turn. He “removed” your dispenser in so roughshod a way to render it pretty unless. And to boot he vindictively cut up all your wires […]
Banana peels and…Slippery situations We got the all-clear from that prospect, so we thought it was a done deal. But when we show up for the install, we get the really infuriating (and disappointing) news that they’ve decided to give the old supplier “one more chance”! It’s a scenario that we could and should have […]
Winging it versus …Planning for it When we’re preparing for the upcoming week, how many of us include an updated list of targeted prospect calls we’re going to make? And by targeted we’re talking about named potential accounts, not a vague reference to making a few calls on “some” prospects. Nope we’re talking about very […]
I’ll do it … when I get time How often do we say those words or hear them in our head? Probably too often. What lies behind them is that the demands of service, selling and administration are often bigger than the time available. So does that mean that we’ll always be a day late […]
Testing /troubleshooting…Those electrical circuits Testing a 120 Volt circuit is pretty straight forward. There we only need to touch one lead of our voltmeter to the black wire and the other to the white one. If we don’t see 120 Volts, the circuit’s dead. But that 240 volt circuit is a bit more complicated. There […]
The complex… made simpler(er) With rare exception most of us entered the business with fair mechanical skills, but electricity was another matter. For most it was uncharted territory. If we were totally honest, it was frightening. Unlike a leaking fitting or a clogged wash arm, electricity is potentially dangerous. But knowledge is power. First there […]
Shelf stock and…a whole lot more So as you were doing that on-premise laundry prospect walk through you began with the shelf stock. Looking there you got a few hits that provided some real ammunition. So you’re done and now it’s time to make your pitch, right? Definitely not! Now we need to see the […]
There’re rejects and…then there’re rejects So all on-premise laundry rejects are equally bad, right? Well we all know better. That’s because we understand there are those items (especially when no sorting is being done) that are so hopelessly soiled that they either need to go directly to the reject hamper, or maybe even the rag […]
After the shelves… Where to next? So their shelf stock shows some serious shortcomings and gives you the chance to offer a solution. Or maybe it looks picture perfect. Either way that means there’s nothing more to see and to stop looking at their results. Right? Uh, no! There’s one more place to look at […]
Dealing with soils…All of them Normally the soils we deal with are principally organic in nature. And because that’s the case, the solution to its removal is found in detergents that contain both a source of alkalinity and a surfactant that allows the water both are dissolved in to penetrate the soils. Of course there’s […]