Sunday Sales Blast 3/17/19

Here is a great story about making something huge out of a great idea. Maybe it will get you thinking about your big thing, hope you enjoy it.

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You have probably heard of Scrub Daddy. Did you know their headquarters are right around the corner from Bullen? Here is their story:

How Scrub Daddy Became a Household Name, After First Collecting Dust for Several Years

This tale of accidental entrepreneurship is good clean fun.

"It's nice to start with a big stack of dirty dishes, and then everything is clean after," he says. "A sense of accomplishment in a short time." 

When Krause discovered the sponge that would eventually become Scrub Daddy, the round perma-grin cleansing sponge that's notched $170 million in total sales across 40,000 U.S. markets, he was the CEO of another company he'd founded called Dedication to Detail. He led the Folcroft, Pennsylvania-based manufacturer of paint finishing systems, which included buffing and polishing pads, from 1992 to 2008. It was Krause's dirty work on this company factory's machinery that would eventually give rise to Scrub Daddy. 

As any mechanic knows, fixing heavy-duty machinery can leave an oily film on your hands that can be painful to remove. Industrial soaps, says Krause, felt like "lotions with rocks" and didn't get the job done. A company based in Germany eventually supplied him with a buffing pad that could scrape off grease without grating the skin off his hands. He created a line of sponges in 2006 for people with similar problems, like mechanics and body-shop owners, but the product never took off. 

Two years later, 3M approached Krause about buying Dedication to Detail--hoping to build out its vehicle appearance line of products. They said he could keep the hand sponges.

He discovered the material that removed dirt and oil from his hands also worked on the furniture, and that it was thermosensitive--acting like a hard scrubber in cold water and a soft sponge in warmer temperature. Krause brought it inside and put it to the ultimate test: the evening dishes. 

"It was an epiphany," Krause told Inc. "This has nothing to do with cleaning your hands." 

A rectangular Scrub Daddy prototype didn't feel right in his palm, so he went with a round design, which, it turns out, makes sense. "Why are sponges rectangular?" muses Krause. "Look around the kitchen: Mugs, cups, coffee pots, muffin tins--all round." 

With the design in place, things happened fast: Several live demos at ShopRite, a chain of grocery stores in the northeast, won local press coverage in Pennsylvania and helped land Krause on QVC. Shark Tank came calling in 2012, and Krause persuaded Lori Greiner to ante up $200,000 for 20 percent of his business. 

For the full story, here is the link-
https://www.inc.com/magazine/201904/emily-canal/scrub-daddy-dish-sponge-shark-tank.html?cid=hmsub1

Great golf today with the Players Championship, maybe Tiger will make a run.

Have a great day and an even better sales week!
Scott Jarden

Sunday Sales Blast 3/10/19

Sunday Sales Blast

News from and about the world of the cleaning industry!

Top 5 Counterproductive Questions to Never Ask on a Cold Call

Don't make personal small talk with strangers who know you are selling something.

One of the biggest challenges for most entrepreneurs and small business owners is making cold calls to new sales prospects. These calls are the first step in your sales process, and it’s important to make a good first impression on your potential customers. But unfortunately, lots of small business owners and entrepreneurs unwittingly sabotage their sales relationship before it starts. Without meaning to, even if you’re just trying to be friendly to customers and sound natural on the phone, you might be asking questions that are derailing your sales process.

Here are some of the most counterproductive questions I’ve ever heard being asked on a sales call:

1. “How are you doing?” 
You might think it’s a good idea to open your sales call with a simple conversational greeting like “how are you doing” -- it sounds warm and fuzzy, right? Unfortunately, this simple question often confuses your prospects because it suddenly puts a burden back on them.

2. “Have you heard of us?” 
Unless you work for the most-recognized company in your industry, or work for Amazon or Facebook or one of the other biggest companies on the planet, most people on your prospecting list might not have heard of your company before. But that’s OK! Especially if you’re a solopreneur or a new startup, don’t remind them of the fact that they might not have heard of you.

3. “Are you the decision maker?”
One of the hardest aspects of B2B sales is that sometimes you have to spend time and resources upfront just identifying the right decision makers and influential leaders within the prospect’s organization. So it might sound like a great idea to just come right out and ask if the person on the phone is the right person for you to be speaking with. However, this is often a turnoff for your prospect. 

For the full article and list-
https://www.entrepreneur.com/article/328649

Spring clean up time is almost here!
We have now hit March so start thinking about warm weather products that your customer will need. We have Dumpster Devil and Dumpster Demon for keeping those trash areas clean and smelling good when things heat up.

