Friday, February 14, 2020

Happy Valentine’s Day


Happy Valentine’s Day. This day is celebrated in the United States and in other places around the world. Candy, flowers, gifts and sometimes all three are exchanged between loved ones.

Some say it is named for St. Valentine who some believe originated in ancient Rome. There are also some who believe St. Valentine’s Day is linked to an ancient pagan ritual. A more popular and certainly much more romantic link is to the Middle Ages.

The oldest known valentine still in existence today was a poem written in 1415 by Charles, Duke of Orleans, to his wife. Valentine’s Day began to be popularly celebrated around the 17th century. By the middle of the 18th century, it was common for friends and lovers to exchange small tokens of affection and or handwritten notes. By 1900, printed cards became popular and in many cases replaced the handwritten notes. These cards were an easy way for people to express their feelings.

Today, an estimated 150 million Valentine’s Day cards are sent each year. Did you send yours?

Happy Valentine’s Day from all of us at Bane-Clene®.

Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/.

Please visit our web site at www.baneclene.com.



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Wednesday, February 12, 2020

Coronavirus - Is Sporicidin® Brand Disinfectant Solution from Bane-Clene Effective?


According to the Federal Centers for Disease Control and Prevention (CDC) site, The CDC is closely monitoring an outbreak of respiratory illness caused by a novel (new) coronavirus first identified in Wuhan, Hubei Province, China. Chinese authorities identified the new coronavirus, which has resulted in thousands of confirmed cases in China, including cases outside Wuhan City. Additional cases have been identified in a growing number of other international locations, including the United States. 2019 Novel Coronavirus (2019-nCoV) is a virus (more specifically, a coronavirus) identified as the cause of an outbreak of respiratory illness first detected in Wuhan, China. Early on, many of the patients in the outbreak in Wuhan, China reportedly had some link to a large seafood and animal market, suggesting animal-to-person spread. However, a growing number of patients reportedly have not had exposure to animal markets, indicating person-to-person spread is occurring.

The 2019-nCoV Coronavirus that is currently causing concern has the following characteristics:

  • Person-to-person spread has been reported outside China, including in the United States and other countries.
  • Coronaviruses are a large family of viruses that are common in many different species of animals, including camels, cattle, cats, and bats. Rarely, animal coronaviruses can infect people and then spread between people such as with MERS, SARS, and now with 2019-nCoV.
  • 2019-nCoV is a betacoronavirus, like MERS and SARs, both of which have their origins in bats.
  • It has made a significant number of people sick in many countries around the world and many have died.
  • CDC recommends getting a flu vaccine, taking everyday preventive actions to help stop the spread of germs, and taking flu antivirals if prescribed.
  • The 2019 novel coronavirus (2019-nCoV), is not that same as the coronaviruses that commonly circulate among humans and cause mild illness, like the common cold.
  • The recently emerged 2019-nCoV is not the same as the coronavirus that causes Middle East Respiratory Syndrome (MERS) or the coronavirus that causes Severe Acute Respiratory Syndrome (SARS). However, genetic analyses suggest this virus emerged from a virus related to SARS.
  • According to the CDC, “products with label claims against human coronaviruses should be used according to label instructions.” This would include Sporicidin.
  • Ensure that environmental cleaning and disinfection procedures are followed consistently and correctly.
    Routine cleaning and disinfection procedures (e.g., using cleaners and water to pre-clean surfaces prior to applying an EPA-registered, hospital-grade disinfectant to frequently touched surfaces or objects for appropriate contact times as indicated on the product’s label) are appropriate for 2019-nCoV in healthcare settings, including those patient-care areas in which aerosol-generating procedures are performed.

Sporicidin Brand Disinfectant Solution is a EPA registered intermediate level disinfectant with a broad spectrum kill which cleans, disinfects, deodorizes. Provides 100% kill of pathogenic vegetative organisms, including MRSA, VRE and Avian Influenza A Virus (H9N2 and H1N1). Continuous residual activity up to 6 months. Compatible with plastics, wood, glass and metals, alcohol-free Sporicidin Disinfectant is non-staining, non-abrasive and non-corrosive. FDA registered; OSHA compliant. With ratings in the lowest EPA toxicity category, Sporicidin has the most neutral pH of any phenolic based disinfectant.





