Friday, March 29, 2019

GIVE THE CUSTOMER WHAT THEY NEED

To have a successful and profitable Carpet Cleaning Company, it is important to give the customer what they need. But sometimes that may mean not giving them what they ask for.

If you up-sell a customer extra services they ask for but don’t really need, then you both end up losing. The customer will feel they were oversold and taken advantage of and you will have lost a customer.

While this does not happen very often in the residential market, it is much more common for your commercial customers. You must be familiar with your customers’ business and their problems and needs. This information, combined with a thorough knowledge of your own services, will enable you to know what’s best for them.

Now, it is time to begin a dialogue with your customer. It is important to not appear like you are forcing anything upon them. It is better to try an indirect approach by asking them questions. Some examples are: 1. When was the last time they had cleaning? 2. What type of cleaning was done? 3. Did they have carpet protector applied? Now that you have these answers you can feel confident in giving your recommendations. Explain the benefits of your service and the Carpet Cleaning Equipment you use. Talk about the chemicals you use and the training and certification of your technicians and your company. This not only provides accreditation of your company but also instills confidence.

Once you feel comfortable in the needs of your customer, it is time to offer a proposal. It is paramount to make them feel confident, that in fact you are proposing the right services and their frequency. Also, that these are your suggestions based upon the conversation you had with them and the observations you have made.

By exploring their situation together, you invite the customers’ input, while establishing the fact that you are the right company to provide Carpet Cleaning services for them.

This way you give the customer what they need.

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“A to Z” Alphabetical Index to the Bane-Clene Web Site

Wednesday, March 27, 2019

Butyl Cellosolve in Carpet Cleaning Compounds and Detergents

Butyl Cellosolve™ in Carpet Cleaning Compounds and Detergents

Butyl Cellosolve is commonly used in many professional carpet cleaning spotters, detergents, presprays and traffic lane spotters

Butyl Cellosolve is a unique solvent that is soluble in water yet is so strong that it is commonly used in wax strippers and heavy-duty ready-to-use cleaners. Butyl Cellosolve solvent is a clear, combustible liquid with a mild ether odor. It is completely soluble in water and is miscible with mineral oils and soaps. It is a good solvent often used in cleaners, inks, paints, coatings and lacquers. It is manufactured and marketed by The Dow Chemical Company under the trade name Butyl CELLOSOLVE Solvent. Because Butyl Cellosolve in the past has been considered highly toxic, though its toxicity has now been downgraded, Bane-Clene has never used Butyl Cellosolve in any of its own product formulations.

Butyl Cellosolve is also called Ethylene glycol monobutyl ether; Dowanol EB; Butyl oxitol; Ethylene glycol mono butyl ether; Ethylene glycol monobutyl ether; Ethylene glycol butyl ether; EGBE.

Excerpts from the Product Safety Assessment by Dow Chemical:

Although some glycol ethers, specifically ethylene glycol methyl ether (EGME) and ethylene glycol ethyl ether (EGEE), cause adverse reproductive effects and birth defects in laboratory animals, EGBE does not show the same pattern of toxicity as these other glycol ethers. Human experience and animal studies have shown that EGBE is unlikely to cause adverse health effects when products are used as directed. Skin contact with EGBE before it is diluted in commercial formulations should be avoided. Airborne concentrations of EGBE should be maintained below permissible exposure limits.
When used improperly, EGBE can cause eye, respiratory tract and skin irritation. It may cause moderate corneal injury and the eye may be slow to heal. Repeated skin exposure may cause irritation and even a burn. EGBE should not be ingested. Intentional ingestion of EGBEcontaining products can be toxic to humans.
Inhalation may cause headaches, hemolysis (red blood cell breakage) and secondary effects to the kidney and liver. Human red blood cells have been shown to be significantly less sensitive to hemolysis than those of rodents and rabbits.
In the most recent inhalation studies, rats and mice were exposed to EGBE in air for their lifetimes. These studies found “some” evidence of cancer in mice and “equivocal” (uncertain) evidence in rats.
In June 2004, the International Agency for Research on Cancer (IARC) announced that its experts’ review found inadequate human evidence of carcinogenicity and limited animal evidence of carcinogenicity for EGBE. EGBE is now classified as a Group 3 substance, which is not classifiable as to its carcinogenicity to humans.
Also, after extensive review of EGBE toxicity and exposure data, the Environmental Protection Agency (EPA) removed it from its list of Hazardous Air Pollutants (HAPs) in November 2004.
The EPA concluded that the Reference Concentration (RfC) expected for EGBE presents no appreciable risk with lifetime exposure, even for susceptible individuals.
Product formulations that contain 12.5 to 20 percent EGBE no longer need to be labeled as harmful unless other components cause the product to be harmful. Formulations containing 20 to 25 percent EGBE may now be labeled as irritants rather than harmful.

