TABLE OF CONTENTS. Selling Tips... 17

Transcription

1 NOTES TABLE OF CONTENTS County Government County & City Schools... 1 County & State Penal Farms... 1 County Animal Pound... 1 County Cemeteries... 1 County Courthouse... 1 County Fairgrounds... 1 County Highway Department... 1 County Hospitals... 2 County Jails... 2 County Nursing Homes... 2 City & Village Government Cemeteries... 3 City Animal Pound... 3 City Hall... 3 City Health & Sanitation Dept City Hospitals... 3 City School System... 3 Electrical Department... 3 Fire Stations... 4 Parks & Recreation Department... 4 Police Stations... 4 Public Housing Authorities... 4 Sewer Department... 4 Sewage Treatment Plant... 4 Sign Department... 4 Street Department... 4 Water Department... 4 Other Accounts Airline Companies... 5 Airports... 5 Ambulance Service Companies... 5 Amusement Parks... 5 Apartment Complexes... 5 Appliance Dealers... 5 Asphalt Paving... 5 Automotive Dealers... 6 Auto Rental Companies... 6 Bakeries... 6 Banks... 6 Bars & Lounges... 6 Beauty Salons/Barber Shops... 6 Beverage Distributors & Bottlers... 6 Boat Dealers/Marinas... 7 Bookstores... 7 Bowling Alleys... 7 Building Material Dealers/Lumber Yards.. 7 Butcher Shops... 7 Bus & Truck Lines... 7 Cab Companies... 7 Camps... 8 Caterers... 8 Cement Plants... 8 Cemeteries... 8 Churches... 8 Cleaners... 8 Clothing Manufacturers... 8 Clubs (Private)... 8 Concrete Redi-Mix Paving... 9 Dairies... 9 Department Stores... 9 Drug Stores... 9 Electric Motor Shops... 9 Farm Implement Dealers... 9 Feed Mills... 9 Florists... 9 Foods/Frozen Food Plants Foundries Fuel Oil Contractors Funeral Homes Furniture Manufacturers Garbage Collectors Golf Courses Hardware Stores Hospitals Hotels & Motels Housing Authorities HVAC Contractors Landscaping Companies Laundries (Commercial) Machine Shops Manufacturing Plants Meat Packers & Food Processors Millwork Cabinet Shops Mobile Home Retailers Motor Freight Companies Moving Companies Newspapers & Printers Nurseries Nursing Homes Office/Public Buildings Plumbing Contractors Plywood Mills Printers/Publishers Railroad Shops Refrigeration Service Shops Rental Equipment Restaurants Riggers/Excavators/Road Builders Roofing Companies Saw Mills Schools (Private & Special) Service/Gas Stations Sheet Metal Companies Stables Swimming Pools (Local/County/City) Taxi Cab Companies Theaters Tire Stores Transmission Shops Tile Contractors (Ceramic) Vending Machines Veterinarians YMCA/YWCA Selling Tips... 17

2 SELLING TIPS COUNTY GOVERNMENT CONTINUED Be Prepared Plan sales calls at least the day before. Plan Your Work and Work Your Plan Be sure to set appointments with customers well in advance. If the appointment time is greater than three working days, call the day before to confirm. Plan the workday to provide the least amount of driving time. Time is better spent in front of the customer instead of getting to the customer. Plan calls by account type when possible. This makes it easier to pack your sample and literature cases. Know what the customer buys from you and what and where they are buying their other products. Determine what else can be sold to the customer and what sales the customer is missing because they are not carrying these products. Walk into the customer or prospect s business with a purpose. Find out the needs in advance and come in with systems and solutions. Prepare demonstration case with the necessary products and materials needed to perform a demonstration. Show four to five products in a single demonstration. For example: place a plastic liner in the customer s trash can. Spray the demonstration material onto the demo surface. Wipe the surface with industrial wipes. Clean your hands with your waterless hand cleaner and then spray the air with your air freshener or hospital type disinfectant. Note: It is a good idea to use a different product to set up the demonstration. The customer may not need the specific product demonstrated but they may need one of the other products used as part of the demo. For example, spray a lubricant on a piece of material then flush it off with a degreaser. Be Professional Always present yourself and your company in a positive, professional manner. Remember, you are creating and supporting your company image, as well as your own. County Hospitals Maintenance Engineer Solvent degreasers, lubricants, drain openers, heavy duty Housekeeper degreasers, all purpose cleaners, pressure wash chemicals, fuel Dietitian additives, bench maintenance. Boiler and cooling water treatments, Administrator paint strippers, herbicides, insecticides, germicidal cleaners, bathroom cleaners and disinfectants, tile and grout cleaner, carpet shampoo and spotters, furniture polish, glass cleaner, stainless steel cleaner and polish, deodorants, metered and hand held deodorizers, resilient tile finish and stripper. County Jails Sheriff Insecticides, deodorants, drain openers, disinfectants and cleaners, Jailer floor care, all purpose cleaners, glass cleaner, furniture polish, bowl