Cintas Uniform Sales Rep – Flashcards
Unlock all answers in this set
Unlock answersquestion
New Presentation
answer
1st meeting
question
Follow up
answer
2nd visit
question
Stop by
answer
In the area
question
Weekly activity model
answer
16 NPs 50 OSVs 8-9 NPs per PB 2-3 deals per weeks
question
TOT
answer
Transfer of trust at install
question
Sustained success model
answer
S2 NPs x Closing ratio x Average account size
question
3 elements of corporate culture
answer
Principal objective Company character Management system
question
Our vision
answer
To be recognized as a company which insists absolute honesty and integrity in everything we do. To have a highly talented diverse motivated team of partners who are compatible with our culture and enjoy what they do. To consistently increase our market share of the uniform rental and sales business in North America. To identify additional products and services so that we will ultimately provide a product or service to every business in North America.
question
Principal objective
answer
We will exceed our customers expectations to maximize the long-term value of Cintas for our shareholders and working partners.
question
Management system
answer
Policies and procedures assist us in accomplishing our objectives
question
Cintas character
answer
Professional Thorough Spartan approach Do what is right, not what is expedient Respect one another Professional appearance Courteous Enthusiastic We live by the rules we have high ethical and moral standards Honesty and integrity we do not cheat partners prospects or customers Comply fully with Carmen salon regulations Separate business and personal affairs. Act with competitive urgency Positive discontent
question
Asking for referral
answer
Ask for them on every call Provide them with direction Offer an incentive
question
Gatekeeper greeting
answer
Hi this is _____ is ____ available? THANK YOU! I'm calling from Cintas Corporation. THANK YOU! The call is reference to a program we have set with Bob's Auto, Xtreme Auto and Advanced Muffler in your same area. THANK YOU!
question
Renter script
answer
Hello, my name is _____ from Cintas. The reason for my call is I'm currently updating my records and I see that you are using _____ as your uniform supplier. Is that correct? GREAT! We've recently had over 10 _____ customers switch over to us within the past two months for various reasons. I'd like to come in and take 10 minutes to show you why everyone is switching! Does Thursday at 10:00 or Thursday at 1:00 work better for you?
question
No programmer
answer
Hello, my name is ____ with Cintas. The reason for my call is we are currently servicing Bob's Auto, Xtreme Auto and Advanced Muffler in your area. I was able to help them with a program that increased their company's image and provided them with a tremendous employees benefit. I'd like to come in and take 10 minutes to show you how we can do the same for your company! Does Thursday at 10:00 or Thursday at 1:00 work better?
question
Handling objections over the phone
answer
This is exactly why we should get together! How is Thursday at 10:00 or Thursday at 1:00? I can appreciate how you feel. Bob's Auto, Xtreme Auto and Advanced Muffler felt that they didn't need a Cintas uniform program. After sitting down with me they found that a uniform program has helped them increase their company's image and provide a tremendous employee benefit. I have Thursday at 10 or Thursday at 1 available to show you how we can help _____ with a similar program.
question
Phone block prep
answer
Prepare a call list the night before Use voice inflection and maintain positive attitude Use same phone scripts each PB
question
Tell script
answer
Mr. Prospect, selecting garments for your employees is a BIG decision. Therefore, Cintas introduced a line of retail inspired image apparel. We have designed our garments to be a clothes your employees LIKE to wear, things they already BUY AT RETAIL STORES. Let me show you exactly what I'm talking about....
