Cleaning Processes with Jerry

The importance of your delivery driver as being your best salesman: The impact of your driver or delivery personnel is more important than you might imagine when it comes to your business. With drivers delivering more and more items in today's B to C world, they seem to be at a premium and in demand, and rightfully so. In my world, it is not unusual to get more than one Amazon delivery just to my house daily.

Recent Podcast

In my recent podcast with Bob Natale, Laundry Consultant, this subject came up, and here are some of the takeaways. The link for my podcasts is https://www.hospitalitycleaning101.com/podcast/.

Whether your company has one truck or a fleet of delivery vans, management and owners need to realize their drivers' importance. In many cases, they are the company's brand identity face, and it's no longer the salesperson. See, fewer salespeople see their customers as much because of lockdowns, gas prices, and Zoom, for a few. So makes the formula, in many cases, your driver, your BRAND.

When a customer calls your office, do you answer with the same person who knows everyone by name, or is it voicemail prompts? Possibly that makes my point as the reason they see their driver as your BRAND. But, in doing so, you have the responsibility to have them in appropriate attire and professional image. Especially if you are selling chemicals or cleaning products, it's imperative. But then again, is your vehicle clean?

Key Points

In my recent podcast with Bob, we reviewed-

• The driver should convey a positive impression to all customers' business parties.
• Drivers can influence future sales with suggestions and recommendations at the actual point of purchase.
• If there is a backorder, it can be addressed immediately, and make sure a solution is in place.
• Have they seen any new construction on their route which resembles a business that would fit the persona of a new customer?
• A paperwork trail should be made out and turned in at the end of the day with the management with any issues they might have heard.
• Also, the driver can be trained to look for opportunities and let the customer know a salesperson will contact them later in the day. ( Hopefully, the salesperson or office follows up )
• If there is a billing problem, it can be communicated to the office immediately.

Now lets me explain there is a time restraint for all of this because the driver has a time limit that I am also aware of.

Let's now be accurate because the driver only has a certain amount of time, and we don't want them driving faster or breaking the laws on parking. So what can and should you do? The answer is straightforward: to pay them for their efforts. Rewarding their actions helps alleviate this, and it's a win-win proposition. They will find the time if they are compensated.

As Bob stated, you need not want to make drivers commissioned or paid for the complete order; however, they should make extra money for any new sales.

As any medium-sized companies try to grow their sales with existing accounts versus acquiring new buildings, the driver can recommend the end-user with a possible flyer or even drop off a sample.

Summary

The driver has a significant position, which is now more than ever. Therefore, up to their image with a crisp uniform, offer immediate compensation and bonuses, and your business will be rewarded for your efforts.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

In today's episode, Jerry speaks with Omar Miller about his cleaning company, Advantage Cleaning, in New York City. 

Omar describes how and why he started his company just a few years ago after being an Uber driver. There, he learned some foundations for succeeding in today's world.

From the beginning of going door to door and cold calling whoever would listen, he developed a company that seemed like his family.

It is no wonder I tried to get Omar before I even did my first podcast ten months ago. Enjoy

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

In today's episode, Jerry speaks with Mike Sawchuk about his recent article in the ISSA Today magazine.

https://www.issa.com/articles/a-clean-assessment

The Articles Title is A Clean Assessment, which deals with using evidence-based data to prove the quality of your cleaning operations.

Mike, a consultant with over 30 years of experience, breaks it down to use data to benchmark your team's work to ensure you get the job done and a clean environment.

Data can show if improvements are being made to deliver the highest clean, safe, and healthy levels at the lowest cost.

When collecting data, you can focus on results.

As a bonus, the article and podcast review slips, trips and falls, and the all-important air quality issues are coming to the forefront.

Mike can be reached at  https://sawchukconsulting.com/.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Many years ago, I witnessed the Greatest Sales Story ever told. A veteran rep I worked with did it all by asking one question. His tactic sold a large account that day in a matter of minutes, and his methods have never failed me once since. My fellow rep asked the prospect one question rather than showing brochures and graphs. Please find out how by simply listening to my podcast and trying it later in the day to make more sales in less time.

This same sales rep had a knack for asking questions. He could find out what the customer wanted and needed, and he could do so that they felt like they were being heard. He would ask questions, listen to the answers, and then ask more questions. It was as if he had a sixth sense of how to talk with people to get them on his side. I am unsure how he did it, but I have never seen anyone do it better. He always seemed to know what people wanted before they knew themselves. This sales rep was successful because of his ability to ask questions.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

In 2014 after moving to the East Coast, I designed a website/blog to try and market myself or add a personal brand touch. When I left the Midwest, I already had a marketing network set up; however, I had to build a new one. This story is because my third blog was named My restaurant silverware is dirty! See the original blog post here. My restaurant silverware is dirty! It has had the most feedback than all of the others. Some people have contacted me via email and phone from other countries who wanted to talk to me about my views and opinions. In addition, Once I was approached by a silverware manufacturer who tried to pay me for a consultation to advise him on his new cutlery line. I was also contacted by an engineer in the UK trying to design a product to eliminate the problem, and he paid me for a one-hour consultation. 