Matron cleaners, hand care. County Nursing Homes Maintenance Engineer Solvent degreasers, lubricants, drain openers, all purpose cleaners, Housekeeper fuel additives, hand soaps, bench maintenance, boiler and cooling Administrator water treatments, paint strippers, herbicides, germicidal cleaners, bathroom cleaners and disinfectants, tile and grout cleaners, carpet shampoo and spotter, floor care, furniture polish, glass cleaner, deodorants, insecticides, stainless steel cleaner and polish, enzymes, metered and hand held deodorizers. Make appropriate introductions when making calls with another person prior to any business discussion or product presentation. Be Smart Set sales goals with customer and review their progress on a periodic basis, if not every call. When working a city or region, break it down into geographical regions. Break a city down into quadrants and a region by zip code. This breakdown reduces travel time thus allowing a greater number of calls to be made. Rate your customers A, B, C, etc. Set up call frequencies making sure your account contact time is adequate for each type of account. Know where your sales volume is coming from. Next, identify where your short and long term increases are coming from. This information helps in setting sales plans and targets. Remember the Most Important Parts of Selling Are: Be Sure You Are Calling on the Decision Maker Identify Needs Know Your Customer s Business Present Solutions Know How to Consolidate their Products Focus on Benefits Know Your Competition in the Account Be a Good Listener Know Your Competitive Products Ask for the Order 17 2

3 CITY & VILLAGE GOVERNMENT CONTINUED Schools (Private & Special) Principal Drain openers, all purpose cleaners, porcelain and tile cleaners, floor Custodian Foreman care, carpet care, herbicides, insecticides, chalkboard cleaners, Lunchroom disinfectants, glass cleaner, furniture polish, gum remover, boiler and Garage Mechanic cooling water treatments, solvent parts cleaners, bench maintenance, Head of Maintenance ice melts, pressure wash chemicals, auto and fleet maintenance, Head Coach vandalism mark remover, paint stripper, hand care for bathroom and Business maintenance areas, enzymes, metered and hand held deodorizers. Shop Teacher Service/Gas Stations Owner/ Pressure wash chemicals, car wash, engine degreaser, choke and carb cleaner, lubes, concrete floor cleaner, silicone, moisture displacer, safety solvent, glass cleaner, disinfectants, bowl cleaners, metered and hand held deodorizers, hand care. Sheet Metal Companies Owner/ Hand care, heavy duty butyl degreasers, safety solvent, penetrating Job Superintendent oil, stainless steel coating, germicidal disinfectants, bowl cleaners, air sanitizers, bulk greases. Stables Owner/ Head Stable Hand Insecticides, hand care, herbicides, pressure wash chemicals, sanitizers, metered and hand held deodorizers, all purpose cleaners. Swimming Pools Owner Disinfectants, bowl cleaner, pressure wash chemicals, all purpose (Local/County/City) Pool cleaners, glass cleaner, herbicides, insecticides, silicone, stainless Lifeguard steel coating, corrosion blocks. Fire Stations Fire Chief Surfactants (water wetter), resilient tile finishes and floor strippers, wood floor sealers, stainless steel polishes, truck wash, tire dressing, bench maintenance, pressure wash chemicals, bowl cleaners, disinfectants and deodorants, all purpose cleaners, furniture polish, glass cleaners, oven and grill cleaners, drain openers, metered and hand held deodorizers. Parks & Recreation Department Purchasing Agent Herbicides, insecticides, hand care, equipment degreasers, lubricants, all purpose cleaners, bathroom cleaners, metered and hand held deodorizers. Police Stations Police Chief Resilient tile floor finishes and strippers, hand care, insecticides, herbicides, drain openers, all purpose cleaners, disinfectants, glass cleaners, furniture polish, deodorants, bowl cleaners, boiler and cooling water treatments, metered and hand held deodorizers. Public Housing Authorities Maintenance Director Floor care, dust mop treatment, carpet shampoo and spotters, bowl cleaners, drain openers, all purpose cleaners, hand care, carpet protective sprays, boiler and cooling water treatments, herbicides, insecticides, disinfectant cleaners, air sanitizers and deodorants, furniture polish, glass cleaner, stainless steel cleaner, gum remover. Sewer Department Storm Sewer Superintendent Drain openers, hand cleaners, odor control chemicals, insecticides, Sanitary Sewer Superintendent enzymes and sewer solvents, lift station cleaners, deflocculants and flocculants. Taxi Cab Companies Pressure wash chemicals, car wash, carpet shampoo and spotters, Dispatcher all purpose heavy duty degreaser, penetrating oil, safety solvent, battery cleaner and protector, engine degreaser, choke and carb cleaner, furniture polish, tire dressing, deodorants, vinyl and plastic dressing, mat dressing, tar and asphalt remover, glass cleaner, hand care, solvent parts