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Here is the link for more info: https://www.truekleen.com/dem-dumpster-demon?rq=dum


Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 2/17/19

Staples and Essendant finalize merger (1/30/19)

The office products suppliers said today they completed the deal under which Staples is acquiring Essendant, following a conditional approval last week by the Federal Trade Commission.

We value the relationships the resellers have built with Essendant and look forward to helping them build on their already impressive success.

“Staples views the reseller community as partners in serving customers that will allow us all to be successful,” Staples CEO Sandy Douglas said in a prepared statement today. “We value the relationships the resellers have built with Essendant and look forward to helping them build on their already impressive success. We’ve created a strong, externally monitored firewall, to protect resellers’ confidential information, as required by the FTC, and also as a sign of trust, because we know it’s the best thing for the Essendant business, and the resellers.”

The FTC’s conditional approval of the merger marked what some say could be a landmark case by the agency’s new team of commissioners regarding the treatment of merged companies. The commission voted to approve the Staples-Essendant deal by a 3-2 vote along party lines.

In a statement about the decision, FTC Chairman Joseph Simons, speaking for the Republican majority, says the primary concern the agency considered was the potential for Staples to raise Essendant’s prices to Essendant’s client distributors and resellers, some of whom sell office products to businesses that Staples also sells to directly. Theoretically, Staples could then gain a competitive advantage by undercutting the prices of Essendant’s channel partners.

https://www.digitalcommerce360.com/2019/01/31/staples-and-essendant-finalize-merger/

I would say this is all the more reason to sell your own brand vs someone else, what do you think?

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Learn more on how Bullen can help, click here

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 2/10/19

Sunday Sales Blast

News from and about the world of the cleaning industry!

Forget the Super Bowl, lets talk about the bathrooms and the commercials

Restrooms Set The Stage For Super Bowl Fans

Even though most of the media was focused on the bright lights, retractable roof and 1,100-foot halo video screen at Sunday's Super Bowl, those visiting Mercedes-Benz Stadium likely paid more attention to the location of the closest restroom — especially after visiting one of the 1,260 beer taps. Fortunately, the sports fans didn't have to venture too far from their seats to get some relief. According to ESPN reports, the stadium features a 30 percent increase over the Georgia Dome in female toilets (22 percent for the men).

"Everyone is going to use the restroom," Scott Jenkins, Mercedes-Benz Stadium general manager, told ESPN reporters, "The functionality, the quantity, the aesthetics of your bathrooms is critical. It seems unremarkable to most people, but, trust me, you invite 70,000 people to your house and you get the bathrooms wrong — you've got a huge problem."

Here are some stats-
On average, a football stadium urinal is used 160 times per game. On Super Bowl Sunday in Atlanta, that could mean more than 100,000 flushes in four hours. "Good plumbers," Jenkins says, "are worth their weight in gold."
New York Magazine's Science of Us says that nearly half of all fans will place a call while using the restroom during a game, 10 percent will complete an online purchase and 8 percent will actually consume food while on the can

For the full article-   
http://www.espn.com/nfl/story/_/id/25894368/inside-taboo-bizarre-revealing-world-stadium-bathrooms-super-bowl-liii-nfl-2018

Last week I told you I would give my opinion this week on the best Super Bowl commercials so here are my top 3-

Burger King -- "Eat Like Andy"
Just weird, that's all I can say.

Bubly
These ads don't have to be complicated. This spot for Bubly, a flavored seltzer sold by Pepsi, hits all the requisite Super Bowl beats: Hire a celebrity, make a joke, repeat the joke, pitch the product, and end on another gag. As a disgruntled version of himself, Michael Bublé is game and the other actors, including stand-up Aparna Nancherla, help sell the premise. I don't know -- it was one of the few genuine laughs during a bleak game! What more do you want? 

Amazon -- Jokes about Alexa are a Super Bowl pastime at this point. Amazon recruits some big names for this one -- Harrison Ford, Forest Whitaker, Abbi Jacobson, Ilana Glazer, and more make quick appearances -- but the premise of "Alexa is up to no good" was funnier when more people weren't, uh, actively concerned about what Alexa is doing with your data. It's a dystopian ad for a dystopian product. So, a success, I guess?

Do you want to watch them all again? Here is the link: 
https://www.thrillist.com/entertainment/nation/super-bowl-commercials-2019-ranked

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 2/3/19

To keep sales momentum alive, you need to provide value on every interaction -- even a quick follow-up call. Here are three approaches to making a real connection. 