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Friday, February 07, 2020

NO SALE


Sometimes you did everything you could have done for a sale but your prospect did not buy. Perhaps the prospect was not interested in your product or service. However, it is possible that you did not handle the sales call properly and this led to no sale.

Here are some questions to ask yourself.

  1. Were you fully prepared?
  2. Did your presentation stress what your product or service could do?
  3. Did you look and act professional?
  4. Did you completely listen to your prospect’s questions and concerns?
  5. Did you answer all questions properly and completely?
  6. Did you knock your competition?
  7. Did you ask for the prospect’s business?

When you figure out what went wrong, take steps to improve your presentation.

Then you will be able to turn a no sale into a sale.

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Wednesday, February 05, 2020

How to Increase Your Carpet Cleaning Business with “Extras”



How to Increase Profits with “Add-On” or “Plus” Sales in Your Carpet Cleaning Business

Add-on sales increases the bottom line of a carpet cleaning company.



Extra sales (“Add-on” sales) make a carpet cleaning company highly profitable and grow every year.

The terms “add-on sales” and “plus sales” is offensive to some. It calls to mind the huckster element of the cleaning business that is never satisfied with what a customer buys, but always wants to sell more - whether the customer needs it or not.

Yet, extra sales make a company highly profitable. A service vehicle should generate a reasonable profit just by doing the basic work it was designed to do, which is to clean carpets. Additional sales made by that service unit make the difference between a very mediocre company and a highly profitable one.

In the twenty years that the Wm. F. Bane Co., worked for L. S. Ayres, a major Midwestern department store, it reported to Salvatore R. (Sol) Petruzzi. Sol loved to use the term “plus sales.” He said it sounded much softer than “add-on sales” and made extra profit for his company. Sales people, he believed, must be taught to be ethical in the selling of extra services. He had basic rules concerning plus sales:

  1. Plus sales should be made only to the customer who has a need for the product or service.
  2. The customer should be able to afford to buy the extra product or service.

If your basic fees cover expenses and a small profit just cleaning carpets, a crew can make extra profit with just a few additional sales. These go almost entirely to the bottom line since the expenses of getting to the job and advertising for it are already amortized.

Examples of Add-On Plus Sales Internal Services to Increase Your Profits:

Some of our customers have successfully added external services such as:

  • Window Cleaning.
  • Gutter Cleaning.
  • Pressure Washing of Driveways, etc.
  • Roof Cleaning.
  • Move in / Move out Cleanups.
  • VCT Strip & Wax.
  • Concrete Cleaning.
  • Concrete Garage, Driveway and Patio Cleaning and Protection.
  • Cleaning Wood Fences and Wood Decks.

If your profit margins are not what you think they should be, take a few days off, come to Bane-Clene Institute training school and improve your position in the industry!

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Copyright: Bane-Clene® Corp.

Date Modified: January 1, 2020 by Don Terry

Date Published: June 7, 2010



Tuesday, February 04, 2020

Bane-Clene Corp.® will celebrate our 58th Anniversary - February 4th, 2020

We will presume you know the story of how a small start up Janitorial Service morphed into what we are today.
An International Manufacturer and Supplier of Cleaning Equipment, Chemicals and Accessories.
We don’t have to tell you that being in business has its trials and tribulations.
However, more importantly, it has its many rewards for which we are thankful.
Here is just a partial list of what we are thankful for:
  1. An invaluable staff, without whom we did not and will not continue to grow.
  2. Customers that compliment us for doing a good job.
  3. Customers that point out our mistakes. We correct those mistakes, which makes us better.
  4. Good Vendors that keep our supply lines full.
  5. Expert Accounting, Advertising, Financial, Insurance, Legal and Technology Advisors.
Lastly, we are thankful that 58 years ago Wm. F. Bane had a vision and we at Bane-Clene® strive everyday to promote and build on his vision.