Excerpts from the Safety Data Sheet by Sigma-Aldrich (2016):

Harmful if swallowed, in contact with skin or if inhaled.
Causes skin irritation.
Causes serious eye irritation.
Human exposure above 200 ppm can be expected to cause narcosis, damage to the kidney and liver and present an abnormal blood picture showing erythropenia, reticulocytosis, granulocytosis, leukocytosis, and would be likely to cause fragility of erythrocytes and hematuria.
Swallowing of 2-butoxyethanol results in a sour taste that turns to a burning sensation and is followed by numbness of the tongue which indicates paralysis of the sensory nerve endings., Central nervous system depression, Headache, narcosis.
HMIS Rating: Health hazard: 2, Chronic Health Hazard: *, Flammability: 2, Physical Hazard 0
NFPA Rating: Health hazard: 2, Fire Hazard: 2, Reactivity Hazard: 0

Click here for a link to the the Product Safety Assessment for Butyl Cellosolve by Dow Chemical.

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Copyright: Bane-Clene^® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Date Published: April 3, 2017

Date Modified: January 9, 2018

Friday, March 22, 2019

DEAF EAR

A deaf ear is the first symptom of a closed mind.

As owners of a Carpet Cleaning Company, many times we lack patience to listen to our employees. This is because we have so much on on our minds. Yet the need to listen is too important to ignore. Whether we are managing a one truck or a multi-truck operation, we have to depend on others for correct information. If we haven’t formed the habit of listening carefully and intelligently, then we will not get the facts we need.

There’s another good reason for listening to our employees. They may want to talk to you about their problems. It is important for their effectiveness and job satisfaction to know that we are really listening and just not turning a deaf ear.

Nothing affects production and quality of work faster than owners or managers who won’t listen. This lack of listening is detrimental to the success and profitability of your business.

Listen--and keep on listening--with your ears and mind open.

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Wednesday, March 20, 2019

Water Hardness and Carpet Cleaning

The simple definition of water hardness is the amount of dissolved calcium and magnesium in the water. Hard water is high in dissolved minerals, primarily calcium and magnesium and reduces carpet cleaning results.

Soft water gives better cleaning of carpets, rugs and upholstery with softer feeling fibers in less time at lower cost!

The term “hardness” comes from the days of using soap - if the water was hard, it was hard to get the clothes clean!

According to the U.S. Geological Survey, 85% of the water in the United States contains hardness minerals.

Water hardness is the concentration of calcium and magnesium carbonate in water, usually measured in ppm (parts per million) or grains per gallon. Calcium carbonate is the primary mineral in hard water.

It takes 17.1 ppm calcium carbonate to equal 1 grain of hardness.

As an example, Indianapolis water is 340 ppm or 19.9 grains of hardness - now that’s hard!

“Hard” water is not as efficient in cleaning as “soft water”. While Bane-Clene Booster™ definitely helps soften water, we ALWAYS suggest the use of a water softener if your water is above 5 grains hardness. If the water you are using is “hard,” much of the cleaning power of the detergents is spent “softening” the water instead of actually cleaning. Additionally, the hard water residue left behind after cleaning will make the carpet less bright, especially noticeable with brighter carpet colors.

When hard water is heated in your solution tank, the hardness minerals are re-crystallized to form hardness scale. This scale can plug spray tips, form an insulating film over your stainless steel heating coils, coat your immersion heater and even cause premature failure, necessitating costly replacement.

Who will test your water for hardness? If you are connected to a municipal supply, call the water superintendent or city hall. They can either provide the answer or direct you to the proper individual.

If you are on a private water supply such as a well, you could contact your county extension agent or collect a sample in an approved container and send to the city or state health department for testing or call a water conditioning company.