1. Re-emphasize the Business Value
Your prospects will only change because of the impact you can have on their organization. Reiterate it. Remind them of how you can help.
You might say: "Pat, in our previous conversation you mentioned how important it was to get going on this soon so you could realize the savings (eliminate redundancies, drive incremental growth) that you need by year end. Let's set up time to talk so we can get you moving forward."

2. Share Ideas & Insights
Your prospects want to work with someone who's constantly thinking about how they can improve their business. Be that person.
You might say: "Pat, I've been thinking more about how we can help you increase sales (reduce costs, speed up productivity). I thought you might be interested in what we did with XYZ organization when they were dealing with the same challenge. Do you have a few minutes for a quick conversation?"

3. Continue to Educate
Sometimes your prospects are still asking themselves, "Does it make sense to move forward or not?" From the outside, you won't know. But you can keep giving them more reasons to change!

For the full article - 
https://www.salesgravy.com/sales-articles/relationships/Keep-Sales-Momentum-Alive-Drop-the-Touching-Base-Mentality?_lrsc=ce0ed2a8-14c8-4a26-b0cf-7f54ae1a2806

Marketing 101-  
With the cost of Super Bowl advertising rising to an eye-watering $150,000 per second, brands have never before had such an incentive to create something truly special. Their challenge is to capture the world's imagination and change the way we think about them overnight. Here are some the best from the past:

The best Super Bowl commercials ever

01. “Hey Kid, Catch!”/Coca-Cola (1979)
This Clio-award winning Super Bowl commercial, shown during the 1979 showdown between Los Angeles Rams and the Pittsburgh Steelers, appears in countless lists of the greatest ads of all time – and for good reason.

02. "1984"/Apple (1984)
Nowadays, we’re used to Super Bowl ads with big budgets and epic visions. But in 1984, audiences had yet to experience such things. And then Apple came along and blew their minds – or made them utterly befuddled – depending on who was watching.

A full 20 years after this Budweiser Super Bowl ad aired at the 1999 play-off between the Denver Broncos and the Atlantic Falcons, its catchphrase remains instantly recognizable to an entire generation of viewers. 
03. "Wassup"/Budweiser (1999)

For the full list:
https://www.creativebloq.com/features/the-best-super-bowl-commercials

Next week we will review the winners for this year (in my mind) of the best commercials. Let me know what you think were the best and why, email me at scott@bullenonline.com

Have a great day and an even better sales week!
Scott Jarden

Sunday Sales Blast 1/27/19

Are Fitness Facility Patrons Lifting Germs Instead of Weights?

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Facility mangers and cleaners working in buildings with fitness facilities will want to focus on disinfecting workout equipment after a study published in BMC Infectious Diseases found more Staphylococcus aureus bacteria on weight balls, treadmill handles, and other equipment surfaces than on the facilities’ restroom surfaces.

What they found
S. aureus is a common bacterium found in the nose and throat of healthy individuals which can cause a range of staph infection illnesses, from minor skin conditions to life-threatening diseases such as pneumonia, meningitis, and sepsis. Antibiotic-resistant strains of S. aureus such as methicillin-resistant S. aureus (MRSA) are a worldwide problem in health care facilities.

Results
The overall prevalence of S. aureus on environmental surfaces in the fitness facilities was 38.2% (110/288). The most commonly colonized surfaces were the weight ball (62.5%), cable driven curl bar, and CrossFit box (62.5%), as well as the weight plates (56.3%) and treadmill handle (50%). Interestingly, the bathroom levers and door handles were the least contaminated surfaces in both male and female restroom facilities (18.8%). Community gyms (40.0%) had the highest contamination prevalence among sampled surfaces with CrossFit (38.9%), traditional gyms (38.9%), and hospital associated (33.3%) contaminated less frequently, though the differences were not significant

What to do about it
Sounds like a chance to sell easy to use, short dwell time disinfectants like Airx Spray N Go. Here is the link for that info: https://www.airxlabs.com/sprayngo

For all of the test data: https://bmcinfectdis.biomedcentral.com/articles/10.1186/s12879-019-3699-7

Google Phishing Quiz Helps You Spot Fake Emails (do this)

Phishing--trying to trick someone into providing their username and password to a malicious site--is the most common form of cyberattack, according to Justin Henck, product manager at Jigsaw, formerly named Google Ideas. With that in mind, Jigsaw is providing an 8-question online quiz about spotting a phishing email before you give hackers access to your accounts. It's not as easy as you'd think, but the quiz will teach you to be better at it.

