1. BMP Kit Sample Sales Track with SC IV

2. Making the Sales Presentation 1. Warm Up Sales Rep: Review the NCH Company Story. When you get to the compliance program section, review the list of current programs and say …… our newest training is the Best Management Practices (or BMP) Kit for your kitchen employees. (Open the BMP selling brochure and point out the picture of whats included in the kit) The Kit includes: Employee workbooks Multiple choice quizzes Certification of Completion for the employee and your establishment Employee Attendance Record Self-Assessment checklists Do and Dont Posters in English BMP DVD

3. Making the Sales Presentation Now if youre like most of my customers, you are always looking for a way to improve the efficiency of your kitchen. NCH has created a 2-part program to help keep your kitchen running efficiently. First we have the BMP training I just mentioned and then we add to it our drain maintenance products to complete the program. Let me tell you a little bit about our top selling drain product Super Chemzyme IV. (Go to Super Chemzyme IV Tech Sheet in the Drain book) Ive found that most of the kitchens I call on have the same problems when it comes to their drain lines. They can experience …

4. Making the Sales Presentation Blockages in the drain lines from accumulated Fats, Oil and Grease Foul odours from decomposing food in the drain lines and grease trap Drain flies, fruit flies, roaches and other bugs that breed and live in the drain lines and grease trap Fines due to laws about the levels of Fats, Oils and Grease emitted by businesses into sewer lines & other expenses like plumbing repairs and pumping the grease trap Our product, Super Chemzyme IV, is a biological drain maintainer that hooks up to our automated dispensing pump, and is a maintenance free system. This system delivers powerful bacteria that attack fats, oils, grease, food waste, and paper to provide you with free-flowing drain lines.

5. Making the Sales Presentation 2. Requesting Customer Feedback Ive given you a lot of information; and I want you to be able to ask me any questions you may have, but first let me ask you, on a scale of 0-10, what is your level of interest in what Ive just told you? 0 = being you wish I never wouldve walked in here and 10 = being you wish I wouldve been here months ago. If 0: OK, well keep this in mind, because your needs may change in the future, but while Im here let me show you … (demo another product) Anything 1 or above: Great! Now this 2-part program may not be right for everybody, so if you dont mind, lets take a quick look at your kitchen so I can make sure I can supply you with the best solution. (Look for areas in the kitchen where the product and pump would work best. You can use the sample kitchen layout, to sketch the main drians, sinks, traps, etc.

6. Sketch of Kitchen / Clean Up Area

7. Making the Sales Presentation 3. Walk Through After looking at the problems you have, I would recommend we set up Super Chemzyme V¹ and the dosing pump in the area I pointed out. Its going to alleviate the foul odour your employees complain about as well as reduce the amount of Fat, Oil and Grease buildup in your drain line. We set up this program two different ways ….xxx per month for heavy grease buildup or yyy per month for medium grease buildup. What kind of grease buildup do you think you have? From what I saw it is on the (medium/heavy) side (choose one) Customer: Probably medium/heavy Sales Rep: Dont forget that with both of these programs you qualify for me to present the BMP Training I mentioned earlier. I just need a little bit of lead time to get the materials here.

8. Making the Sales Presentation 4. Closing Customer: Great. Sales Rep: Do you want to start the billing on the 1st or 15th of the month? Customer: the 1st. Sales Rep: Lets set up a date when I can come back to set up the product and pump and Ill be happy to do the BMP seminar at that time. Would ____ or _____ be better for you?

9. Making the Sales Presentation 5. Objections Customer: I dont want monthly bills, Id rather be billed a one-time charge. Sales Rep: I can understand that. I can offer you our full shipment of Super Chemzyme IV that comes in 30 litres and a dosing pump for xxx per litre (xxx total). Does this make better sense for you? Customer: Can I just buy the BMP kit? Sales Rep: As I mentioned before, the BMP Kit is part of our 2-part program and you can receive it with the purchase of our drain products.