cleaners, ice melts, bench maintenance, bathroom cleaners, metered and hand held deodorizers. Theaters Theater Glass cleaner, hand care, furniture polish, floor finish and stripper, Head Porter carpet shampoo and spotter, carpet protector, all purpose cleaners, porcelain and tile cleaners, stainless steel cleaner and polish, safety solvent, insecticides, drain openers, vandalism mark remover. Tire Stores Owner Hand care, tire dressing, disinfectants, bowl cleaners, glass cleaner, Shop Foreman bench maintenance, all purpose degreasers, parts cleaners, floor Office finish and stripper, concrete floor cleaner and sealer. Sewage Treatment Plant Plant Odor control, insecticides, flocculants, degreasers/deodorizers, hand care, mud and silt removers, bacteria/enzymes. Sign Department Department Purchasing Agent Paint strippers, hand cleaners, insecticides, penetrating lube, anti-corrosion products. Street Department Street Superintendent Pressure wash chemicals, tar and asphalt cleaners, automotive, bench maintenance aerosols, herbicides, hand care, degreasers for equipment, ice melts. Water Department Water Department Director Hand care, sewer water treatments, industrial cleaners and lubricants, corrosion protectants. 15 4

4 Moving Companies General Engine degreasers, hand care, steam cleaning chemicals, penetrating oil, moisture displacers and lubricants, truck wash, Porter multipurpose cleaner, aluminum cleaner and brightener, concrete sealer, vinyl seat cleaner, upholstery cleaner, fuel additives, ice melts, rubber dressing, insecticides, herbicides, pressure wash chemicals, vinyl/plastic/leather protective coatings, parts washer solvent, tar and asphalt remover, windshield washer solvent, bulk greases, penetrating greases, battery cleaner and protector, silicone lubricants, white lithium grease, choke and carb cleaner, belt dressing, dry moly lubricants. Newspaper & Printers Press Room Foreman All purpose degreaser and ink removers, safety solvent, drain Chief Typographer openers, paint stripper, hand care, porcelain and tile cleaners, all Porter purpose cleaners, furniture polish, glass cleaner, insecticides, Shop Foreman herbicides, disinfectants, floor care, silicone, spray adhesive, penetrating oil, chain and gear lube, air sanitizers and deodorants. Nurseries Owner/ Wetting agents, hand care, herbicides, insecticides, penetrating lubes, safety solvent, pressure wash chemicals. Nursing Homes Maintenance Engineer Solvent degreaser, lubricants, drain openers, all purpose cleaners, Housekeeper heavy duty degreasers, pressure wash chemicals, fuel additives, hand care,bench maintenance, boiler and cooling water treatments, paint stripper, herbicides, germicidal cleaners, bathroom cleaners, disinfectants, tile and grout cleaners, carpet shampoo, floor care, furniture polish, glass cleaner, insecticides, carpet spotters, stainless steel cleaners, enzymes, metered and hand held deodorizers. Office/Public Buildings Building Superintendent Heavy duty cleaners, mild multipurpose cleaner, furniture polish, Chief Engineer glass cleaner, drain openers, floor care, bathroom cleaners, carpet Head Custodian shampoos and spotters, metered and hand held deodorizers, Kitchen enzymes, CRT cleaners. Automotive Dealers Parts Pressure wash chemicals, car wash detergents, carpet shampoo, all Wash Rack Man purpose cleaners, penetrating oils, residual free solvent degreaser, Service battery cleaner and protector, engine degreaser, choke and carb Body Shop cleaner, furniture polish, tire dressing, deodorants, vinyl and plastic Used Car Man dressing, mat dressing, tar and asphalt remover, glass cleaner, Showroom Janitor solvent parts cleaners, carpet spotters, ice melts, hand care, bench maintenance, floor care, dust mop treatment, bathroom cleaners, metered and hand held deodorizers. Auto Rental Companies Pressure wash chemicals, car wash detergents, windshield cleaning Porter solvent, deodorants, tire dressing, mat dressing, vinyl cleaner and protector, upholstery cleaners, glass cleaner, carpet spotter, choke and carb cleaner, silicone lubricants, all purpose lubricants, solvent parts cleaner, engine degreasers, battery cleaner and protector, hand care, metered and hand held deodorizers. Bakeries Plant Superintendent Residual free solvent degreaser, steam cleaning compounds and pressure wash chemicals, drain openers, odor control chemicals, herbicides, circulating parts cleaner, hand care, food grade white grease, insecticides, sanitizers, general germicidal cleaners, oven cleaners, chain and cable lubricants, acid based cleaners, all purpose cleaners, bathroom cleaners, bench maintenance. Banks Maintenance Supervisor Heavy duty cleaners, multipurpose cleaners, furniture polish, glass cleaner, drain openers, floor care, CRT cleaners, bathroom cleaners, anti-static sprays, carpet shampoo and spotters, enzymes, chewing gum remover, hand care, deodorants, metered and hand held deodorizers, metered insecticide, boiler and cooling water treatment. Bars & Lounges Owner/ Insecticides, sanitizers, carpet care, floor care, all purpose cleaners, glass cleaner, hand cleaners, bowl cleaners, metered and hand held deodorizers. Plumbing Contractors Owner Hand care, pressure wash chemicals, truck wash, drain openers. Beauty Salons/ Owner/ Sanitizers, hand care, floor care, all purpose cleaners, dust mop Barber Shops treatment, air fresheners, glass cleaner, furniture polish, bowl cleaners. Plywood Mills Plant Superintendent Herbicides, insecticides, silicone, penetrating oil, hand care, heavy duty degreasers, all purpose cleaners, greases and lubricants, bathroom cleaners, glass cleaner, furniture polish, paint stripper. Beverage Distributors & Bottlers Plant Superintendent Acid detergents, descalers, heavy duty degreaser for equipment and machines, food grade lubricants, insecticides, all purpose cleaner, Garage chain lubricant, weed killers, pressure wash chemicals, sanitizers, germicidal cleaners, hand care, porcelain and tile cleaners, concrete sealers, bulk lubricants, hydraulic oils, bench maintenance, boiler and cooling water treatments. 13 6

5 Hospitals Maintenance Engineer Solvent degreasers, lubricants, drain openers, heavy duty Administrator degreasers, all purpose cleaners, pressure wash chemicals, fuel Dietary additives, bench maintenance, boiler and cooling water treatments, Housekeeper paint strippers, herbicides, insecticides, germicidal cleaners, bathroom cleaners, disinfectants, tile and grout cleaners, carpet shampoo and spotters, resilient tile finish and strippers, furniture polish, enzymes, glass cleaner, stainless steel cleaner and polish, lubricants, metered and hand held deodorizers. Hotels & Motels Owner Safety solvent, drain openers, silicone, penetrating oil, floor care, all purpose cleaners, liquid de-icers, all purpose lubes and Maintenance Superintendent demoisturant, penetrating oils, red grease, boiler and cooling water Head Housekeeper treatments, porcelain cleaners, glass cleaner, carpet shampoo and spotters, disinfectants and deodorants, furniture polish, insecticide, herbicides, gum remover. Camps Camp Director Herbicides, insecticides, all purpose cleaners, glass cleaners, germicidal disinfectant cleaners, floor care, pressure wash chemicals, enzymes, drain openers. Caterers Owner/ Drain openers, insecticides, general purpose cleaners, bowl Porter cleaners, disinfectants, oven cleaner, carpet shampoo and spotters, floor care, furniture polish, glass cleaner, stainless steel/aluminum cleaner and polish, enzymes, pressure wash chemicals, metered insecticides, porcelain and tile cleaners. Cement Plants Owner Solvent degreasers, pressure wash chemicals, bench maintenance, lubricants, hand cleaner, insecticides, glass cleaner, furniture polish, Janitorial Superintendent disinfectants, bowl cleaners, all purpose cleaners, water treatment, acid cleaners. Housing Authorities Director Floor care, dust mop treatment, carpet shampoo and spotters, Building Groups Superintendent bowl cleaners, drain openers, all purpose cleaners, hand care, carpet protective sprays, boiler and cooling water treatments, herbicides, insecticides, disinfectants, air sanitizers and deodorants, furniture polish, glass cleaner, stainless steel cleaner, gum remover. HVAC Contractors Owner Residual free degreasers, heavy duty water based degreasers, coil Service cleaners, boiler and cooling water treatments, hand care, HVAC treatments. Landscaping Companies Owner/ Herbicides, wetting agents, pressure wash chemicals, truck wash, Purchasing Agent glass cleaner, hand care, all purpose degreasers. Laundries (Commercial) Owner/ Dust mop treatment, metered and hand held deodorizers, safety solvent, prespotter, germicidal detergents, carpet care, hand care, drain openers, porcelain and tile cleaner, boiler water treatment. Machine Shops Owner Safety solvent, solvent parts cleaner, machine and multipurpose Plant Superintendent cleaners, penetrating oil, phosphatizer, silicone, chain lube, drain openers, thick solvent degreaser, paint stripper, concrete floor cleaner, pressure wash chemicals, machine grinding coolants, insecticides, herbicides, boiler and cooling water treatments, hand care, bulk grease, disinfectants and deodorants, porcelain and tile cleaners, gear lubes, hydraulic oils, compressor oils, contact and circuit board cleaner, belt dressing, dry moly lube, carpet shampoo. Cemeteries Sexton Herbicides, insecticides, degreasers and lubricants for equipment, hand care, floor care, carpet care, glass cleaner, furniture polish. Churches Pastor/Priest Chewing gum and candle wax remover, drain openers, deodorant, all School Principal purpose cleaners, porcelain and tile cleaner, floor care, carpet care, Head Custodian herbicides, insecticides, chalkboard cleaner, disinfectants, glass Groundskeeper cleaner, furniture polishes, boiler and cooling water treatments, solvent parts cleaners, bench maintenance, ice melts, pressure wash chemicals, auto and fleet maintenance, disinfectants, vandalism mark remover, paint