If you ever got an email claiming to be from a foreign royal family member who needs to park some money in an American bank account, I bet you knew better than to reply with your account number. But what about an email that appears to contain photos from your child's school? Or--an email I received just today--a PDF about business account services that seemed to come from American Express? 

To help protect users from phishing attacks, Jigsaw has created a quiz only eight questions long that will let you test your ability to distinguish real emails from phishing ones and help you learn to spot the differences. "It's not always as easy as it looks -- attackers have become more sophisticated at making their phishing attempts seem legit," Henck writes in a Medium post. The quiz was designed to take into account the latest and most sophisticated phishing techniques, and is based on security training with more than 10,000 journalists, activists, and politicians around the world.

I took this quiz and while I know a lot of these tricks, it was extremely helpful. Well worth taking the time to do the quiz.
https://phishingquiz.withgoogle.com

Now that football is done (until the Super Bowl) golf is back again and Tiger is playing. Check out the Farmers Insurance Open this afternoon and see what he and others can do.

Have a great day and an even better sales week!
Scott Jarden

Sunday Sales Blast 1/20/19

Let it Snow!

The east coast is being covered in wet, sloppy deep snow Sunday reminding us that it is still winter.

What about selling in the aftermath of a snow storm?

Use social media to get the word out that you have the tools to clean up the mess after the storm. That can include, shovels, ice melt chemicals and Winterinse for cleaning up the mess tracked in.

Bob Clarke, senior vice president of sales and marketing at ABM, suggests some no- and low-cost ways to prepare the lobby for winter:

Utilize safety mats and rugs: “This is one of the most critical strategies in a commercial property to prepare for winter,” he notes. “Matting best practices dictate there should be 5 to 10 feet of coarse matting outside a building, 5 to 10 feet of matting directly inside the building and another 5 to 10 feet of matting directly behind it.”
 
Signage: Direct people to where you want them to go with signs and indicators.
 
Day porters/day matrons: Consider adding or changing their schedule to be available in the lobby during bad weather.
 
Schedule deeper cleans: Schedule your heavy-duty floor work around the inclement weather season: just before to protect and just after to correct. Typically, many of these costs are built into a housekeeping program. 
 
Put out hand sanitizer: Remember the one about protecting the environment: Strategically, but adequately placed hand sanitizer goes a long way in protecting your occupants and the environment. 

If you really want to tap into a unique market do what this company has been doing for about 5 years- Selling Snow

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Go to https://shipsnowyo.com to learn more.

The Eagles didn't win but we had a great run!

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 1/13/19

6 common beliefs about productivity that are total lies

Some conventional wisdom isn’t so wise. Productivity experts weigh in on some commonly held beliefs that are just wrong.

WAKE UP EARLIER TO GET MORE DONE
Want to write that novel? Get up an hour before usual and devote that time to putting words on the page. Need to fit exercise or meditation into a busy day? Set the alarm an hour earlier. After all, the early bird catches the worm.

Not so fast, says Stuart Hearn, CEO of Clear Review, a performance management software company, and former human resources (HR) director at Sony. “Not everyone is a morning person. We all have different productivity rhythms, and while some people are more productive in the early hours of the day, this isn’t always the case,” he says. If you’re waking up early when your best work or high-energy times are in the afternoon or evening, you could be undermining your best work times.

MULTITASKING ONLY AFFECTS THE MULTITASKER
We’ve heard a lot about the downside of multitasking; nothing gets done well. But multitasking doesn’t just affect the person trying to do too much. If you’re not focusing on the email you’re dashing off, you might make critical mistakes or come across in a harsher tone than you intended. You may alienate your team and get a reputation as someone who is constantly overwhelmed or a poor communicator, says business coach Gayle Bu, who specializes in productivity and time management.

“So, all of a sudden, everybody’s time is being wasted with this relationship issue that actually wasn’t even an issue, you were just trying to shoot off some Slack messages and get some stuff done,” she says.

PRODUCTIVE PEOPLE CAN TAKE ON MORE
Just because you do things efficiently doesn’t necessarily mean that you should take on more projects, says business coach Don Scott. It may feel like productive people should take on more projects, but that can simply result in undermining your efforts, he says.

