Oxy Blast Training Exclusive to The Motala Marketing Group Inc’s Dealers. What is Oxy Blast? • Oxy Blast is a high quality hydrogen peroxide. • Oxy Blast is a stabilized hydrogen peroxide based product. • Oxy Blast has proprietary homeopathic ingredients to help better the health of the user. Why is Oxy Blast Better for you than other water products • It is the most natural product. Hydrogen Peroxide is the base of Oxy Blast (H202 - Oxygen & Water). If you were to take a test strip and put it in an ocean, lake or even snow, you would get a reading of parts per million. Also, your body produces hydrogen peroxide naturally for your immune system and intestines. Oxy Blast will help in raising your blood oxygen level by activating and enhancing your body’s oxygen production in the blood stream. Inferior/cheaper formulations of H202 are diluted with fillers and also contain formaldehydes, PCB’s etc. Test Strip in Ocean • Proof a dip in the Pacific The Actual Reading • Reading shows color matching <30 ppm How to sell Oxy Blast • Read as much information as you can from your manual • Always tell the truth • Don’t oversell the product • Use the product at home- either by auto injection or by using in a jug of water at 25 PPM. Yes, especially if you have city water. • Understand all local laws and registration procedures, and follow them. What will Oxy Blast DO • Oxy Blast will encapsulate, sequester, remove, prevent. • If you took a water report today and used Oxy Blast for 6 months, you may not see every item change on your next report. However you WILL see positive results & notable improvement. • The best way to explain Oxy Blast is that it is not just a chemistry reaction. It is an alkaline change in the water, sequestering, encapsulating, and liberating the water and inhibiting negative effects by controlling and neutralizing them. What can Oxy Blast NOT DO • pH is very important. Oxy Blast cannot handle pH. We suggest PC7 liquid pH stabilizer to bring pH down. Oxy Blast works best at 7.3-7.6 pH. 2 Main Reasons for pH control are Bacteria and Assimilation of Nutrients. In Livestock it is critical to have the right pH. • Sodium- EWS Electrolyte needs to be used for this, it will neutralize not remove. • TDS- Hardness (calcium and magnesium), Iron, Magnesium, Conductivity, Sulfates, old plumbing, etc. need CSP Dry. • Dugouts and Ponds need OpenAll Water Oxygen Supplement. • Manure Pits- Need OpenAll, MTA and LBA. • Soil needs OpenAll, SOS, HMB, BRF, LPN. • Methane Production Plants need OpenAll, MPB. • Iron and manganese sometimes need filtration, depends on situation. Sometimes if you have hard water and very little iron a softener can be used. • Hard water needs softeners sometimes, Oxy Blast will soften up to25%. • Sulfates need carbon filters. Who will buy Oxy Blast Top 4 are our main market to build your business with. Concentrate on them first, the rest will come over time. • Dairy Producers • Swine Producers • Poultry Producers • Cattle Producers • Horse Ranchers, Race Horses, Horse Therapy Clinics, etc. • Then crop growers who irrigate, greenhouses, tree growers, fruit growers, etc. • Then houses, industry, municipalities, pool companies, hot tub companies, etc. the list keeps going. How to find these customers • Drive onto the farm and talk to people. • Trade Shows- Always set up where the livestock section of the show is. I prefer the dairy section, next hog, then poultry. (Ask me why) Don’t go once; go every year; it gets better & better with more exposure. • Word of mouth- Satisfied customer is your best ad. • Advertising- What will you accomplish? Bottom line you might get some calls. However, name recognition is the most important benefit you will get from it. Make sure you use at least a ¼ page ad and have it done by a professional graphic artist. Some Dealers use this, others don’t. Try it and gauge the results for yourself. What do I say to these customers the first time? • Walk onto a farm and say, “Have you ever heard of Oxy Blast?” Then listen, so that you can get the info, or know when to give info. • If they have heard of us, ask what they have heard so that you can either agree or inform them differently. You can counter any negative comments or experiences with case histories or examples. Or pick up the phone and call me to explain. • Next slide … continued • If they have not heard of Oxy Blast, say the following words and never deviate … ever. • “Oxy Blast is a hydrogen peroxide-based product. It is the highest quality hydrogen peroxide available, with a great stabilization process. It also is a proprietary formula that will clean and protect your plumbing, clean your troughs & nipples in your hog or poultry barns and it will clean your water. The nice thing about our product is that it also has great