PARTNERSHIP KEYSTONE PLAYBOOK THE POWER OF TOP 5

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1 THE POWER OF PARTNERSHIP HELP YOUR CUSTOMERS EXCEED EXPECTATIONS by providing 100% of what is most important to restaurant guests. KEYSTONE PLAYBOOK FOR SYSCO ASSOCIATES ONLY FEBRUARY - JUNE, 2016 TOP 5 Factors That Keep Restaurant Guests Coming Back * Dishware, glassware and silverware are clean Taste and flavor of the food Quality of the food Cleanliness of the restaurant interior Cleanliness of all visible kitchen or food prep areas *based on over 30,000 Technomic Inc. consumer surveys from 2011 through Q Sysco Food Offering Sysco Keystone Offering Sysco MAs and Ecolab sales associates plan and work together across the country to help customers serve great food while operating cleaner, safer and healthier! Keystone Vigoroso Lavender Multi-Surface Cleaner RTU and Other Featured Products Sales Enablement Tools From left to right: MA Tom Anderson & TM Mark Jansen, RSM Jorge Urias & MA Paulina Amador-Pineda, TM Ricardo Carriedo & MA Daisy Peck, MA John Owen & TM Berwick Drury 370 Wabasha Street N St. Paul, MN CLEAN 2016 Ecolab USA Inc. All rights reserved /0407/0216 Ready-to-Use Take Advantage of Sales Opportunities with Every Account

2 ONLINE TOOLS SUPPORTING YOUR SUCCESS 1 SOLUTIONS SELECTOR GET IN THE ZONE with the Solutions Selector on Now you can view your Category 9 opportunities daily online via desktop or mobile device Click on the zone you need more information about. 2 Click on each yellow icon to pull up product details. Click the product name to find even more information. 3

3 READY-TO-USE READY-TO-USE TAKE ADVANTAGE OF SALES OPPORTUNITIES IN EVERY ACCOUNT KITCHEN WAREWASHING The taste and flavor of food is a top reason guests keep coming back, and dirty equipment impacts both negatively Clean tableware is one of the most important factors guests consider when choosing a restaurant RESTROOM FRONT OF HOUSE 78% of guests judge a clean restroom The cleanliness of the restaurant interior is more important than the quality of service as an indicator of a clean kitchen and good food quality 1 DEMO View the demo videos on and the website link to your customers SAMPLE Use product samples to show your customers superior results. SELL TM Cleaning Procedures GUIDE UPDATED 2016 EDITION Explain in detail how the product you just showed a demo of can solve their cleaning issues. Demo, sample and sell Keystone to grow your business. 5

4 WAREWASHING KEYSTONE: DELIVERS THE CLEANLINESS GUESTS DEMAND WAREWASHING Keystone chemistry with Ecolab dishmachines and service provide the consistently clean results that customers need for satisfied guests. Earn up to $250 per lead Submit a dishmachine lead today at: www. Solid format Keystone warewashing chemistry provides powerful cleaning performance with less storage space and better employee safety vs. liquids. Work with your Ecolab Representative to close the sale. 6 7

5 KEYSTONE ADVANTAGE LEADING EDGE TECHNOLOGY MORE EFFECTIVE SOLUTIONS KEYSTONE VIGOROSO LAVENDER MULTI-SURFACE CLEANER RTU Same great non-abrasive multi-surface cleaner in a new RTU spray bottle package SUPC fl oz KEYSTONE SPRAY CLEANER General purpose aerosol cleaner which can be used on a variety of hard surfaces SUPC fl oz KEYSTONE ADVANTAGE KEYSTONE ANTIMICROBIAL FRUIT & VEGETABLE TREATMENT (AFVT) RTU Now smaller kitchens can help control foodborne illness easily and economically. Keystone AFVT now comes in a 64 oz bottle with a 4-oz reservoir. Use new bottle in conjunction with the NEW Produce Handler & Strainer SUPC fl oz Produce Handler & Strainer PIC To order Produce Handler & Strainer contact your Ecolab Associate Produce Handler & Strainer Compatibility with 64 oz reservoir bottle: One 4-ounce dose makes 4 gallons of solution Green colored lid and handler helps reinforce produce-only application Quick-draining strainer for ease of use A 5-gallon capacity alternative for customers without a dedicated produce sink Log in daily to to view the sales opportunities within your territory. Use the tool to identify & tag accounts for your B2B prospecting efforts. 8 9

6 FOOD SAFETY HELP YOUR CUSTOMERS STAY IN COMPLIANCE LABELS Universal Daydots help eliminate the need to have a label for each day of the week Dissolvable paper labels melt completely in water of any temperature Plastic removable DuraLabels are made from a unique plastic, leaving no residue TEMPERATURE LABELS Temperature labels ensure your operation adheres to FDA Codes Sensor labels remove easily and leave no adhesive residue FOOD ROTATION PORTION BAGS Saddle Bags utilize a loading stand that allows two employees to work simultaneously from opposite sides of the stand LABEL GUN Select from a variety of date or price marking options Cold Temp or Dissolvable gun labels Each sleeve of labels includes one new inker TEST STRIPS Accurately measure quaternary Sanitizing Solutions in pails, 3-compartment sinks or bottles with Quat Test Strips Utilize the Chlorine test strips to accurately measure chemical concentrations in Low Temperature Dishmachines See Order Guide on page 15 for SUPC and temperature information Use the Sysco Food Safety catalog to offer solutions to your customer s needs. Sell food safety tools along with Keystone chemicals to help your customers meet all their safety requirements. Ask for the order. Customers trust you to make sure they have everything they need to run a clean and safe operation. FOOD SAFETY One-handed filling of these bags speeds work and increases efficiency See Order Guide on page 15 for SUPC and day of week information 10 11