Ward agrees. “As a world-class triathlete, I often coached newcomers to the sport that slower is faster. The science rests in the physiology of the heart. The same is true with projects at work,” he says. In other words, when you are able to streamline your efforts and increase your impact, don’t be tempted to overload yourself with more projects that will dilute your effectiveness.

For the full article: https://www.fastcompany.com/90280925/6-common-beliefs-about-productivity-that-are-total-lies

CDC says it's another bad flu season with up to 7.3 million people sick so far.
• Up to 7.3 million people have been sick with flu so far this season, the CDC says.
• Half those people have been to the doctor because of flu, it says.
• As many as 83,500 people have been hospitalized because of flu, federal health officials say.

To learn what Bullen and its new product Spray N Go can do to help combat the flu in your customers facilities click here:

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Thanks to all of you that were rooting for the Eagles last week. That win over the Bears was due to more than just a bad field goal, it was teamwork. Bullen's Core value # 4 is Execute Teamwork.  What are your core values for your business?

Lets hope we can reverse what happen to the Eagles the last time we played the Saints. Go Eagles.

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 1/6/19

Happy New Year!

Airports Try Stall Tactic: Better Bathrooms

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LaGuardia, the New York airport fliers love to hate, thinks it can win travelers over with nicer, larger restrooms—it’s one of many airports figuring out how much this matters.

Meet the trendiest social media stars of the Big Apple: the bathrooms at a new concourse at LaGuardia Airport.

Gleaming, spacious and well-designed restrooms at the airport synonymous with grime, leaks and lines have travelers snapping sink selfies and tweeting delight instead of derision. After all, what’s more important at an airport than the bathrooms?

Bathrooms are often the first stop at an airport for passengers. Airports say clean, uncrowded facilities that are easy to find are actually a huge factor in how well-liked an airport is, and even in whether travelers will purchase food or shop at airport stores. Bathrooms—clean or dirty—often end up in social media, too.
“Who talked about airport restrooms a decade, especially two decades ago? They were kind of a utility, typically behind a wall, always undersized. They almost looked used the first week they were opened,” says George Casey, chief executive of Vantage Airport Group, a Vancouver, British Columbia, company that has helped manage or operate terminals in more than 30 airports world-wide.

Now bathroom feedback is instant, widespread and effective, and restrooms have become key satisfaction drivers. “People say, If you can’t get the restroom right, what do I need to think about for the rest of my experience?” Mr. Casey says.

“One of the biggest issues for airports is cleanliness of bathrooms. If you’re operating over capacity, it’s a real challenge,” says Phillip Brown, executive director of the Greater Orlando Aviation Authority.

We have been talking about how important clean bathrooms are for years, what are you doing with your customer to promote this need? You don't have to be a airport to see the benefits. Maybe a marketing campaign promoting the benefit of clean and nice smelling bathrooms and the products you can supply to make it happen?

For the full article here is the link:
https://www.wsj.com/articles/can-better-bathrooms-redeem-laguardia-11546439686

Go Eagles, we need some help after we beat the Bears today so if any of you reading this can be of assistance we will take it.

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 12/30/18

Happy New Year!

SSB is taking the weekend off, see you next year!

Go Eagles, we need some help after we win from the Bears so if any of you reading this can be of assistance we will take it.

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 12/23/18

Happy Holidays from all of us at Bullen!

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Please take note of important holiday deadlines and closings:
Bullen Holiday Schedule
We will be closed from Friday, December 21, 2018 until Wednesday, January 2, 2019.

Go Eagles

Have a great day and an even better sales week!
Scott Jarden

Sunday Sales Blast 12/16/18

1 Simple Habit You Can Start This Weekend for a More Productive and Stress-Free 2019

Avoiding this common mistake can make a huge difference when it comes to your personal and professional development.

For some people, the holidays is their favorite time of the year. However, for others, it's their favorite time of the year because a new year is on the horizon.

While there's not a lot of time left to make substantial progress this year, it's a good idea to get a head start toward 2019 by beginning the preparation process. And this starts with thinking about your goals.
However, as shared in a Harvard Business Review column, a common mistake to be avoided is setting easy goals. As you start the process of planning your 2019 goals this weekend, don't set any easy goals.

The downside of easy goals
In Volume 149 of the November 2018 issue of Organizational Behavior and Human Decision Processes, researchers compared "status quo" goals to "improvement goals". Think of the status quo as relatively maintaining a similar level of performance and improvement goals as achieving higher baseline numbers by varying degrees across the board.
In one study, a couple hundred participants were split into five groups. One was for status quo and the other four were all improvement groups that were further broken down into small, moderate, large, or very large improvements over the current baseline.

