Floor Care: Show and Sell

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Many times, customers have to see how a product works before they decide if it will work for them.
 
Michael Martin, a jansan distributor with Swish, suggested to one of his clients that ES99, a water-based sealant designed to protect floors against water- and oil-based stains in grouted surfaces, would help protect his floors.
 
To showcase the product’s effectiveness, Martin coated half of a clay plate with ES99.  Once applied, the customer noted that it was impossible to tell which side had been coated.
 
Then, water was poured on the plate.  Seconds later, the customer noted that the coated side—the one with ES99—was virtually free of water, whereas the uncoated side had water dribbles everywhere.
 
“Once he saw how effective ES99 [was], he was definitely impressed,” according to Martin, “so much so, he placed an order on the spot.”