7 SALES & SERVICE ECOLAB S GOT YOUR BACK 24/7 ECOLAB SALES & SERVICE ORGANIZATION ROSTER REPORT: Find Ecolab DSDM, DM and Associate Partners in your area Includes , phone numbers and territory responsibilities OPCO DSM MA DSDM SSDM Distributor Sales Development Manager (DSDM) Ecolab liaison with each OpCo District Sales Manager (DM) Sales manager for SSDMs, TMs and RSMs Street Sales Development Manager (SSDM) Sells independent street and local chain accounts Territory Manager (TM) Sells and services customer-owned dishmachine accounts DM TM RSM Route Sales Manager (RSM) Sells and services leased dishmachine accounts CALL Ecolab Sales & Service Hotline Exclusively for Sysco Associates Extra Service Request for a customer. Obtain contact information for an Ecolab Associate. Any other business-related inquiries. SALES & SERVICE 12 13

8 ORDER GUIDE Safety Data Sheets (SDS) are available to download on. PRODUCTS SIZE ECOLAB PIC SUPC PRODUCTS SIZE ECOLAB PIC SUPC MACHINE DETERGENTS MACHINE RINSE ADDITIVES MACHINE SANITIZER FLATWARE PRESOAK MANUAL POT & PAN 3-COMPARTMENT SINK / FOOD CONTACT SANITIZER DISPENSED BAR PROGRAM MANUAL BAR PROGRAM Keystone Apex Dishmachine Detergent lb Keystone Apex Heavy Duty Dishmachine Detergent lb Keystone Apex Chlorine-Free Machine Detergent lb Keystone Solid Power XL Dishmachine Detergent 2-9 lb Keystone Liquid Dishmachine Detergent gal Keystone Omega Solid Warewashing Machine Detergent lb Keystone Undercounter Machine Detergent oz Keystone Solid Brilliance lb Keystone Apex Rinse Additive lb Keystone Apex Heavy Duty Rinse Additive lb Keystone Apex Rinse Additive TSC lb Keystone Liquid Rinse Additive gal Solid Sanitizer (Keystone) tablets Keystone Sanitizer gal Keystone Apex Presoak 2-4 lb Keystone Presoak Ready-to-Use 1-48 tablets MSD Manual Detergent Dispenser 1 each Keystone Apex Pot & Pan Soak 3-5 lb Keystone Pot & Pan Soak 26-8 oz Keystone Apex Pot & Pan Detergent 2-3 lb Keystone Liquid Pot & Pan Detergent 2-2 L 2-1 gal Keystone Pot & Pan Detergent Ready-to-Use 9-32 fl oz Keystone Pot & Pan Detergent 1-5 gal Keystone Solid Pot & Pan Detergent lb Keystone Lemon Pot & Pan Detergent 2-1 gal MSD Solid Quat Broad Range Sanitizer Dispenser 1 each Keystone Multi-Quat Sanitizer 2-2 L gal Redi San RTU Hard Surface Sanitizer (Keystone) 6-32 fl oz Apex Solid Quat Broad Range Sanitizer (Keystone) 2-2 lb Keystone Liquid Undercounter Detergent 2-1 gal Keystone Sanitizer 2-1 gal Keystone Liquid Rinse Additive 2-1 gal Keystone Manual Bar Glass Detergent oz Manual Bar Glass Sanitizer (Keystone) oz DELIMER Keystone Lime-A-Way Lime Scale Remover 2-1 gal FLOOR & DRAIN CLEANERS MULTI-SURFACE & GLASS CLEANERS GRILL & FRYER CLEANERS DEGREASERS & OVEN CLEANERS Keystone Sanitizing Wash n Walk Floor Cleaner gal Keystone Floor Cleaner gal Keystone Floor Cleaner RTU 60-2 oz Keystone Floor Cleaner & All Purpose Powder 1-45 lb Keystone Pine Multi-Surface Cleaner 4-1 gal Keystone Neutral Floor Cleaner gal Keystone Wood Oil Soap 2-1 gal Keystone Drain Treatment gal Keystone Orange Multi-Surface Cleaner 2-2 L gal Keystone Orange Multi-Surface Cleaner Ready-to-Use 4-32 fl oz Keystone Pine Multi-Surface Cleaner 4-1 gal Keystone Vigoroso Lavender Multi-Surface Cleaner 4-1 gal Keystone Vigoroso Lavender Multi-Surface Cleaner RTU 4-32 fl oz Keystone Wood Oil Soap 2-1 gal Keystone Liquid Bleach Cleaner fl oz Keystone Glass Cleaner 2-2 L Keystone Glass Cleaner RTU 4-32 fl oz Keystone Spray Cleaner 6-19 