stripper, hand care for bathroom and maintenance areas, enzymes, metered and hand held deodorizers. Cleaners Owner Safety solvent, prespotters, germicidal detergents, carpet cleaners, Operator hand care, drain openers, porcelain and tile cleaners, boiler treatments. Clothing Manufacturers Plant Superintendent Lubricants, penetrating oils, chain lubricants, silicone, germicidal disinfectants, bathroom cleaners, all purpose cleaners, floor care, carpet shampoo and spotters, glass cleaner, furniture polish, boiler and cooling water treatments, herbicides, insecticides. Clubs (Private) Carpet care, floor care, sanitizers, germicidal disinfectant cleaners, Superintendent glass cleaner, furniture polish, air sanitizers, herbicides, insecticides, Custodian enzymes, pressure wash chemicals, stainless steel cleaners, metered insecticide, metered and hand held deodorizers. 11 8

6 Concrete Redi-Mix Paving Maintenance Superintendent Bulk lubricants, concrete removers, pressure wash chemicals, heavy duty degreasers, solvent degreasers, bench maintenance, solvent parts cleaner, chain lubricants, hand care. Dairies for Trucks Aluminum cleaners and brighteners, acid detergents, descalers, Maintenance Superintendent heavy duty degreasers for equipment and machines, food grade lubricants, insecticides, all purpose cleaners, chain lubricants, herbicides, pressure wash chemicals, sanitizers, germicidal cleaners, hand care, porcelain and tile cleaners, concrete sealers, bulk lubricants, hydraulic oils, bench maintenance. Department Stores Store Floor care, carpet shampoo and spotters, glass cleaner, furniture polish, ceiling tile spray, stainless steel cleaner and polish, dust mop Window Display treatments, enzymes, all purpose cleaners, insecticides, herbicides, penetrating lubricants, solvent parts cleaners, safety solvent, general purpose lubricants, metered and hand held deodorizers. Drug Stores Owner Glass cleaner, furniture polish, floor care, all purpose cleaners, dust Pharmacist mop treatment, bowl cleaners, metered and hand held deodorizers. Electric Motor Shops Owner Safety solvent, machine and all purpose heavy duty cleaner, Superintendent penetrating oils, silicone, solvent parts cleaners, paint stripper, pressure wash chemicals, hand care, disinfectants and deodorants, bathroom cleaners, greases, compressor oils, penetrating red grease, contact and circuit board cleaners. Foods/Frozen Food Plants Plant Superintendent Acid detergents, descalers, all purpose heavy duty degreaser, insecticides, herbicides, chain lubricants, sanitizers, disinfectants and deodorants, hand care, porcelain and tile cleaners, food grade lubricants, penetrating oil, silicone, drain openers, concrete sealers, hydraulic oil, compressor oil, boiler and cooling water treatments. Foundries Maintenance Department Safety solvent, solvent parts cleaners, machine and multi purpose Safety Director cleaners, penetrating oil, rust converters, silicone, chain lube, Janitorial Superintendent drain openers, thick solvent degreaser, paint stripper, floor care, pressure wash chemicals, cutting fluids, insecticides, hand care, herbicides, boiler and cooling water treatments, bulk grease, disinfectants and deodorants, porcelain and tile cleaners, gear lubes, hydraulic oils, compressor oils, contact and circuit board cleaners, belt dressing, dry moly lube, carpet shampoo and spotters. Fuel Oil Contractors Owner/ Hand care, truck wash, steam cleaning soap, penetrating oil, choke and carb cleaner, concrete floor cleaners, solvent parts cleaner. Funeral Homes Funeral Director Hand care, porcelain and tile cleaners, stainless steel cleaner and Owner polish, all purpose cleaner, germicidal disinfectants, carpet shampoo and spotters, air fresheners, car wash, tire dressing, glass cleaner, furniture polish, metered and hand held deodorizers. Furniture Manufacturers Plant Superintendent Herbicides, insecticides, silicone, penetrating oil, hand care, heavy duty degreasers, all purpose cleaners, greases and lubricants, bathroom cleaners, glass cleaner, furniture polish, paint stripper. Farm Implement Dealers Owner/ Pressure wash chemicals, concrete floor cleaner and sealer, silicone penetrating oil, moisture displacer and lubricant, dry moly, penetrating oil, safety solvent, solvent parts cleaner, tube or bulk grease, hydraulic oil, gear oil, compressor oil, hand care, floor care, glass cleaner, furniture polish, bathroom cleaners. Feed Mills Owner/ Hand care, bathroom cleaners, drain openers, insecticides, all purpose cleaners, furniture polish, disinfectants and deodorants. Garbage Collectors Owner/ Deodorants, hand care, ice melts, insecticides, lubricants, pressure wash chemicals. Golf Courses Greenskeeper Herbicides, insecticides, fungicides, degreasers for equipment, Club penetrating lubricant, white grease for carts, floor care, air sanitizers Golf Pro and deodorants, furniture polish, glass cleaner, oven cleaner, drain Cart Master openers, bowl cleaners, porcelain and tile cleaners, disinfectants, Operator metered and hand held deodorizers, pressure wash chemicals. Florists Owner Glass cleaner, floor care, hand care, disinfectants, furniture polish, all purpose cleaners, safety solvent. Hardware Stores Owner Hand cleaners, drain openers, glass cleaner, all purpose cleaners, Store floor care, metered and hand held deodorizers. 9 10