Thank you for reading Bane’s Blog®

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The Bane-Clene® Team.



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Friday, January 31, 2020

ANSWERING OBJECTIONS

As the saying goes, timing is everything and the same holds true in sales.
So answering objections before they become issues that may not be able to be overcome, obviously also holds true.
There are several reasons for integrating possible objections into your sales presentation. Among them are:
  1. Possibly avoiding embarrassment if your prospect brings up an objection.
  2. It may avoid an argument, if you have to prove your prospect is wrong.
  3. It may save time and allow your presentation to flow seamlessly.
  4. If you bring up the objection, it makes it seem less important.
  5. Finally, it shows that you are not trying to hide anything.
What if your prospect brings up an objection before you had covered it or possibly
it was not something you were going to mention? The best tact is to acknowledge
the objection and advise your prospect that you are glad they asked that and
you are going to answer it before you conclude.
Answering objections to a prospect’s satisfaction is important. But once again, so is timing. Choosing the right time and handling the objections in the right way keeps you in control of your sales presentation.

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Wednesday, January 29, 2020

What would happen if one of your carpet cleaning technicians stole a customer’s possessions?


Does your carpet cleaning business need to be licensed, bonded and insured?

I’ve recently been reading articles about professional carpet cleaning technicians stealing articles from customers’ premises.

They’ve stolen cell phones, wedding rings, jewelry, expensive watches and paintings and then pawned them. Of course, the idiots usually get caught!

They’ve even stolen prescription drugs including oxycodone!

Do you do a thorough background check prior to employing your technicians?

What would be the impact on your business to see the name of your company and maybe even a photo of one of your cleaning vans on the front page of your local paper when one of your employees stole something?

The majority of businesses across the United States are required to meet all three requirements. To guarantee the business needs to meet these requirements, go to the U.S. Small Business Administration’s website. Local and state resources can be found there.

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Friday, January 24, 2020

TALKERS OR LISTENERS

Are you a talker or listener? The problem some sales people have is that they are talkers instead of listeners. Because of this, they often miss the signals that a prospect sends out and then end up trying to close the sale instead of listening to the customer’s questions and or objections.

Obviously, the key to knowing when to close is to listen carefully to the prospect, with your eyes as well as your ears. If your prospect is not making eye contact or fiddles with non relative information, then you either have lost the prospect already or are in the process of doing so. It is then important to guide the prospect back. You can do this by asking the prospect a direct question; for example, was he or she “happy with the service they received last time”. Something of this nature will allow you to regain control of your presentation. Also, a direct question or two will help establish a proper time to close. If you continue to get the wrong or incomplete answers to your questions, then you have much work to do. If you receive positive answers to your questions, then this should signal it is time to close.

Too many sales people think they have to follow and then complete a preplanned presentation from start to finish without variation. If you fail to recognize signs that the prospect is ready to buy and continue talking instead of listening, you may miss the opportunity to close and quite possibly may miss a sale. The best time to close is when the prospect shows signs of being ready to buy. When that time comes, stop your presentation and close the sale. Be a listener not a talker.

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Wednesday, January 22, 2020

How to Professionally Remove Tar and Asphalt Driveway Sealer from Carpet


Asphalt track-in from parking lot

Especially on hot days and especially when fresh, tar, asphalt driveway sealer and roofing tar may be walked onto the carpet (and even onto vinyl tile) from driveways and parking lots and turn the carpet yellow.

Since this is being tracked in from the outside, it is most noticeable near the entry areas. This is most common after repaving or sealing the asphalt, especially in the summer with elevated temperatures.

This problem is most commonly a problem on blue and light gray carpet.

Yellowing from tar track-in is virtually impossible to remove. Asphalt coating and sealers are coal tar based materials, which are yellow when highly diluted in solvent. Unfortunately, the solvents required to totally remove these materials are also strong enough to delaminate the carpet.

Whenever a customer asks for your advice on replacing carpet and has a parking lot, advise him or her to avoid blue and light gray colors.

