ORP Step 2: Present & Trial/Demo

Present the ORP to close the deal directly or secure a trial

  • Present the prepared ORP Customer Presentation Deck, and tailor your conversation to their specific pain points uncovered in the Baseline Audit
  • Be prepared to demonstrate the Ecolab DAZO® Monitoring System, including the Program Dashboard, app, and DAZO applicators
  • Push to close without a trial, if possible. Leverage Risk-Sharing in ORP to drive the conversation. If customer still asks for a trial, ensure it lasts 4 weeks or less.
  • If a strong Champion has been secured, keep the Materials Manager informed in a courtesy visit. Otherwise, postpone the meeting with Materials Manager after the trial is completed

Conduct the ORP trial (Please ensure to EXCLUDE Ecolab Cleaning Best Practice Training)

  • Define the success of the trial with the Champion and stakeholders
  • Order Kit samples. Use ENC-03 standard sample kit. 
  • Follow the steps described in Custom Kit Ordering, if a Custom Kit is required
  • Please refer to Be the Expert: Kits & Hardware Trial Guide, as the best practice
  • Give the customer the opportunity to touch, feel, and use the products
  • Showcase the SRT Kit, Microfiber, Ecolab OR Cart, mopping techniques, use of Linens and Bed Straps and use DAZO Monitoring with the auditors
  • Optimize Kit components and determine best way for hospital to receive microfiber mops and cloths
Review the ORP trial and prepare to close the deal
  • Schedule a 30 min Planning Meeting with your RSM, Area Service Consultant, and CAM (if applicable). Marketing and Training can be optional attendees.
  • Plan and prepare for the customer meeting to wrap up the trial
  • Share the results of all the trialed Ecolab offerings and any benefits they received
  • End the trial and prepare for deal close and full implementation
 
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