I never expected this success because writing is not my best suit, and storytelling is, and that is why I have not added a podcast.

So, I came up with the idea of updating the story but leaving the original one on the site. 

So much has happened in the past eight years, mainly just looking at the past two as we still fight Covid. 

Is there a collation between the two of Covid and dirty silverware- most definitely? I am not saying silverware in a restaurant can transmit Covid; however, I am sure it happens. 

However, I can guarantee different hospitality operations can do better cleaning and sanitize for the public; we deserve it. 

Please listen and let me know if you have any similar stories!

You can reach me at [email protected]

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Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Effective Strategies for Adapting the Changing Sales Environment with Adon Rigg

The sales industry is one of the most competitive in the world. With a constantly changing market and new competitors, working on yourself and preparing for the change is essential; otherwise, you will become irrelevant in the market. In sales, you can't look at life through a rear-view mirror and must keep moving forward. You are a part of the marketing strategy, and being creative and adopting a growth mindset will help you thrive. Don't just see where you are. Look beyond to see where you are going and how you can prepare for change today. 

 Join the conversation with Adon Rigg as he shares his journey in sales, the transition in the industry, and what makes Lead Freak the best option for sales and marketing. Adon is the sales chief and marketing officer at Lead Fleak, a company that automates prospecting and integrates social media with your contacts. Rigg spent half his career in sales and has worked in the chemical industry as a distributor and manufacturer representative.

 Tune in! 

 During this episode, you will learn about;

[00:01] Introduction to the show 

[01:33] A little bit about Adon's journey and career background 

[06:05] Adon's learning curve in sales and the transitions in the industry 

[12:19] The shift from in-person sales to cold calling 

[14:47] Cold calling and why it might not be effective for you

[16:01] What is Lead Freak, and how does it automates your prospecting 

[21:13] Who can get services at Lead Freak and what to expect 

[23:27] Does Lead Freak work with individuals or companies. Find out! 

[27:09] Adon's mentors in his career and where he draws his energy 

[29:13] How to reach out, connect with Adon or get sales resources 

[31:02] Ending the show and call to action 

●     Sales are just a piece of marketing 

●     Cold calling is reaching out to someone you don't know or "cold," and it doesn't work.  

●     With the current technology, salespeople are just needed to close, not to open a business.

●     Asking a salesperson to be in prospecting, closing, and maintaining a business is a lot.

A Combo Prospecting by Tony Hughes: https://www.amazon.com/Combo-Prospecting-Powerful-One-Two-Pipeline/dp/081443911X

80/20 Sales and Marketing by Perry Marshal: https://www.goodreads.com/en/book/show/17214272-80-20-sales-and-marketing

Unlimited Power by Tony Robbins: https://www.amazon.com/Unlimited-Power-Science-Personal-Achievement/dp/0684845776: 

Rich dad poor dad by Robert Kiyosaki: https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194/

  Let's Connect 

Website: https://www.leadfreak.ai/

Instagram: https://www.instagram.com/leadfreak.ai/

LinkedIn: https://www.linkedin.com/in/adonrigg/?originalSubdomain=ca

Email: [email protected] 

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

The laundry process can be complex if you don’t evaluate the complete process. You must manage the process to ensure that the linen stays safe and avoids unnecessary complications as it passes through each flow stage. If not adhered to, you will damage the linen, shorten its life, and exceed your budget. 

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Ralph Petersen Academy Show

Episode Summary

Hopefully, you understand Ralph’s philosophy that the process of hiring a middle manager to work in the Housekeeping Department is much more than giving them a “ring of keys.”

New managers are eager to learn and assist in upgrading and maintaining their facilities regarding cleanliness and sanitation. First, however, owners and upper managers need to give them the mental tools to do the job adequately. 

Housekeeping Managers have many departments and duties that might fall under their umbrella.

This might include and is not limited to :

·         Laundry Facility

·         Floor Care Program

·         Daily Housekeeping of rooms

·         Cleanliness of public restrooms

·         Cleaning of Offices of Staff

·         Cleaning of Common Ground & Employee Break Room

Ralph has designed different online and in-person training for not just the Housekeeping Department however helps the Administrator to get their CEU Certification.

Ralph can be contacted at [email protected]

www.ralphpeterson.com

Twitter - @RalphPeterson08

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Making The Cleaning Process Easier and Cost-Efficient with Sean Kemper 

Many people are reluctant to clean their homes and workplaces because they feel it is time-consuming and tedious. However, when renting places and coming out of the pandemic, you need to put your best foot forward to get protect your guests and get great ratings.