question
Show
answer
Lay out the bottoms -present 2 FABs that relate to BO/BM for each bottom Lay out the tops -present 2 FABs that relate to BO/BM for each top Make a recommendation -tie them back to BO/BM Trial close and... Step back
question
Standard emblem sizes and colors
answer
BR company BB Name BK for 275s must be clean cut Colors are in CIF
question
Renter RBS
answer
Pre call plan Building rapport Tour (probe cycle) Presentation Close
question
Pre call plan
answer
Pre call plan form Perfect sample bag Dynamics info
question
Building rapport
answer
Set the agenda Uncover BO/BM Ask program specific questions Validate DM (2 times) +/- bias Cintro
question
Tour (probe cycle)
answer
Focus Evidence Agreement PONC Requirement
question
Presentation
answer
Review requirements Present Cintas uniquenesses Tell/show/experience
question
Close
answer
Ask for business Handle objections (ECIR) Referrals (ask/lead/carrot)
question
No programmer RBS
answer
Pre call plan Building rapport Tour (uncover RE) Presentation Close
question
RBS renter role play part 1 shortages
answer
SET AGENDA Mr. Prospect as we discussed on the phone, I've recently switched 10 customers to Cintas over the past 2 months for various service issues. What I'd like to do today is aka you a few questions about your business and current program. Then I'd like you to show me the uniform exchange area and I'll recommend ideas on how Cintas can help. How does that sound? BOs Why do your customers do business with you? What separates you from your competitors? Do you plan to expand? How do you keep your employees working at ____? BMs If you could change the look of your employees what would you change? How do you keep your employees happy? What type of soils do your employees come in contact with?
question
RBS renter role play part 1 repairs
answer
FOCUS What happens when one of your employees needs a repair to their pant or shirt? EVIDENCE Do your employees have to tie tags onto the clothes, or even tie them into a knot? Do they tell the driver? AGREEMENT What happens when they don't fill out a repair tag, or tell the driver?
question
RBS renter role play part 2 shortages
answer
PONC Do you think it is frustrating for your employees to chase down the driver? Do you have time to collect all of the repairs that need to happen then tell your driver? Do you think a shirt missing buttons is the image your company wants to portray? REQUIREMENT Shouldn't it be a requirement that your next uniform supplier has policies and a proactive system in place that addresses these repair concerns?
question
RBS renter role play part 2 shortages
answer
After BO/BM Just to make sure we are on the same page, it sounds like _____, ______ and _____ are extremely important to you, am I correct? Did I miss anything? Program Specific Q's Why did you choose to do a uniform program? If there is something you can change about your service, what is it? How many employees, do all wear uniforms? Are all uniforms the same? How many working days? What other products do you have? Validate DM Other than yourself, who else is involved in making this decision? Do you need to ask anyone else about styles and colors?
question
RBS renter role play part 3 shortages
answer
+/- Bias Do you know about Cintas or do you know anyone that's work with Cintas? Cintro Like I mentioned before we helped Bob's Auto, Xtreme Auto and Advanced Muffler improve their company's image and provided them with a tremendous employee benefit. We are located in WPB. We service Sebastian to North Ft. Lauderdale. We have 150 partners and SSRs with 10+ years tenure. Does Cintas sound like a company you can work with? STAND UP Ok great let's take a look at your uniforms.
question
RBS renter role play part 4 shortages
answer
FOCUS What happens when an employee turns in 5 shirts and 5 pants, but only gets 4 shirt and 4 shirts back? EVIDENCE Does the employee wear the same dirty shirt or pant 2 days in an row? Does your current supplier run out a special for you? Do they credit your account for the missing shirt or pant for the week? AGREEMENT Exactly how does your current company handle this? PONC How do you think your employees feel when he/she turns in 5 dirty shirts and receives 4 clean shirts back? How do you feel about that? How many times a week do your employees come to you and complain? This has to aggravate you! How much lost productivity does your company incur because employees are spending time complaining about the shirt/pant they are short? That can't help morale. REQUIREMENT Shouldn't it be a requirement that your next uniform supplier has policies and a proactive system in place to eliminate missing uniforms?
question
When skill levels are equal the difference between an average performer and a peak performer is how you
answer
Manage your time
question
By the end of the day Thursday if you don't have 8 to 10 new presentations Friday has to be
answer
Prospecting day
question
Monday's phone block should be used to schedule appointments for
answer
Thursday and Friday
question
The 3/2 rule means
answer
Local references Buying motives
question
The four points to the uniform account scripts are
answer
Introduction purpose procedure pay/off and appointment
question
What are the four goals of an on-site visit in order of importance
answer
So the account. Present. Set an appointment. Gather information.