Why challenging (but moderate) goals are the sweet spot
A big part of accomplishing goals and achieving new feats revolves around your mindset. In that study, the moderate goals were looked at as more favorable due to the gap between their current reality and where they wanted to be seeming small. When you're pursuing a goal, having optimism is a prerequisite before anything else (after all, you have to actually feel like you can do it).

By also setting challenging goals, you're forced to act with more urgency, intentionality, and courage which further helps you develop.

Here is a helpful list to get you thinking:

  • If you could have it any way that you want it one year from now, how would it look and feel (be descriptive)?

  • List 5-7 reasons why you want the goal (it's imperative to get to the core root of your why).

  • What are 3-5 skills that will be needed to accomplish the goal?

  • What needs to be accomplished during the first six months?

  • How about January (the first 31 days are critical)?

For the full article here is the link:
https://www.inc.com/julian-hayes-ii/1-simple-habit-you-can-start-this-weekend-for-a-more-productive-stress-free-2019.html?cid=hmsub3


Please take note of important holiday deadlines and closings:
Bullen Holiday Schedule
We will be closed from Friday, December 21, 2018 until Wednesday, January 2, 2019.


Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 12/9/18

10 Reasons Why Good Customer Service Is Your Most Important Metric

In today's highly competitive business environment, there's a constant and never-ending struggle that every entrepreneur must face. Those who can adapt will survive and thrive, resulting in near-boundless financial success and market saturation. Those who cannot see the proverbial forest through the trees, suffer a slow and inevitable death. 

Clearly, for anyone who is serious about "making it," so to speak, it's imperative to realize the utter importance of rock-solid customer service. It's not just about the customer always being right. It's about treating your customers like you'd treat your family. And that doesn't happen by talking down to them or looking for any possible way to extract more money from them. It happens by truly going out of your way for them and adding enormous amounts of value to the equation. 

1. Customer retention is far less expensive than customer acquisition.
On average, it costs approximately five times more to attract a new customer to your business than it costs to retain an existing customer. That logic on its own should highlight the importance of providing excellent customer service. Why risk losing a customer? It's costly enough to locate new customers in the first place, and every business should do whatever it takes to ensure they stay happy and continue doing business with them. 

2. Existing customers are more likely to buy for you than new customers.
Aside from simply trying to retain your existing customers for sake of it being less expensive to do so, it's important to note that selling anything to anyone new is also far less likely. For the most part, the probability of selling to a new customer hovers in the range of 5-20 percent, whereas selling to an existing customer resides in the range of 60-70 percent. 

3. Great customer service results in a reduction of overall problems.
By treating your customers like gold, you are sure to reduce the overall problems associated with your business, sales and the potential for any legal issues that might arise. Treat your customers poorly, and you can almost be certain that you'll run into problems at one point or another. And those problems can oftentimes lead to the ominous and untimely demise of your business. 

At Bullen we talk a lot about customer service, it is one of our core values. # 2. Delight the customer, their needs are our focus.

For all 10 here is the link:
https://www.entrepreneur.com/article/284799

Winter is coming, I converted my lawn mower over the its plow mode. Don't forget to get your Winterinse and Liquid Ice Melt before it really starts snowing.

Learn more at this link: https://www.truekleen.com/winter-products/?rq=winterinse

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Please take note of important holiday deadlines and closings:


Bullen Holiday Schedule
We will be closed from Friday, December 21, 2018 until Wednesday, January 2, 2019.
The last day for stock product and drum orders will be Tuesday, December 18, 2018. 


Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 12/2/18

Phone Call or Email? How to Choose the Right Sales Outreach Approach.
Making the right choice is key to achieving the best response from a prospect.

When you want to send someone a message, what’s your go-to method of communication? For me, as someone who's constantly on the go, I love being able to shoot off a few emails wherever I am.

In fact, for many people, email is the preferred communication method: According to Radicati, the number of worldwide email users is expected to reach over 3.8 billion by the end of 2018.

Regardless of that fact, there are situations where a phone call is still absolutely necessary, especially in sales. Cold calls can be the bane of a sales rep’s existence, but there is a time and place for them as well as email. Make no mistake, the phone should be used throughout the sales process. You can’t rely on email alone.

The case for phone calls
Unlike email, a phone call allows you to have a real, human interaction with a prospect. It enables you to build trust, show authenticity and establish a connection with the person. That's where the telephone comes in; you should make a phone call when you want to have a larger conversation with a prospect. Choose this method when:

  • You’re trying to build the relationship.

