The Value of After Market Protectors. Justine Franchina,, PhD DuPont

Transcription

1 The Value of After Market Protectors Justine Franchina,, PhD DuPont

2 Outline What is a carpet protector? How does a carpet protector work? Why should you care?

3 Outline What is a carpet protector? How does a carpet protector work? Why should you care? How do you sell more carpet protector and increase your profitability?

4 What is a Carpet Protector? General Definition - a carpet protector is an aqueous- based chemical emulsion applied to carpet to affect the surface properties of the carpet so that the carpet will look cleaner, newer longer. The protector is normally applied after the carpet has been cleaned. The protector is commonly applied through a spray application and is then worked into the carpet and allowed to dry. Generally work on water-safe upholstery fabrics.

5 Functions of a Carpet Protector Four properties of a carpet that a carpet protector can affect or enhance are: Repellency

6 Example of Enhanced Repellency

7 Functions of a Carpet Protector Four properties of a carpet that a carpet protector can affect or enhance are: Repellency Soil Resistance

8 Example of Reduced Soiling Control- Untreated Treated ΔE = ΔE = 10.50

9 Functions of a Carpet Protector Four properties of a carpet that a carpet protector can affect or enhance are: Repellency Soil Resistance Stain Resistance

10 Improved Stain Resistance Treated Untreated

11 Functions of a Carpet Protector Four properties of a carpet that a carpet protector can affect or enhance are: Repellency Soil Resistance Stain Resistance Cleanability

12 Example of Increased Cleanability

13 Types of Protectors Fluorochemicals- Best Soil Resistance; Best Water & Oil Repellency; Some Stain Resistance Due to Repellency

14 Types of Protectors Fluorochemicals- Best Soil Resistance; Best Water & Oil Repellency; Some Stain Resistance Due to Repellency Colloidal Silicas & acrylic polymers - Sacrificial Soils Non-durable Soil Resistance, Poor Repellency

15 Types of Protectors Fluorochemicals- Best Soil Resistance; Best Water & Oil Repellency; Some Stain Resistance Due to Repellency Colloidal Silicas & acrylic polymers - Sacrificial Soils Non-durable Soil Resistance, Poor Repellency Silicones Poor Soil Resistance (cause increased soiling), Good Water Repellency and Poor Oil Repellency

16 Types of Protectors Fluorochemicals- Best Soil Resistance; Best Water & Oil Repellency; Some Stain Resistance Due to Repellency Colloidal Silicas & acrylic polymers - Sacrificial Soils Non-durable Soil Resistance, Poor Repellency Silicones Poor Soil Resistance (cause increased soiling), Good Water Repellency and Poor Oil Repellency Carboxylate/Phenolic Chemicals- Excellent Stain Resistance; Poor Repellency (normally used in combination with a fluorochemical)

17 How a Fluorochemical Protector Works The protector forms a protective barrier around the carpet fiber. Specifically, the fluorochemical reduces the surface energy of the carpet fiber allowing excellent soil resistance. Gives the fiber oil & water repellency, providing stain resistance by giving time to blot up the spill.

18 Surface Tension Information Cotton Nylon 6,6 Polyester PP Water Liquids with equal or lower surface tension will wet the surface Mineral Oil (1) 31 n-decane (6) 24 "Hydrocarbon" "Silicone" Protectant Finishes "Fluorochemical" Surface Tension/Energy at 25ºC [mn/m]

19 How a Carpet Protector is Applied Sprayed directly onto clean carpet - Pump-up sprayer - Electric sprayer - In-line sprayer (with Teflon Advanced) Consult jug label for specific dilution/application instructions Teflon Advanced diluted 4:1 for wet carpet (200ft 2 ) or 8:1 for dry carpet (100ft 2 )

20 Application Procedures Pump-up or electric sprayers can be used #8004 tee jet nozzle Dilution: Four parts water/one part Teflon Advanced Pressure: Never exceed 60 psi or drop below 35 psi

21 Application Procedures Pump-up or electric sprayers can be used #8004 tee jet nozzle Dilution: Four parts water/one part Teflon Advanced Pressure: Never exceed 60 psi or drop below 35 psi In-line sprayer can be used #8006 tee jet nozzle Dilution: Set orifice to 4 parts water/one part Teflon Advanced Truck mount pressure: never above 300 psi at pump outlet

22 Application Procedures Hold the spray nozzle 12 to 18 in from carpet, and apply half the prepared spray mix over the entire carpet area, spraying in one direction only. Then apply the other half over the entire carpet area, spraying in the opposite direction Spray evenly at a rate of 200 square feet/diluted gallon

23 Application Procedures Grooming After application, groom to restore original texture Plush carpet: use a nap brush Cut or loop pile carpet: use a rake Clean up Use a damp cloth or sponge to wipe up overspray on furniture Clean sprayer after each use Drying Allow protector to dry Teflon Advanced is effective as soon as carpet is dry

24 Why You Should Care Your customers want to protect their investments

25 Why You Should Care Your customers want to protect their investments Carpet protectors really work! They help carpets stay looking cleaner, newer longer!