question
At every customer you should
answer
Leave a trifold and ask for a referral
question
A no means
answer
Give me more information
question
On-site visit the five account surrounding the previous appointment is called the
answer
Star technique
question
What is the goal of on-site visits
answer
To set the hook and sell the business
question
If the prospect shows interest go directly to
answer
Sales process
question
Give three reasons why you should do a CINTRO
answer
Provide relevant references, make prospects feel comfortable doing business with Cintas. Establish credibility of your company as the industry leader, the Mistry our local and national recognition. Differentiate Cintas from other suppliers because of our people products and services.
question
Name for key points that you want to present during the company introduction
answer
Size of Cintas. Culture. Customer service systems. Uniquenesses.
question
Name three large customers of Cintas
answer
Marriott. Bridgestone. Starbucks.
question
Name three local customers of Cintas
answer
Xtreme auto Advanced muffler Lowen AC
question
While presenting, you will describe how Cintas is unique in three areas
answer
Product, company, people
question
While presenting Cintas uniquenesses, the most poowerful thing you can say is
answer
You told me...
question
3 obstacles to overcome in closing
answer
Not knowing when to close Not knowing how to close Fear of rejection
question
List 3 ways you know how and when it is competitive
answer
Mindset- always competitive Visitor sign in sheet DM uses industry terms Call in
question
4 strategies that should be first when you discover the sale is competitive
answer
Present proof Gain agreement on a plant tour Set requirements for getting a second look after all competitors have presented Prepare the prospect of Cintas higher perceived cost
question
When you get a copy of their invoice to do an Apple to Apple comparison what are you looking for
answer
Replacement charges, fuel charges, DEFE charges, etc
question
You should have the blank and blank trial on the clothes
answer
DM and 2 employees
question
True or false 945 and 270 have the same retail style fit
answer
False
question
270 provides extra inches in comfort zone
answer
3
question
Size range of women's pants
answer
0-36
question
Which pant is relaxed fit
answer
945 865
question
How many lengths in Cathy and Susan
answer
3
question
Cintas pants give how many extra inches in hips
answer
1
question
How many extra inches in pockets
answer
2 1/2 to 3 1/2
question
Carharrt tradesman work shirt
answer
5.5 oz 60/40 ring spun cotton rich blen Most comfortable pattern Blue and khaki Triple needle seams Durable Reliable Two cheat pockets
question
Carharrt dungaree
answer
Loose fit Triple needle seems Deep pockets Durable Blue/carharrt brown Multi tool and utility pockets 11 oz 60/40 ring spun cotton Poly/cotton 19" leg opening for boots
question
Carharrt carpenter jean
answer
Loose fit Triple needle seems Durable 11.75 oz 100% cotton 19 leg opening for boots
question
Carharrt 5 pocket jeans
answer
Relaxed fit Triple needle seems Deep pockets Durable 19" leg opening for boots 14.5 ounce 100% cotton
question
Carharrt FR shirt
answer
Button down collar Double and triple seems Chest pockets with flaps Durable
question
Carhartt FR Jean
answer
Relaxed Double and triple seems Durable Deep pockets
question
Carharrt FR pant
answer
Relaxed 9 oz navy twill Double triple seems Durable 88 cotton 12 nylon
question
WOW shirt 273
answer
273 Color 35 and 27 65/35 4.25 oz Comfort fabric.. Cool and comfortable Banded collar... Pro image Wrinkle free throughout the work day
question
Performance polo 275
answer
Color 35 22 15 100% high performance poly- wicking dry and comfortable Snag resistant Superior color retention Tagless... Comfort Knitted collar... High wicking around neck
question
Cargo 270 and 370
answer
Comfort flex fabric Loose fit Functional safe pockets Retail color and soft hand 11% mech stretch Mitered edges on the pockets Bellowed cargo pockets Shorts 11" inseam
question
Women's comfort shirt 205/271
answer
Contoured shape Y neck opening... Feminine 11% mech stretch Tennis tail 65/35 Front lower pockets optional