7 Boat Dealers/Marinas Owner Hand care, moisture displacers, lubricants, glass cleaners, acid cleaners, solvent parts cleaners, safety solvent, penetrating lubricants, corrosion blocks, stainless steel polish and cleaner. Bookstores Floor care, carpet care, hand care, bowl cleaners, disinfectants, dust Owner mop treatment, furniture polish, metered and hand held deodorizers. Bowling Alleys Safety solvent, all purpose heavy duty degreasers, silicone spray, contact and circuit board cleaners, penetrating lube, moisture Operator displacer lube, bulk grease, hydraulic oil, hand care, drain openers, chewing gum remover, furniture polish, glass cleaner, odor control chemicals, disinfectants, porcelain cleaners, carpet shampoo and spotters, anti-static spray, herbicides, insecticides, all purpose cleaners, enzymes, lubricants for kitchen appliances, oven and grill cleaners, sanitizers, floor care, metered and hand held deodorizers. Manufacturing Plants Plant Superintendent Safety solvent, solvent parts cleaner, machine and multipurpose Safety Director cleaners, penetrating oil, phosphatizer, silicone, chain lube, drain openers, thick solvent degreasers, paint stripper, concrete floor cleaner, pressure wash chemicals, machine grinding coolants, insecticides, herbicides, boiler and cooling water treatments, hand care, bulk grease, disinfectants and deodorants, porcelain and tile cleaners, gear lubes, hydraulic oils, compressor oils, contact and circuit board cleaners, belt dressing, dry moly lube, carpet shampoo and spotters. Meat Packers & Food Processors Plant Superintendent Acid detergents, descalers, all purpose heavy duty degreasers, insecticides, herbicides, chain lubricants, pressure wash chemicals, sanitizers, disinfectants and deodorants, hand care, porcelain and tile cleaners, food grade lubricants, penetrating oil, silicone, drain openers, concrete sealers, hydraulic oil, compressor oil, boiler and cooling water treatments. Building Material Dealers/ Owner Hand care, hydraulic oils, herbicides, insecticides, concrete sealers, Lumber Yards degreasers for equipment, bench maintenance aerosols, bulk greases, pressure wash chemicals. Millwork Cabinet Shops Plant Superintendent Herbicides, insecticides, silicone, penetrating oil, hand care, heavy duty degreaser, all purpose cleaners, greases and lubricants, bathroom cleaners, glass cleaner, furniture polish, paint stripper. Butcher Shops Owner Sanitizers, floor finish and stripper, glass cleaner, food grade lubricants, pressure wash chemicals, enzymes, hand care, insecticides, bowl cleaners. Mobile Home Retailers Owner/ Lift station cleaner, pressure wash chemicals, all heavy duty Caretaker cleaners, herbicides, insecticides, lemon oil polish, glass cleaner, oven cleaner. Bus & Truck Lines Shop Mechanic Engine degreasers, hand care, steam cleaning and chemicals, penetrating oil, moisture displacers and lubricants, truck wash, Terminal multipurpose cleaner, aluminum cleaner and brightener, concrete sealer, vinyl seat cleaner, upholstery cleaner, diesel fuel additive, odor killer, liquid de-icer, rubber dressing, insecticides, herbicides, pressure wash chemicals, vinyl/plastic/leather protective coatings, parts washer solvents, tar and asphalt remover, windshield washer solvent, bulk greases, penetrating greases, battery cleaner and protector, silicone lubricants, white lithium grease, choke and carb cleaner, belt dressing, dry molys, anti-seize compounds. Motor Freight Companies Terminal Engine degreasers, hand care, steam cleaning chemicals, moisture displacers and lubricants, penetrating oil, truck wash, multipurpose Porter cleaner, aluminum cleaner and brightener, concrete sealer, vinyl seat cleaner, upholstery cleaner, fuel additives, ice melts, rubber dressing, truck wash, insecticides, herbicides, pressure wash chemicals, vinyl/ plastic/leather protective coatings, solvent parts cleaners, tar and asphalt remover, windshield washer solvent, bulk greases, penetrating greases, battery cleaner and protector, silicone lubricants, white lithium grease, choke and carb cleaner, belt dressing, dry moly lubricants. Cab Companies Pressure wash chemicals, car wash, carpet shampoo and spotters, Dispatcher all purpose heavy duty degreaser, penetrating oil, safety solvent, battery cleaner and protector, engine degreaser, choke and carb cleaner, furniture polish, tire dressing, deodorants, vinyl and plastic dressing, mat dressing, tar and asphalt remover, glass cleaner, hand care, solvent parts washing chemicals, ice melts, bench maintenance, bathroom cleaners. 7 12

