Sales and Product Knowledge Training Program

Sales Process Guideline

Full-Time Sales Training

Sales Department Standards

• Create a New Account Checklist that reviews the following items relative to mats:
• Has the sales person toured the customer’s facility to insure that the proper colors, styles and sizes are being ordered? Too often this vital step is overlooked, and the customer ends up getting Ocean Grey in a heavy soil application.
• Are the logo mat colors being provided appropriate for the soil conditions?
• Are the mat sizes appropriate for the amount of traffic?
• Have ScraperMats™ been offered to further reduce soil levels?
• Has the frequency of service been reviewed? Can the mats withstand an EOW exchange? Should the customer have some mats exchanged weekly and the remainder exchanged EOW based on soil conditions?
• Has the Production Manager been informed of any unusual mat applications that may require special handling and special washing instructions?
• Has the General Manager approved any special sizes, colors and styles?
• Conduct Training Meetings to review your mat rental and direct sale product line and the product’s applications.
• Production and Service Management should attend the meetings to demonstrate examples of mats that have been scrapped due to the wrong mat for the application.
• Semi-Annual Route Assignments for the sales staff to better understand the applications for not only mats, but also for your entire rental product line.