  • You have something complicated to explain.

  • You need to make an apology or deliver some bad news.

  • You need an answer fast or a quick turnaround.

  • You’re looking to close the deal.


The case for emails
As a busy sales rep with lots of clients, you can’t expect to be calling up equally busy prospects for every little thing. Email can help you save time and get more done. It’s a convenient method of communication that allows you to have more control over the conversation. You should send an email when you have something simple or quick to say. Choose email when:

  • You’re following up.

  • You need to have something in writing.

  • You have a quick question.

  • You need to send a message to multiple people.


For the full article here is the link:
https://www.entrepreneur.com/article/319526

This last week I have been traveling in Costa Rica and we did a tour of a coffee plantation way up in the hills. Before the tour the owner proudly said that anyone who need to use the bathroom or baño, it was right up the hill. He said he had cleaned it up. I must admit it was one of the cleanest outhouse I have used.

Just for the record it was the best coffee I have had in a long time. The owners dedication to the coffee was just as good as the cleaning of the baño.

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Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 11/25/18

Sunday Sales Blast

News from and about the world of the cleaning industry!

Welcome to the start of holiday shopping!

 First it was Black Friday and next is Cyber Monday

Cyber Monday is a marketing term for the Monday after the Thanksgiving holiday in the United States. The term "Cyber Monday" was created by marketing companies to encourage people to shop online. The term was coined by Ellen Davis and Scott Silverman, and made its debut on November 28, 2005 in a Shop.org press release entitled "'Cyber Monday' Quickly Becoming One of the Biggest Online Shopping Days of the Year"

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Whats are you doing to promote your online sales with your customers? Do you even sell online? Maybe you should start planning for Cyber Monday next year. Need some help with that? Give Bullen a call, it part of BYOB (be your own brand)

Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 11/18/18

Happy almost Thanksgiving!

 7 Ways Your Office Affects Productivity (Without Your Realizing It)

Human behavior is hard to predict, but we know it can be significantly influenced in subtle ways. You may not just be able to drastically improve your (or your team’s) productivity by introducing a new tool that helps them stay better organized, but you may be able to boost morale and efficiency simply by changing your team’s office environment.

Subtle factors that influence productivity
Your environment can shape not only how you work and stay organized, but also your mood and disposition. Take a look at these seven empirically backed factors, which could change how your team works and feels over the course of a day:

1. Lighting
Take a look at your office lighting, including how much natural light you let into the office. Bright light, present on a regular basis, has been shown to make people happier, reducing both anxiety and depression. And sufficient lighting can reduce the onset of computer vision syndrome, as well.

2. Ambient noise
Total silence isn’t necessarily good for productivity, but auditory disturbances can make your productivity plummet; research shows your productivity can actually drop 66 percent when you’re exposed to nearby conversations, distracting noises like a squeaky shopping cart or a public service announcement over a loudspeaker.
Providing some level of ambient noise, at a consistent volume, can help cover up some of these distracting noises. Providing closed offices or cubicles also affords employees more privacy.
3. Music
Hundreds of studies have attempted to determine whether music is truly effective at improving productivity: Some individuals insist it is and others insist it’s just a distraction. The current consensus is somewhere in the middle.
Low- to moderate-volume music can have a positive effect on employee productivity, with a couple of caveats: The music personally preferred by a worker will have more of an effect than music adjudged to be neutral or even actively disliked (as you might imagine). Music with very clear lyrics can be distracting more than beneficial.

4. Temperature
Studies have found different “ideal” temperatures for a workplace environment, though the exact average temperature for peak productivity appears to be around 71 degrees F.
The caveat here, of course, are the drastic differences between individual preferences; while one employee may be operating at peak productivity, another may feel cold, and yet another may find the office too hot to be able to focus. You’ll have to experiment and adjust from this average to find the peak value for your own team.

For all of the tips here is the full article: https://www.entrepreneur.com/article/322504

Staples is now your Jansan supplier Staples, Inc. has acquired Essendantin a transaction valued at US$996 million including debt.

Per the terms of the acquisition, Staples will pay $12.80 per share of Essendant, which represents a 51 percent premium on the shares’ value as of April 11. The deal, which is anticipated to be finalized by the end of the year, also calls for Staples to pay Genuine Parts Co.’s S.P. Richards Co. businesses unit a $12 million breakup fee as part of Essendant’s termination of its previously announced merger. Essendant had agreed to merge with S.P. Richards in April.