8 OTHER ACCOUNTS Airline Companies Paint stripper, aircraft cleaners, pressure wash chemicals, Maintenance Superintendent insecticides, floor care, choke and carb cleaner, concrete sealers, herbicides, solvent degreasers, solvent parts cleaners, hand care, bench maintenance, residual-free electronic equipment degreaser, glass cleaner, plastic/vinyl/leather refurbisher, upholstery cleaners. Airports Airport Floor care, glass cleaners, cooling water treatment, bowl and Maintenance Superintendent porcelain cleaners, deodorizers, germicidal detergents, hand care, Custodian Foreman drain openers, all purpose cleaner, furniture polish, stainless steel cleaner and polish, dust mop treatment, ice melts, metered and hand held deodorizers, all purpose lubricants. Ambulance Service Companies Owner/ Disinfectants, air fresheners, hand care, truck wash, pressure wash chemicals, tire dressing, glass cleaner, deodorizers, sanitizers, bench maintenance, bowl cleaners, furniture polish, all purpose cleaners. Amusement Parks General Herbicides, insecticides, all purpose degreasers, bulk lubricants, Maintenance solvent degreasers, cold parts cleaners, hand care, bench Concessions maintenance, pressure wash chemicals, bathroom cleaners, glass cleaner, paint strippers, corrosion blocks. Apartment Complexes Owner/ Boiler compounds, tile and grout cleaner, drain openers, deodorants, Maintenance Engineer insecticides, herbicides, carpet shampoo and spotters, general purpose cleaners, oven cleaners, glass cleaner, aerosol lubricants, residual free degreasers, floor care, pressure wash chemicals, lift station cleaners, glass cleaner, furniture polish, lemon oil polish, tile and grout cleaners, air fresheners and odor counteractant sprays. Appliance Dealers Owner/ Glass cleaner, dust mop treatment, floor finish, carpet care, bowl Maintenance Supervisor cleaner, bench maintenance, hand care, furniture polish, anti-static spray, silicone sprays, all purpose cleaners. Asphalt Paving Tar and asphalt remover, pressure wash chemicals, hand care, degreasers, auto and fleet maintenance. Printers/Publishers Plant Superintendent All purpose degreaser and ink removers, safety solvent, drain Press Room Foreman openers, paint stripper, hand care, porcelain and tile cleaner, all Chief Engineer purpose cleaners, furniture polish, glass cleaner, insecticides, Maintenance Superintendent herbicides, disinfectants, floor care, silicone, spray adhesive, penetrating oil, chain and gear lube, air sanitizers and deodorizers. Railroad Shops Shop Superintendent Engine degreasers, hand care, steam cleaning chemicals, pressure Head Custodian wash chemicals, penetrating oil, moisture displacer and lubricant, heavy duty butyl cleaners, concrete floor cleaners, fuel additives, ice melts, insecticides, herbicides, solvent parts cleaner, bulk greases, silicone, germicidal disinfectants, porcelain cleaners, anti-seize products, dry moly, penetrating oil, red grease. Refrigeration Service Shops Owner/ Coil cleaners, hand care, ice melts, all purpose degreasers. Service Rental Equipment Owner/ Hand care, pressure wash chemicals, concrete floor cleaner, penetrating oil, chain and cable lubes, compressor oil, hydraulic oils, safety solvent, glass cleaner, furniture polish, solvent degreasers, heavy duty butyl cleaner. Restaurants Owner/ Drain openers, insecticides, general purpose cleaners, bowl cleaners, disinfectants, oven cleaner, carpet shampoo and spotters, floor care, furniture polish, glass cleaner, stainless steel cleaner and polish, enzymes, metered insecticides, porcelain tile cleaners, metered and hand held deodorizers. Riggers/Excavators/ Job Superintendent Engine degreaser, penetrating oil, steam cleaning chemicals, Road Builders pressure wash chemicals, acid cleaner, paint stripper, chain lube, hand care, bulk greases, hydraulic oil, gear oil, truck coating, fuel additives, safety solvent, tar and asphalt remover, solvent parts cleaning chemicals. Roofing Companies Owner/ Hand care, safety solvent, heavy duty butyl cleaners, tar and asphalt Job Superintendent cleaners. Saw Mills Plant Superintendent Herbicides, insecticides, silicone, penetrating oil, hand care, heavy duty degreasers, all purpose cleaners, greases and lubricants, bathroom cleaners, glass cleaner, furniture polish, paint stripper. 5 14

9 CITY & VILLAGE GOVERNMENT Cemeteries Herbicides, insecticides, degreasers and lubricants for equipment, hand care, floor care, carpet care, glass cleaner, furniture polish. City Animal Pound Insecticides, disinfectants and deodorants, pressure wash chemicals, all purpose cleaners, hand care, drain openers, metered and hand held deodorizers. City Hall Custodian Floor care, dust mop treatments, carpet shampoo and spotters, bowl City Clerk cleaners, drain openers, all purpose cleaners, terrazzo sealers, hand care, carpet protector sprays, boiler and cooling water treatments, herbicides, insecticides, disinfectants, air sanitizers and deodorants, furniture polish, glass cleaners, stainless steel cleaners and polishes, gum remover, metered and hand held deodorizers. City Health & Sanitation