If not removed when fresh, yellow stain from asphalt and tar from parking lots and driveways is nearly impossible to completely remove without delaminating the carpet.

For small areas, apply a bead of the Pro-Solve Gel to the area to be treated, agitate, apply a bead of Power Gel, agitate and extract.

For large areas, prespray with TLS® 2000 mixed with Pro's Choice Energy, agitate, and extract at high temperature preferably with PCA™ Formula 4 or Super LCA® followed with a Brown Out® rinse through the base unit - be sure to neutralize the tank with cleaning solution afterward.

If this fails, pre-spray with Citrus APS™ Spotter and clean.

Advise the customer to use adequate walk off mats which are exchanged or cleaned at least weekly.

For dried road tar, be sure to cut up the tar into small pieces first using Duckbill Napping Shears.

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Friday, January 17, 2020

OVERCOMING SALES RESISTANCE

When initially talking to a prospective customer, there is a period of time when you will need to overcome sales resistance. It is of the utmost importance to be enthusiastic and friendly. This will help establish the tone for your meeting.

What causes this sales resistance? There are potentially many reasons. Maybe it is the customer’s normal reaction. Or is it a feeling of obligation to the current provider? Or is it because the customer had a bad experience?

Whatever the reason, you need to break through this resistance. You can do that by making a brief and positive statement that will hopefully peak the person’s interest. At this point, you gauge the prospect’s further interest in what you have to say.

If the interest appears low, you must be careful not to apply too much pressure, as this will surely further the resistance. At this time, you should ask if the prospect has further questions or would like further information. If the answer is no, ask if you may follow up at a later time. Often, it takes more than one meeting to overcome sales resistance. Whether the individual agrees or not to another meeting, don’t forget to offer to provide information about your company and above all thank the person for the time that was allotted to you.

If you have peaked the individual’s interest, then it is time to start asking questions that will provide you the information you need to make a proposal. All the time, continue to be enthusiastic and friendly. You have broken through any resistance, you certainly do not want to do anything that will reverse that.

Overcoming sales resistance may take time and is a process, but if you use the right approach and techniques, you more often than not will attain success.

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Wednesday, January 15, 2020

Red Color on Carpet after Acid Treatment - Cause and Cure



Bane-Clene YouTube Video - How to Fix Red or Pink Carpet Stain after Acid Treatment

Red Color after Acid



Have you ever treated a carpet with a rust remover or with an acid-based browing removal product and had the treated area suddenly turn pink or red?

On one of our many workshops, there was a water fountain in the meeting room and the carpet around it had turned red. I immediately knew what had happened! Someone tried to remove hard water scale on the water fountain and got a bunch on the carpet!

Sometimes, nylon carpet turns red or pink after being treated with an acid such as Brown Out® or a rust remover such as Whink®.

This is usually due to a pH sensitive dye used by the carpet manufacturer.

Treatment with non-sudsing ammonia will usually reverse this effect.

NOTE: It MUST be NON-SUDSING (clear) ammonia! The ammonia reverses the effect and simply evaporates away! Heart can now stop beating so fast!

Link to YouTube Video on How to Correct Color Change to Red in Carpet - from a Bane-Clene Training Seminar.




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Copyright: Bane-Clene® Corp.

Date Modified: January 8, 2020

Date Published: January 8, 2020



Friday, January 10, 2020

LAWS OF NATURE

Through observation and actual happenings, there have been many Laws of Nature recorded and hypothesized. Here are a couple of the most popular.

Murphy’s Law: “If anything can go wrong it will.”

Parkinson’s Law: “Work expands so as to fill the time available for completion.”

Here are a few others that have been conceptualized in general wording.

“We are all self-made.” Each of us is responsible for the person we become.

“What we value has to be worked for.” Relationships and possessions we value will generally require a great deal of time, energy, patience and understanding.

“People who don’t make mistakes stifle their self-motivation and creativity.” Those who are willing to try even though they make mistakes will learn from those mistakes. Overcoming mistakes makes us more successful.