Water Softeners

Water softeners are devices designed to replace the water hardness ions (calcium and magnesium) with sodium ions to improve cleaning, reduce scale build-up, and reduce clogging of filters and spray tips. The most economical way to mechanically soften water is with an ion exchange water softener. This unit uses sodium chloride (salt) to recharge man made plastic like beads that exchange hardness minerals for sodium. As the hard water passes through and around these beads, the hardness minerals (ions) attach themselves to the beads, dislodging the sodium ions. This process is called “ion exchange”. When the plastic beads, called Resin, have no sodium ions left, they are exhausted, and can soften no more water. The resin is recharged by flushing with salt water. The sodium ions force the hardness ions off the resin beads; then the excess sodium is rinsed away, and the resin is ready to start the process all over again. This cycle can be repeated many times before the resin loses its ability to react to these forces.

NOTE: Magnetic devices will reduce scaling but will not improve cleaning or prevent a residue in the carpet.

Related Bane-Clene Detergent Products:

Booster™ Additive for Cleaning Agents
Descaler
PCA™ Formula 5

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Copyright: Bane-Clene^® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Date Published: February 17, 2014

Date Modified: January 29, 2019

Friday, March 15, 2019

QUALITY and ATTITUDE vs. SKILL

The quality of your work will be affected as much by your attitude as by your skill.

Good owners understand this. They realize that their employees performance will be directly related to how they feel about their job, themselves and their fellow employees

Even when an employee has the skill set to do their job, as an owner you must be able to give advice and counsel when an employee needs it. Improving an employee’s attitude should positively effect the quality of their work.

If necessary, an owner needs to be willing to give an employee a chance to change and work for improvement. They must believe in a person’s capability for growth through change.

They must have respect for the individual. They should provide an environment whereby their employees can achieve fulfillment. They must be open and honest with their employees. Excessive flattery and or criticism will sooner or later backfire and become counterproductive.

Good owners understand themselves. They must be aware that their own feelings can be distorted. The degree to which they understand themselves will ultimately effect the way they understand others. All people have defenses. Effective communication will help an owner work through these defenses. Once done, this will allow an owner to help their employees to have a positive attitude, which will improve the quality of their skill set.

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Wednesday, March 13, 2019

Franchising vs. Bane-Clene^® for Your Carpet Cleaning Business

Bane-Clene offers all the benefits of a franchise without the cost.

Singer Sewing Machine Company has been credited with being the first franchiser. The turn of the century brought soft drink vendors into the picture, and modern day franchises really took off when McDonald’s came on the scene. Two trends that continue are the increase in dual income families and the overall aging of our population. These trends both point to the fact that service related businesses will continue to grow.

Part of the great American dream has always been to own their own business, but the Small Business Administration reports that the majority of small businesses fail within five years. Some people start a business because they have some technical knowledge, but often they look at their business from a technician’s point of view instead of an investor’s position. Being a good technician does not ensure success in preparing a budget, planning advertising strategy or hiring and training employees. This is especially true in the carpet cleaning industry.

A franchise may seem like a good option because franchises usually include training, a proven product or service, advertising assistance and expert advice. Most people believe that purchasing a franchise is a guarantee of success, but a franchise does not guarantee success. But, franchisees must have a good amount of capital in order to eliminate early cash flow problems. The initial cost of a carpet cleaning franchise can be as little as $4,000.00 or as high as $75,000.00, plus equipment costs, monthly royalties, compulsory advertising fees and restricted territories, a substantial investment is required. Sometimes these initial costs and restrictions far outweigh any possible return on investment. Better franchises offer a proven product or service. Also, there are royalties to pay, and how, where and with whom you do business is regulated. Unfortunately, competitors could care less about boundary lines.

Many carpet cleaners started a business because they had worked for a cleaning firm and gained some technical knowledge. These operators often look at their business from a technician’s point of view instead of an investor’s position. Being a good technician does not help in preparing a budget, planning advertising or hiring and training employees. A franchise will help in these areas of business management.

With Bane-Clene, a complete array of proven brochures, camera-ready art, video and radio tapes, sales aids and advertising layouts are available and there is a special class in advertising at Bane-Clene Institute. With Bane-Clene, you get all the benefits and help that are offered by a franchise and you keep all of the money you earn. Most importantly, Bane-Clene system owners enjoy a success ratio that is as good, or better, than the best franchise, and they are totally independent.