In this amazing episode, Jerry Bauer, podcast host, and Sales Consultant of ChemStation Boston, interviews Sean Kemper. Sean is the owner of ETI solutions and Kemper Industries, which focuses on helping vacation & short-term rentals understand the cleaning process.

Sean shares how Kemper industries formulate and manufacture their chemicals and how they sell their products. Moreover, he shares how the Drop n Go program helps transport their products and how it helps their clients operate on a small budget by using minimal cost-efficient products.

Time Stamps

[00:02] Introduction to the episode

[00:44] What’s in for you in today’s episode

[02:01] What Kemper industries deal with

[02:09] Why Sean moved from Ecolab to Kemper industries in Alabama 

[03:13] How Kemper industries sell its products 

[03:55] How his father started Kemper industries 

[05:55] The end-user of the industry’s products 

[06:20] How Vacation Rental Housekeeping Professionals (VRHP) has enabled him

              to get new distributions and grow their industry 

[07:24] Kemper’s carpet care services 

[07:51] The effect of COVID-19 on the chemical and cleaning industry that deals

              with vacation & short-term rentals

[10:18] The ETI disinfecting company he started during COVID-19 pandemic 

[11:16] The performance of the ETI company after the COVID-19 pandemic 

[16:22] The services his companies offer to hotels and casinos 

[17:14] How Kemper industries formulate and manufacture their chemicals 

[18:19] The geographical region served by Kemper industries 

[18:42] How the Drop n Go program that he built works

[19:51] The products available in the Drop n Go program 

[22:03] Sean’s mentors in business 

[23:11] How to connect with Sean 

[24:35] Jerry Bauer’s gift for the audience 

 Follow Sean Kemper on;

• Website: http://www.kemperindustries.com/
• Linkedin: https://www.linkedin.com/in/sean-kemper-51958312/
• Facebook: https://www.facebook.com/KemperIndustriesInc
• Instagram: https://www.instagram.com/kempercleaningproducts/

For cleaning, disinfecting, and specialized solutions: https://etisolutions.co/

More Information

To listen to more amazing podcast episodes by Jerry Bauer: https://www.hospitalitycleaning101.com/podcast/

For the latest blogs on hospitality cleaning:https://www.hospitalitycleaning101.com/

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

We have all seen or heard the above Fram oil filter commercial, which originally came out in 1972. I bet some of you have used that phrase (Pay Me Now or Pay Me Later) more than any other, and it has nothing to do with changing the oil in a car. 

Actual Commercial 50 Years Ago

You've probably also heard the phrase, "you have to spend money to make money." So, of course, we know that throwing down more cash for a product can feel uncomfortable for many people. But sometimes, investing in tools and systems is the best way to achieve your goals.

Think about it this way: sometimes we don't like spending money because we think we should be able to get by with what we already have, right? That's how many businesses feel when they're thinking of purchasing new machinery or even software. But if you're working so hard on manual tasks and busywork, you're spending more time than you need to instead of focusing on what matters, which is increased sales.

If you take a step back and look at how much time and energy you're putting into these tasks, you may find that it makes sense to put some money toward making your job easier to focus on the big picture.

I see people trying to save money daily in the chemical and cleaning industry, which concerns me. But, in the long run, I know these quick savings decisions will cost them more. So I advise my customers and potential customers to ask for advice, which is usually free.

Anybody can and will sell chemicals; however, a simple program with the proper dispensers, regular training classes, reviews, and cost analysis is just a few things needed.

The actual expert treats a customer's money as if it was their own. NO, I don't mean the expert would want to take it from the customer. On the contrary, if the expert was asked whether they would spend their money on an upgrade, newer parts, or a new tool, they reviewed the situation as if they owned the place themself.

Years ago, I removed a green scratch pad from a pump impeller on an older Hobart dish machine. I carried a screen for that model and advised the owner to purchase it for around $35. He laughed and said he did not want to spend the money. He and I reviewed the cost of a new motor together, and he said he was not worried about it. One month later, the engine gave out after the problem happened again. The cost of the new motor was around $700, and the restaurant had to wash the dishes by hand for over two days. From that point on, the owner listened to all of my advice.

In another example, a particular nursing home wasn't using any Neutral Cleaner in their facility and just kept overusing a Quat base product. For people who don't know, this makes your wax soft, creates a dull look, and might save the home only a couple of dollars on chemical costs on one side of the ledger. However, it costs the house a lot because they have to strip and wax more often, spend hours to complete the job, and purchase more wax. So, did they save any money?

When dealing with vendors, ask for their credentials and experience. For example, five years ago, were they selling cars, or have they walked the walk? Have they washed dishes, worked in a laundromat, or applied wax at # AM in the morning?

Hope you like the podcast, and please share your thoughts with me [email protected].

Blog posts www.hospitalitycleaning101.com

Refillable chemical programs www.chemstation-boston.com

Podcast website https://www.podpage.com/cleaning-processes-with-jerry/

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]