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Wednesday, January 08, 2020

How to Remove Acne Medicine Stain and Bleach Spots from Carpet


On occasion, a carpet cleaner calls us in a panic because a customer has called complaining about bleached out spots that appeared the next day after they had cleaned it.

Oxy 10 Acne Medicine

Acne medications such as Oxy-10® are designed to control facial acne. Benzoyl peroxide is a common ingredient in these compounds as well as in some foot powders and some other medications.

In the presence of moisture, the benzoyl peroxide in most acne medications form hydrogen peroxide, which can bleach out most carpet dyes or change their colors. Since this is an oxidizing bleach, it can be neutralized with a reducing bleach (anti-chlor). Red Relief or Red 1 would act as an anti-chlor, but the best anti-dote is ChlorX Bleach Neutralizer.

We recently added a video to YouTube about this problem and have posted it below.


How to prevent or repair acne bleaching of carpet:

  • If fresh and the carpet dye not yet bleached out or color changed:
    • DO NOT GET WET WITH WATER.
    • Scrape up the medication.
    • Blot with Saf-T-Solv™ Dry Volatile Spotter.
    • Treat with ChlorX Bleach Neutralizer to neutralize the bleaching action.
    • Leave on the area at least 15 minutes to neutralize the benzoyl peroxide
    • Thoroughly extract.
    • Dry blot the area.
    • Let the customer know that bleaching may occur later and suggest greater care in not getting the medication on carpet in the future.
  • If old and the benzoyl peroxide has already affected the carpet dye:
    • Thoroughly soak the bleached area with ChlorX Bleach Neutralizer to neutralize the bleach.
    • Allow 3 minutes dwell time prior to your color restoration.
    • Rinse out the anti-chlor.
    • Very important: Remove as much moisture as possible before you begin your color restoration.
    • Spot dye where necessary with the CMC Color Modifying Cosmetics Color Repair Kit.
    • If you are correcting a spot on gray carpet, you will be using the Gray/Black CMC.
    • If you are correcting a spot on a tan or brown carpet, you will be using the Tan/Brown CMC.
    • Apply a conservative amount of Pro-Solve NE (soon to be renamed “CMC Application Fluid”) to the bleached fibers and rub the fibers lightly with the CMC to transfer color onto the fibers.
    • Work the color into the fibers with a Carpet Shark. NOTE: Pro-Solve NE is not the same product as Pro-Solve Liquid!
    • If excess color is applied, dampen a terry towel with Pro-Solve NE and wipe away the excess color.
    • Once dried, Pro’s Choice CMCs are considered semi-permanent. However, an aggressive solvent will remove them.
    • Treat the area heavily with ChlorX Bleach Neutralizer solution. Leave on the area at least 15 minutes to neutralize the benzoyl peroxide and thoroughly extract.



How to Treat Acne Medicine Stain on Carpet







This is video clip is from a portion of a Bane-Clene training class for professional carpet cleaners conducted by Bane-Clene’s chemist at the Bane-Clene training center in Indianapolis, Indiana.


VIDEO: Repairing Carpet Bleach Spots with CMC Color Modifying Cosmetics Color Repair Kit for Bleach Stains




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Friday, January 03, 2020

SELLING OVER THE PHONE


Even with all the modern conveniences we have at our disposal, there never seems to be enough time in the day.

One way to overcome this lack of time is by selling over the phone. Here are some tips that may help you.

  1. Have an outline of what you want to cover. This would include features and benefits of your company.
  2. For a cold call, make sure you speak to the right person and then keep it short. After your initial presentation, ask if they have anymore questions. If they do, then the call will naturally extend itself.
  3. For an existing customer, place them on a brief hold and gather records from their previous service trips.
  4. For a cold call, offer to send literature that will reinforce what you have just discussed with them.
  5. For a cold call, ask the person for an appointment that you can further discuss your services whether by phone or in person. If in person, offer to give them a demonstration.
  6. For an existing customer, after you have gone over their needs, be sure to remind them of other services and products you provide before you schedule their appointment.

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