Bane-Clene is NOT a franchise and has been in the service business since 1962. The company has been a supplier of cleaning agents and equipment since 1971 and there are NO territorial restrictions, royalties or mandatory advertising programs. Bane-Clene owners receive all of the assistance that a franchise gives, but without the initiation fee or the franchise fees.

Bane-Clene Institute, the first industry school to receive the CRI Seal of Approval, offers a three-day management training program titled “Course to Success”. Toll-free hotlines are staffed by experts in the cleaning business to help with everyday problems.

There is even a chemist on staff to answer technical questions. Manuals cover everything from accounting to the proper way to dispose of waste water. The Clene-Times^®, our blog and our web site, provide updates on new technology as well as business oriented advice.

The most inexpensive and effective advertising bargain is www.baneclene.com. Bane-Clene operators may have their own link from this website for a very low one-time fee.

The Bane-Clene National Referral Service has provided thousands of jobs for Bane-Clene operators across the country.

Bane-Clene systems owners are independent operators, and those who have achieved certification enjoy a success ratio that is as good or better than the best franchise.

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Copyright: Bane-Clene^® Corp.

Author: Wm. F. Bane - Bane-Clene’s Founder

Date Published: August 1, 1998 in the 1998 Fall Cleaning Digest

Date Modified: January 29, 2019

Friday, March 08, 2019

SOMEONE ELSE’S JOB

It’s an odd characteristic of human nature. A lot of us look at another person’s job and think it’s easier than our own. But is it? Also, to add a little bit of irony to this, is that the more talented a person is, then the easier they make their job look.

There are many times when your observation may be correct. But it is always wise to keep in mind that looking at someone else’s job is like looking at the proverbial iceberg; we only see the tip. All the problems and turmoil are submerged and out of sight.

None of us arrived at our present position without making many decisions, some right and some wrong. We’ve made sacrifices that we alone know about. We’ve work hard through the years to develop and fine tune our skills and talents. We want to be given credit for our accomplishments. So do others.

If we downgrade the accomplishments or the work of others, we are usually guilty of one of two things: a false confidence in ourselves or a need to inflate our ego.

For the people in a company to get along, each must give the others credit for their skills and abilities. There must be mutual respect. It takes many different temperaments, talents and abilities all working together to make a Carpet Cleaning Company successful. People must give others credit, whether they are above, below or on the same level as themselves.

All jobs are important whether they are your job or someone else’s job.

Everyone must recognize that for a Company to be successful and grow.

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Wednesday, March 06, 2019

Salesmanship for Carpet Cleaning Technicians

Most carpet-cleaning technicians seem to know only two kinds of sales techniques for add-on sales: “hard sell” and “no sell”!

We recommend that owners and cleaning technicians take a professional sales training class. These are offered at many colleges and Dale Carnegie™ locations.

The real key to selling is simply finding out what the customer wants and needs and then suggesting solutions to their needs, wants or problems. You do that by explaining the value and the benefits of the services you offer and by showing the customer what’s in it for them. Sales is a two-way “win-win” street - the customer gets a benefit and you get a sale!.

There are SIX STEPS to making a sale:

Prepare: Your clothing should be neat and professional - what the prospect or customer thinks of you on first impression will affect present and future business dealings. Make eye contact with the customer. Always treat your customer the way you expect to be treated - with courtesy and respect. Be the expert your customer expects. Know the advantages and benefits of your products. Have your sales tools, such as brochures, handy.
Get the customer’s attention: The first few moments with the customer are the most important. Always begin with introducing and identifying yourself - your name, your company, and why you are there. After that, it’s time to get the customer to focus on his or her home and what you can do to help protect it.
Identify your customer’s needs - by looking, by asking questions. Do you see signs of pets or children? Ask at least three open-ended questions such as who, what, when, where, why, which.
Offer solutions: This is your chance to introduce extra products and processes, such as carpet protector, rug cleaning, upholstery cleaning, stone floor & countertop cleaning and protection, wood floor . One approach is to start with “based on what you’ve told me, … ” Finish by explaining the advantages and benefits.
Show the advantages & benefits: For example, “Teflon^® carpet protector provides unsurpassed protection against stains. Protection against stains saves money, saves time, and makes vacuuming more efficient.”
Overcome customer objections: The most common objection is a result of price resistance. Just show them what a good value carpet protection is. “Only pennies a square foot . . . I can treat just the high traffic areas.” Or, I also have less costly carpet protectors manufactured by Bane-Clene: Bane-Guard™ and Sta-Clene^®.
Close the sale: Summarize the benefits. Ask for the order. Most technicians forget this! Instead of asking for the order directly, you may give the customer a choice of one add-on sale or several of them - offer alternatives. Or you may make a suggestion based on your customer's wants or needs: “Based on what you’ve told me, I recommend carpet protection in the family room.”