Maybe it is time to sell you own brand?  Click here to learn more BYOB

https://www.issa.com/news/news-details/all/staples-acquires-essendant


Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 11/11/18

Happy Veterans Day! Thanks for your service

Flush With Ideas: Bill Gates Pursues the Toilet of the Future

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Bill Gates once had the bold idea to design software for the personal computer. Now his foundation is out to shake up the sanitation system through off-the-grid toilets.

The toilets of the future don’t need sewer lines. One proposed model doesn’t even need flush water. They can run off the grid and turn human waste, or fecal sludge in the industry’s parlance, into electricity and clean water.

Bill Gates would know: He once took a sip of water that had originated from excrement. The water was filtered by a small-scale waste treatment plant made by Sedron Technologies, one of the companies showcased at a toilet expo Tuesday in Beijing. “Oh, it was great,” Mr. Gates said in an interview. “It was literally purer water than you would get from a normal faucet.”

Seven years after the Bill & Melinda Gates Foundation first challenged inventors to build cheap, sewerless toilets, several prototypes are entering early trials. This new generation of toilets could curb the spread of disease among the more than 4 billion people without access to safely managed sanitation.
https://www.wsj.com/articles/flush-with-ideas-bill-gates-pursues-the-toilet-of-the-future-1541778621

The Most Successful Companies Have Humble Leaders. Here's Why
Self-indulgent leaders can cause employee morale to take a hit. Here are some key benefits of embracing humility as a leader.

To hire more humble leaders, some businesses now ask questions specific to measuring humility during the hiring process--either through personality tests, prescreen surveys or interview questions. These questions might include, "Do you appreciate teammates' feedback at work?" or "As a leader, do you think you're entitled to more recognition than the rest of your team?"

Why are businesses looking for humble leaders now more than ever? Recent studies have found that leading with humility can result in stronger teamwork, increased employee engagement, decreased turnover and continuous learning and improvement.

Increased Engagement and Retention
Beyond delegating work and openly accepting feedback, humble leaders aren't threatened by their team's talent and are quick to offer their teams recognition where recognition is due, instead of taking credit for the team's work. According to Aon's 2018 Trends in Global Employee Engagement report, public recognition is one of the top factors that improves employee engagement.

Continuous Learning and Improvement
Humble leaders have a strong understanding of their strengths and weaknesses, and as a result are always looking for ways to improve their roles, and improve the company for the better. Conversely, leaders who lack humility are likely hesitant to recognize their own weaknesses, which poses a risk for these leaders growing stagnant in their roles, and can have a negative impact on the company's growth.

What are you doing at your company to hire and promote humble leaders?

https://www.inc.com/adam-robinson/this-1-leadership-quality-will-motivate-your-employees-to-do-great-work.html

As I reported last week I had the pleasure of seeing and meeting President Bush (#43) and now I have the picture to prove it. I will put it on my wall in my office with the one taken with his Dad (#41). It will be below the one I got a few years ago with Steve Wozniak (Woz) the co-founder of Apple. Sorry but he tops the Presidents on my wall of fame. Thanks to my Dad for the use of his tie.

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Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 11/4/18

We are back from a great show! If you stopped by the booth, thanks very much. If you did not attend the show you can see the daily videos at the link at the bottom.

Working a trade show is hard... It is hard getting it planned out and making sure you remembered everything. It is hard working the show (in this case for three days). And it is hard following up on all of the leads and interest that you generated.

Like any good marketing campaign it is a team effort. There are the plant staff that produce the products we are selling, the office staff that handle things for the sales force while we are away and everyone else that takes care of the details no one ever sees.

I want to thank all of the Bullen staff for this effort. It is our core value #4 Execute Team Work.

Speaking of core values, do you know all of ours? What are your core values for your company?

Here are ours:

1. Promote Safety - No bull… It's priority number one!

2. Delight the Customer - Their needs are our focus.

3. Maintain Integrity - Our word is our bond.

4. Execute Teamwork - The best solutions come from working together.

5. Practice Good Karma - Pay it forward.



Have a great day and an even better sales week!

Scott Jarden

Sunday Sales Blast 10/28/18

Today is travel day, stay tuned for our show videos starting Monday the 29th.

ISSA show is almost here

Are you coming to the ISSA show in Dallas this year? 2 days till the show starts. See us at booth #2943 and learn more about the Airx Spray N Go Pathogen Control System.
 


Have a great day and an even better sales week!

Scott Jarden