health benefits.” • Also talk about distillers, grain and methane, etc. • “We have a veterinarian, water physiologist, nutritionist, naturopath and filtration expert as consultants to the company. So Oxy Blast is very beneficial on the health side of things.” • Next Slide … continued • “We are in farms across North America and have been for 14 years. There are over 4,000 farms (and who knows how many others), using the product and seeing many results depending on individual conditions.” • Then I give them the brochure and open it to the section that pertains to them. Now I say, • “Now all of these things are not necessarily going to happen to you, however we do know something is going to happen. Each farm has different results and it depends on your specific operation. I just want you to know so that we are not misunderstood by what you read.” • You might want to do a ORP/pH test or have a 1 gallon jug of Oxy Blast, Open All etc. (explain) • Next slide … continued • I always ask farmers this question and they always say “YES”: • “Can I ask you a question? What if I tell you that in a very short time after using Oxy Blast at the proper parts per million (PPM), you will find, your water clean up, your lines and water equipment clean up, and your livestock will be drinking a cleaner more nutritional water, as well as other benefits in health? If you were able to see that Oxy Blast was paying for itself, just through results, would that be enough for you?” • Then keep quiet and listen. Do not talk until you get the answer. This is very important for customer retention. They will say yes. Then say, • “Then you are really going to like us, because our customers do not feel that Oxy Blast is costing them anything after a while. One thing we know, is that patience and giving the product time to work (3-6 months in most cases), is critical.” • Then I tell them about the guarantee on the next slide. • Note: If you need help, it’s not a bad thing to use the resources available to you. Use 3-way calling with me, whenever you need to. The Guarantee • Within a period of 90 days, if the customer does not see any measurable results* using the Oxy Blast system, we will offer the following guarantees: • 100% pump buy-back guarantee • 100% buy-back for any product not used including full drums or open drums • 50% buy-back any Oxy Blast product based on actual purchase price * Measurable results include: Cleaning up the water, • Cleaning the waterlines, nipple drinkers and stock tanks. • Enhancing the health of the animals, thus improving their production for: – Meat Animals- through improved water consumption, better daily gains, better feed efficiency, better conception rates, lower drug or antibiotic use. – Dairy animals- by higher milk yields, lower somatic cell counts, less incidences of mastitis, better conception rates, improved water consumption. • A full livestock water analysis within the past year is required for this guarantee to be valid. We recommend that your Oxy Blast Dealer perform our water analysis. How the guarantee works • If they qualify and you bought the Oxy Blast delivery system (pumps, etc.) from Motala, you can send the system back for a refund (not including shipping, duties & taxes). But you will probably want to keep it and resell it. • Any unused remaining product you take back &resell. • Any product they have used, they get a 50% refund. I cover 25% of the wholesale price in the form of a credit on your next order, and you cover the rest. We have never paid this out in my business. Why? We don’t overpromise. Also, you are actually still in good shape because of us covering the 25% on wholesale price. What do I do next ? • I usually say, “What we do if someone is interested, is we start with a water test. We need to know what’s actually happening with your water in order to properly treat it.” • Then I explain the procedure and the cost involved. • I then try to get a water report and proceed from there. Got the water report - what’s next? • Send a copy to me for evaluation and suggestions. • Type up a quotation for the customer that covers the usage, pump, product cost, etc. • Get the go-ahead and install Oxy Blast Delivery System. Installation of Oxy Blast Delivery Systems ~ some important stuff … • Screens, etc. at first, pipes cleaning • pH, sodium, CSP, OpenAll, etc. • Down the well is best- Stenner, medicator, select Doser system, water meter and PCM. Review different installs, etc. • Low Pressure Cutoff Switch • Delivery System Settings and Test Strips (PPM) how much? 120V or 240V? • Insurance, local registrations and laws, etc. What Paperwork to do with Customer • MSDS • Take 2 safety and storage tips- one for customer to keep and one signed for your records • Finders Fee Sheet • Oxy Blast questionnaire • Installation guide if customer is installing • Brochure with medicator volumes so that they can use (Explain why) • From here on in, it is up to you to follow up with the customer. I usually phone them or drop by within a few days to see how everything is working. Also, consistent communication is very important. Give them all the protocols for their specific industry. Get local testimonies and build the business. Potential Problems • Oxy Blast is like anything else. It can only do so much. The Water report is the first & best way of preventing problems. • Taste- PPM to high • Lines plug up (sulfur)- Carbon filter • Medication if not at right levels- you won’t see health benefits • Iron, turbidity, color- Filtration • Polishing Filter- NANO Trade Shows and Important Info • • • • Booth- How we usually set it up, etc. Trade Show Form Give-away- 15 Gallon Drum For me to attend- What is expected and what is the procedure? • Informing us to put it on our website- OUR website always comes up FIRST whenever anyone does an internet search for Oxy Blast. Some Keys to Success • Register in ALL agriculture, home and industrial shows. Attend all relevant events to promote business. Find out about future shows- don’t wait. Attend them every year. • Believe in the product. If you don’t, you won’t be able to sell it, and have fun. • Do your homework on a consistent basis- reading the manual; training on Go to Training and Iowa training April. (If you already know everything, you don’t need to be trained ). • Always have enough product on hand for customers. It shows commitment and belief in the product. • Next slide….. … continued • Go to farms, and potential customers every day. Yes, it’s hard work but it’s worth the effort. Create a regular routine for bringing on new customers; they will definitely not come to you, especially in the beginning. • Never install a system without taking a water sample first. Once you have the test you can install the Oxy Blast while waiting for results; you will need it anyway. • The longer a customer has to wait for product after a test, the more likely they are going to find reasons not to do business with you. • Follow-up, follow-up, follow-up. Oh, and by the way, ALWAYS FOLLOW UP! • Next slide … continued • Always ask for referrals! You will find that your customers will be happy to help you once they see the results with Oxy Blast (remember the 5% referral fee.. Explain). • Call us often. Let us know how it’s going. It helps you keep on track and it also shows your interest in doing better. • Answer your phone- Always be accessible. It’s your business. People hate leaving messages. If they don’t leave a message, then use your call display and call them back. If they leave message call them back ASAP; not in a couple of days. By then, someone else is taking care of them. (If you are not taking care of your wife/husband they will find someone else who will; a customer is the same ) • Next slide Top 10 Mistakes • Not Listening to the client’s concerns and interrupting them when they talk. • Overselling the product- Oxy Blast is a good product. Some things it cannot do, ie.: pH, sodium, etc. (it’s like asking your wife to lift a log that she cannot; she is not made to do that. So, don’t ask Oxy blast to do what it cannot). • Being unprepared- Always know what you are doing and study before you go out. • Jumping straight in trying to close the customer. It’s about their timing, not yours. Show that you care and they will come onboard. • Not closing the customer- There is a time to ask for the order; make sure you know when that is. • Going of topic- Some people overdo the need for a relationship. • Next Slide … continued • Not researching the market- dairy, hog, poultry, etc.; times of year that they are just too busy in the field, etc. Or not knowing their likes and dislikes as a customer. • Judging the book by its cover- If you think you know the book you might be wrong. Some of our biggest customers are the ones that need a bath, wear really dirty clothes, and drive old beat-up vehicles. They are a hard-sell and sometimes rude. However, if you believe in your product and what it can do for them, once on board, they are the best users of the product. • Not following up- Did I mention that before? • Failing to prospect for new customers- Ensures the future growth of your business. Questions and Answers • OK, Fire Away- Ask the questions, even if they seem irrelevant. You will not learn without asking. Remember … • A good company puts their ego behind and moves towards obtaining the Sale• “The sale is the final goal.” Once you have the sale- “Customer satisfaction is the next goal”. • When in business it’s always a good idea to make money, but, unfortunately we have to spend some in order to make some. Thanks.