fl oz Keystone High Temp Grill Cleaner Starter Kit 10 packets, 1 polishing pad holder, 2 polishing pads, 1 squeegee Keystone High Temp Grill Cleaner fl oz 4-32 oz Keystone Fryer & Grill Cleaner 4-1 gal Keystone Fryer Cleaner 26-8 fl oz Griddle Polishing Pad Holder 1 each Griddle Squeegee 1 each Griddle Pad Refill Pack Box of Keystone Oven Cleaner 4-32 fl oz 4-1 gal Keystone Oven & Grill Cleaner Aerosol 6-20 fl oz Keystone Heavy-Duty Degreaser 4-1 gal Keystone Real-A-Peel Cleaner Degreaser Aerosol 6-18 fl oz Keystone Greaselift 2-2 L Keystone Greaselift RTU 4-32 oz STAINLESS STEEL CLEANERS & POLISHES SPECIALTY ITEMS RESTROOM & DISINFECTANT CLEANERS RESTROOM ODOR CONTROL CLEANING CADDY ACCESSORIES Keystone Satin Shine Stainless Steel Polish 6-17 fl oz Keystone Water-Based Stainless Steel Polish 6-32 fl oz Keystone Furniture Polish Aerosol 6-17 fl oz Keystone Sample Box 1 each Keystone Antimicrobial Fruit & Vegetable Treatment 2-1 gal Keystone Antimicrobial Fruit & Vegetable Treatment RTU 2-64 fl oz Produce Handler & Strainer Keystone Specialty Beverage Cleaner tablets Triplet Plus (Keystone) 50-1 oz packets Keystone Liquid Insecticide 2-24 fl oz Aerosol Contact Insecticide (Keystone) 6-15 oz Keystone High Efficiency Laundry Detergent 4-1 gal Keystone Powder Laundry Detergent 1-25 lb Keystone Urinal Screen Block g Heavy-Duty Alkaline Bathroom Cleaner and Disinfectant (Keystone) 2-2 L Keystone Creme Cleanser 6-32 fl oz CBC Plus (Keystone) 6-32 fl oz Keystone Liquid Bleach Cleaner fl oz Keystone Powder Bleach Cleanser oz Disinfectant Cleaner 2.0 (Keystone) 2-2 L TB Disinfectant Cleaner Ready-to-Use (Keystone) 6-32 fl oz Asepticare (Keystone) 6-14 fl oz Germicidal Cleaner (Keystone) 6-19 fl oz Keystone Air & Fabric Freshener 6-32 fl oz Keystone Odor Neutralizer Ocean Breeze fl oz Keystone Odor Neutralizer Mandarin Burst fl oz Keystone Odor Neutralizer Dispenser 1-4 pack Keystone Spotter & Odor Eliminator 6-24 fl oz Wet Vacuum Filter Replacement 1 each N/A Wet Vacuum Head 1 each N/A Wet Vacuum Squeegee Blade Replacement Kit 1 each N/A Dual-Surface Deck Brush-Blue 1 each Fiberglass Interlocking Handle-Blue 1 each Disinfected Daily Sticker-White 1 each N/A Disinfected Daily Sticker-Clear 1 each N/A Doorstop 1 each N/A Mop Sink Hose 1 each N/A KEYSTONE HELPS MEET YOUR CUSTOMER NEEDS HAND SOAPS HAND SANITIZERS TOOLS & ACCESSORIES Keystone Anti-Bacterial Foam Hand Soap (Touch-Free) ml Keystone Anti-Bacterial Foam Hand Soap (Manual) ml Keystone Foam Hand Soap (Touch-Free) ml Keystone Foam Hand Soap (Manual) ml Keystone Liquid Hand Soap (Manual) ml Keystone Liquid AB Hand Soap (Manual) ml Keystone Anti-Bacterial Liquid Hand Soap (Manual) 4-1 gal Keystone Foam Hand Sanitizer (Touch-Free) ml Keystone Foam Hand Sanitizer (Manual) ml Keystone Liquid Hand Sanitizer (Manual) ml X 3 Plastic Removable Universal Label Roll of x 2 Plastic Removable Universal Label Roll of X 3 Dissolvable Universal Label Roll of x 2 Dissolvable Universal Label Roll of Portion Bags Fold/Saddle 6.5 X ct Mon Tue Wed Thu Fri Sat Sun Stainless Steel Loading Stand 1 each Sanitizer Test Station 1 each Sanitizer Test Strips: QT-40 3-pack Chlorine Test Strips 1 each Dishmachine Temperature Labels 160 degrees 1 each Dishmachine Temperature Labels 180 degrees 1 each Single Line Label Gun Single Line Gun Labels White Yellow FL. Red Use By Double Line Label - Food Rotation Gun Double Line Gun Labels White Yellow FL. Red Use By KEYSTONE PRODUCTS