Dept. Administrator Deodorants, hand cleaners, ice melts, insecticides, lubricants, pressure wash chemicals. Transmission Shops Owner Pressure wash chemicals, hand care, bench maintenance, concrete Shop Foreman floor cleaner, disinfectants, bowl cleaner, solvent degreasers, all Office purpose heavy duty butyl cleaners. Tile Contractors (Ceramic) Owner/ Hand care, tile and grout cleaner, all purpose butyl cleaners, non- Job Superintendent acid bathroom tile cleaner. Vending Machine Companies Safety solvent, all purpose cleaner, furniture polish, silicone, glass Owner cleaner, penetrating oil, germicidal disinfectants, insecticide, moisture Agent displacer and lubricant, hand care. Veterinarians Owner Pressure wash chemicals, odor control products, disinfectants, hand Office care, sanitizers, insecticides, drain openers, all purpose heavy duty degreasers, foam disinfectant sprays, floor finish and strippers, metered insecticide, metered and hand held deodorizers. YMCAs/YWCAs Director Porcelain and tile cleaners, drain opener, safety solvent, floor care, Chief Engineer all purpose cleaner, pressure wash chemicals, boiler and cooling Custodian water treatments, penetrating oil, herbicides, insecticides, carpet shampoo and spotters, furniture polish, glass cleaner, gum remover, vandalism mark remover, dust mop treatment, enzymes, metered and hand held deodorizers. City Hospitals Maintenance Engineer Solvent degreasers, lubricants, drain openers, heavy duty Housekeeper degreasers, all purpose cleaners, pressure wash chemicals, fuel Dietary additives, bench maintenance, boiler and cooling water treatment, Administrator paint strippers, herbicides, insecticides, germicidal cleaners, bathroom cleaners and disinfectants, carpet shampoo and spotters, floor care, furniture polish, enzymes, glass cleaner, stainless steel cleaner, lubricants, deodorants, metered and hand held deodorizers. City School System District Superintendent Drain openers, liquid deodorant sprays, all purpose cleaners, Custodian Foreman porcelain and tile cleaners, floor care, carpet care, herbicides, Lunchroom insecticides, chalkboard cleaner, disinfectants, glass cleaner, Bus Garage Mechanic furniture polishes, gum remover, boiler and cooling water treatments, Head Maintenance solvent parts cleaners, bench maintenance, ice melts, pressure Head Coach wash chemicals, auto and fleet maintenance, disinfectants, Business vandalism mark remover, paint stripper, hand care for bathroom and Shop Teacher maintenance areas, enzymes, metered and hand held deodorizers. Electrical Department Moisture displacing lubricants, penetrating lubricant, safety solvents, contact and circuit board cleaners, hand care. 3 16

10 COUNTY GOVERNMENT NOTES County & City Schools District Superintendent Drain openers, metered and hand held deodorizers, all purpose Custodian Foreman cleaners, porcelain and tile cleaners, floor care, carpet care, Lunchroom herbicides, insecticides, chalkboard cleaners, disinfectants, Bus Garage Mechanic glass cleaner, furniture polish, gum remover, boiler and cooling water Head Maintenance Engineer treatments, solvent parts cleaners, bench maintenance, ice melts, Head Coach pressure wash chemicals, auto and fleet maintenance, disinfectants, Business vandalism mark remover, gym floorcleaning and finishes, paint Shop Teacher stripper, hand care for bathroom and maintenance areas, enzymes. County & State Penal Farms Jailer Insecticides, deodorants, drain openers, disinfectants and cleaners, Superintendent floor finishes, floor finish strippers, all purpose cleaners, glass cleaner, furniture polish, bowl and urinal cleaners, boiler and cooling water treatments, hand care, herbicides, general purpose lubricants and solvent degreasers. County Animal Pound Dog Warden Metered and hand held deodorizers, disinfectants and deodorants, County Sheriff hand care, pressure wash chemicals, insecticides, drain openers, floor care, bathroom cleaners and disinfectants. County Cemeteries Sexton Herbicides, insecticides, degreasers for equipment, lubricants, resilient tile floor care, carpet care, air care and deodorizers, furniture polish, glass cleaner, hand care. County Courthouse Custodian Floor care, dust mop treatment, carpet shampoo, carpet spotters, County Commissioner bowl cleaners, drain openers, all purpose cleaners, hand care, terrazzo sealers, carpet protective sprays, boiler and cooling water treatments, weed killers, residual and space spray insecticides, disinfectant cleaners, air sanitizers and deodorants, metered and hand held deodorizers, furniture polish, glass cleaners, stainless steel cleaners, gum remover. County Fairgrounds Board President Hand care, herbicides, insecticides, drain openers, odor control, Maintenance all purpose cleaners, pressure wash chemicals, bathroom care. County Highway Department / Weed killers, de-icers, degreasers for equipment, hand care, County Commissioner fuel additives, asphalt and tar removers, greases and lubricants, County Engineer solvent degreasers. 1