26 Why You Should Care Your customers want to protect their investments Carpet protectors really work! They help carpets stay looking cleaner, newer longer! Can allow carpet to be cleaned more easily and effectively.

27 Why You Should Care Your customers want to protect their investments Carpet protectors really work! They help carpets stay looking cleaner, newer longer! Can allow carpet to be cleaned more easily and effectively. Increase customer satisfaction for carpet- easier to care for the carpet and increase the life of the carpet.

28 Why You Should Care Your customers want to protect their investments Carpet protectors really work! They help carpets stay looking cleaner, newer longer! Can allow carpet to be cleaned more easily and effectively. Increase customer satisfaction for carpet- easier to care for the carpet and increase the life of the carpet. Increased profitability for you!

29 Added Value - Added Profits Area Cleaning Estimated Protector Protector Total Cleaned Revenue Cleaning Cleaning Revenue Cost Protector Combined Ft2 $0.25/ft2 Cost Profit $0.12/ft2 $0.05/ft2 Profit Profit 200 $50.00 $42.50 $7.50 $24.00 $10.00 $14.00 $ $ $85.00 $15.00 $48.00 $20.00 $28.00 $ $ $ $22.50 $72.00 $30.00 $42.00 $ $ $ $30.00 $96.00 $40.00 $56.00 $86.00

30 Added Value - Added Profits Increased Profits Per Job Through The Sale of Carpet Protector $ $90.00 $80.00 $70.00 $60.00 Profits $50.00 $40.00 $30.00 $20.00 $10.00 $- 200 ft2 400 ft2 600 ft2 800 ft2 Square Footage of Area Cleaned Profits from Cleaning Profits from Carpet Protection

31 How to Sell More Protector Understand and be prepared to explain how carpet protectors work to your customer

32 For You: Understand the Benefits of Protectors

33 How to Sell More Protector Understand and be prepared to explain how carpet protectors work to your customer Use the carpet protector manufacturers promotional literature to help explain and sell the protector

34 Help Your Customer: Explain How a Protector Works Step 1: Show the customer the Teflon Advanced brochure

35 Explain How a Protector Works Step 2: Walk the customer through the Teflon Advanced brochure/or let them review it

36 Explain How a Protector Works Step 2: Walk the customer through the Teflon Advanced brochure/or let them review it

37 Explain How a Protector Works Step 3: Illustrate the difference between a carpet treated with Teflon Advanced versus a competitive product or no protector. Use the blotter card given to you when you purchase Teflon Advanced to illustrate

38 How to Sell More Protector Understand and be prepared to explain how carpet protectors work to your customer Use the carpet protector manufacturers promotional literature to help explain and sell the protector Offer carpet protection to your customer multiple times - When the job is scheduled - When you arrive on the job - When you are through cleaning

39 How to Sell More Protector Understand and be prepared to explain how carpet protectors work to your customer Use the carpet protector manufacturers promotional literature to help explain and sell the protector Offer carpet protection to your customer multiple times - When the job is scheduled - When you arrive on the job - When you are through cleaning Offer protector with every cleaning Offer protector on all carpet fiber types Offer protector on carpets that have mill applied protection

40 How to Sell More Protector Understand and be prepared to explain how carpet protectors work to your customer Use the carpet protector manufacturers promotional literature to help explain and sell the protector Offer carpet protection to your customer multiple times - When the job is scheduled - When you arrive on the job - When you are through cleaning Offer protector with every cleaning Offer protector on all carpet fiber types Offer protector on carpets that have mill applied protection Ask for the order with confidence, knowing that carpet protectors work and are of value to your customer. Reward your technicians for selling protector

41 More About The Teflon Advanced Training CD Also included on the interactive CD: Frequently Asked Questions - Answers to questions often asked by both consumers and professional cleaners about DuPont Teflon Advanced Downloadable images, logos and copy points - Photographic images, logo and copy points help you promote your services and DuPont Teflon Advanced in your local markets - Images provided in booth high and low resolution for use electronically or in printed materials

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43 And Remember. Offer carpet protection to your customer multiple times - When the job is scheduled - When you arrive on the job - When you are through cleaning Offer protector with every cleaning Offer protector on all carpet fiber types Offer protector on carpets that have mill applied protection Ask for the order with confidence, knowing that carpet protectors work and are of value to your customer. Reward your technicians for selling protector

44 Good luck and good selling!