Encapsulation Sales Video Facilitator’s Guide

Overview

This video is designed to be used as a facilitated training video. It can be used for large groups, small groups or individuals. You can use it in the classroom or in your customer’s facility. Your job, as the facilitator is simple. Welcome the group and explain how the class will work. Show the video, facilitate the demonstrations and answer questions. You are not required to be a public speaker and all of the probable questions are listed below.

If you use this video to train your customers it will open a new world of profit for you and your company.

Preparation List

You should gather the following materials for your class. One of the most important things to do before the class is to arrange your demonstration area and practice the demos so you know what to expect. Don’t get caught in the unusual situation of having a less than successful demonstration.

  • Video, DVD player and projector. If you are using a laptop computer rather than a standard DVD player be sure that your software is compatible before the class. You will need external speakers on your laptop for a classroom setting.
  • Printed sales scripts to use for the role play in the class.
  • Study the list of Frequently Asked Questions (FAQ).
  • A taped off area of carpet so you can perform the encapsulation demo and show the before and after effects.
  • Encapsulation chemical
  • Include the Brush Pro Dry Compound so customers can see how well it cleans and how easily it is removed from the carpet
  • Flexipro sprayer to apply chemical
  • A good vacuum
  • One Grandi-Groom
  • One Grandi-Brush
  • A Brush Pro (if you have 2, you can show them how easy they are to connect and how a tandem machine will allow them to double their productivity)
  • The Renovators that are included with the machine
  • An extension cord
  • Create a simple order form for the encapsulation chemicals and Brush Pro. State any specials you may wish to offer.

Class Process

Welcome the students and explain how the class will work. Tell them that you are going to give them the tools and techniques for A service that will open new doors to potential customers and some extreme profits.. It will mean tens of thousands of dollars in profit to them each year.

Explain that the video is 20 minutes long but that you will be pausing for hands on demonstrations and for questions and answers. The class may last for 30 – 45 minutes total depending on how much fun they are having.

Explain any specials that you will be offering after the class in gratitude for their attendance.

Start the DVD and watch with the class.

Demo Time

In the middle of the presentation, time is given to the instructor to perform an encapsulation demo. Take this time to show the steps of encapsulation and answer questions. Let the students try it for themselves so they can see how easy and fast encapsulation is.

Discuss Features of Brush Pro

  • Renovators for soil collection
  • Lightweight
  • Easy to maneuver
  • Selection of 4 brushes to cover a wide range of applications:
  • Rugs
  • Carpets
  • Tile
  • Concrete
  • Explain how the Brush Pro is splash waterproof and can be submersed in up to 2 inches of water to clean rugs.
  • Tandem set up allows the operator to connect two 17” or 20” Brush Pro’s together to double productivity
  • Rugged stainless steel construction
  • Quiet operation (58 db – quieter than a normal conversation)
  • Lifts carpet pile for a reinvigorated look
  • Clean up to 3,000 sq. ft. with the 20” Brush Pro and up to 6,000 with a tandem unit.

Encapsulation Steps

  1. Thoroughly pre-vacuum
  2. Show the students how a Brush Pro can still remove soil after a carpet has been vacuumed. Explain to the students how this is a great way to sell the effectiveness of a counter-rotating brush machine to first-time customers.
  3. Apply encapsulation chemical
  4. Demonstrate to the students how to appropriately apply the chemical, with an emphasis on not oversaturating the carpet. A light misting is all that is needed.
  5. Pick a traffic lane, or other location with a lot of spots, and apply the encapsulation chemical a little heavier to show how well it cleans.
  6. Agitate chemical using Brush Pro
  7. If using Brush Pro Dry Compound, apply this after using the encapsulation chemical.
  8. Agitate the Brush Pro Dry Compound (without the Renovators).
  9. Attach the Renovators and remove the compound from the carpet
  10. Allow chemical to dry
  11. Remove loosened soil using a vacuum or Brush Pro

After they have practiced performing encapsulation cleaning, and asked their questions, start the DVD again.

At the end of the DVD.

  • Invite questions from the group.
  • Hand out the order form and explain any specials. Take orders.
  • Offer this training to any owners who have technicians they would like train. You can do the training or the owner can borrow the DVD to do his own training.

Frequently Asked Questions

What is encapsulation?

Encapsulation is a process whereby the encapsulating chemicals surround (encapsulate) the carpet fiber and soils. When agitating with a Brush Pro, the soils are removed from the carpet fiber and encased in a cleaning polymer that can later be vacuumed away.

Why would I want to use encapsulation?

  • Dry times are less than 1 hour
  • Inexpensive
  • Clean two to three times as much square footage per hour when compared to a truckmount
  • Quiet operation allows you to clean casinos, hotels, airports, hospitals and other areas that are open 24 hours per day
  • Prevents resoiling
  • Prevents wicking

Does encapsulation cleaning actually clean?

The proof is in the results. Don’t take our word for it. Try it and you’ll see why we stand behind our products.

Is encapsulation cleaning harmful since you leave chemical behind?

Absolutely not! Our encapsulation chemicals are safe for the environment and people. In fact, encapsulation chemicals are actually safer than most hot water extraction products on the market. In addition, the product actually improves the performance of the carpet. It protects from soiling and prevents wicking back of spots and traffic areas.

How soon after encapsulating should I vacuum the floor?

You can vacuum the floor as soon as they are dry. Many commercial contractors leave the vacuuming to be done by the janitorial staff the next day or later in the week. Either way is acceptable.

What can the Brush Pro be used for?

  • Hard surface cleaning
  • The Brush Pro does an excellent job of cleaning between grout lines
  • Rug cleaning
  • The Brush Pro can be submersed in up to 2 inches of water, making it perfect for cleaning those really dirty rugs
  • Carpet cleaning
  • Both small residential areas with high pile, and large commercial areas with low pile can be cleaned effectively with the Brush Pro.
  • The Brush Pro is also a great pile lifter and can be used to reinvigorate lifeless carpet.

How do the Renovators work?

The Renovators attach to the sides of the Brush Pro without any tools and collect soil. The brushes turn inwardly, carrying soil with them and depositing the soil in the Renovators.

How do I get my techs to sell? I am not sure this part fits for encapsulation. It was written for Maxim which is an aftermarket sale.

Here are some keys to getting your techs to sell.

  • Offer Commission. A small percentage of the sale will boost his productivity and your profit. Let him have a piece of the action.
  • Training – make a big deal of this. Use this video and script to help them.
  • Tracking and accountability – Hold a morning meeting where they need to report their sales from the previous day. This engenders both competition and accountability.
  • Contests – Movie tickets, gift cards etc. Competition and measurement will improve performance.
  • Never let it die. It is funny to see how something that makes the technician so much extra money can simply fade away if you don’t stay on top of it.

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