How important are add-on sales? They can make the difference between success and failure! Is hard sell necessary? NO!!

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Copyright: Bane-Clene^® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Friday, March 01, 2019

SATISFACTION

When talking to a potential customer, we certainly want to tell them about the features and benefits of them choosing our Carpet Cleaning Company. But what we sometimes forget is “the most important factor”. You must emphasize the satisfaction that clean carpet, upholstery, etc. will bring them, not only for the appearance, but also the health benefits.

You want to “help” your customers’ imagination. You want to stress the fact that you are improving their environment by removing the hidden dirt and germs that naturally accumulate over time. Certainly caution should be exercised in discussing this as you don’t want them to be insulted. But by tactfully mentioning the benefits to these elements being removed, it will add to their ultimate satisfaction in your Company and the services you provide.

Remember, you understand your Company and services but make sure your customer understands them also. Don’t leave anything to their imagination. By doing so you will increase your sales and your profits.

This will then increase your satisfaction.

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Friday, March 29, 2019

Related Information and Articles:

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Wednesday, March 27, 2019

Butyl Cellosolve™ in Carpet Cleaning Compounds and Detergents

Butyl Cellosolve is commonly used in many professional carpet cleaning spotters, detergents, presprays and traffic lane spotters

Butyl Cellosolve is also called Ethylene glycol monobutyl ether; Dowanol EB; Butyl oxitol; Ethylene glycol mono butyl ether; Ethylene glycol monobutyl ether; Ethylene glycol butyl ether; EGBE.

Excerpts from the Product Safety Assessment by Dow Chemical:

Excerpts from the Safety Data Sheet by Sigma-Aldrich (2016):

Free Bane-Clene Information Package

Copyright: Bane-Clene® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Date Published: April 3, 2017

Date Modified: January 9, 2018

Friday, March 22, 2019

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Wednesday, March 20, 2019

Water Hardness and Carpet Cleaning

The simple definition of water hardness is the amount of dissolved calcium and magnesium in the water. Hard water is high in dissolved minerals, primarily calcium and magnesium and reduces carpet cleaning results.

Soft water gives better cleaning of carpets, rugs and upholstery with softer feeling fibers in less time at lower cost!

Water Softeners

Related Carpet Cleaning Articles and Information:

Related Bane-Clene Detergent Products:

Free Bane-Clene Information Package

Copyright: Bane-Clene® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Date Published: February 17, 2014

Date Modified: January 29, 2019

Friday, March 15, 2019

Related Information and Articles:

Free Bane-Clene Information Package

Wednesday, March 13, 2019

Franchising vs. Bane-Clene® for Your Carpet Cleaning Business

Bane-Clene offers all the benefits of a franchise without the cost.

Related Carpet Cleaning Business Articles and Information:

Free Bane-Clene Information Package

Copyright: Bane-Clene® Corp.

Author: Wm. F. Bane - Bane-Clene’s Founder

Date Published: August 1, 1998 in the 1998 Fall Cleaning Digest

Date Modified: January 29, 2019

Friday, March 08, 2019

Related Information and Articles:

Free Bane-Clene Information Package

Wednesday, March 06, 2019

Salesmanship for Carpet Cleaning Technicians

There are SIX STEPS to making a sale:

Related Carpet Cleaning Business Articles and Information:

Free Bane-Clene Information Package

Copyright: Bane-Clene® Corp.

Author: Donald W. Terry, Sr. - Bane-Clene’s Chemist

Friday, March 01, 2019

Related Information and Articles:

Free Bane-Clene Information Package

Copyright: Bane-Clene^® Corp.

Copyright: Bane-Clene^® Corp.

Franchising vs. Bane-Clene^® for Your Carpet Cleaning Business

Copyright: Bane-Clene^® Corp.

Copyright: Bane-Clene^® Corp.