Benefits of mats
Remember, customers are less interested in the features of your products, and more
interested in the benefits they will receive
From your company’s perspective
- Your customers need the service
- Because of the need, mat products and services are in high demand
- Mat rental is your most profitable item
- Prevents split accounts
From the customers’ perspective
Companies will rent mats for more than simply controlling the dirt, grit and grime
at the front door. As your training progresses, examine all of the reasons companies
choose to rent mats, and focus on these benefits when you attempt to close new accounts.
An easy acronym that will keep you focused on the benefits of mats is S.A.M.P.L.E.
Let’s look at the individual components of the S.A.M.P.L.E acronym:
SAFETY
- Mats will provide for a safe work area by keeping floors clean and dry
- The carpeted surface of the mat is more slip resistant that hard floor surfaces
- Mats will control spillage
- Mats can promote safety through the MessageMat™ series
STATIC DISSIPATIVE
- Static electricity and the problems it can cause are real issues in the marketplace
- Mountville Mills mats will protect sensitive electronic equipment for static electricity
- Regular washings will not diminish the effectiveness
APPEARANCE
- Modern, attractive mat colors will compliment decors
- Custom logo mats will further enhance image
- Your mats will look better and perform better due to the cleaning service provided
ANTI- FATIGUE
- Mats will prevent tired feet at work stations
- Mats will insulate against cold floors
- High quality anti-fatigue mats will improve employee morale and employee productivity
MAINTENANCE COSTS
- Maintenance costs will be lower as 80% of the dirt in a building is tracked in through
the front door. Mats will stop this dirt
PROTECTION OF FLOORS
- Mats will save every day wear and tear on carpet areas
- Mats will extend the finish on tile floors
LEASE / RENTAL / DIRECT SALE OPTIONS
- Customers will appreciate the many options available for mats
- Combining these options will distinguish your mat rental proposals
ECONOMICAL
- No upfront investment
- Less frequent replacement of carpet
- Less frequent stripping and waxing of tile floors
- Worn mats are replaced
- Services are provided on a weekly, and on an every other week basis
Keep in mind that potential users of your mat rental service will evaluate the Cost
of Your Proposal versus the Cost of Their Problem. In order to keep your proposal
cost less than their perceived problems you will need to explain the many benefits
that mats provide, and how then demonstrate how your mat rental service will best
satisfy the customer needs.
Why Companies Fail to Rent Mats?
- Lack of knowledge about mat rental services
- Perceived lack of need, based on lack of knowledge
- Cost of Problem vs. Cost of Solution has not been addressed
- Past proposals did not address needs
- Lack of knowledge about mat rental services
- The S.A.M.P.L.E. acronym was not reviewed