Market Segments
Selling to Education
K-12, Universities, Community Colleges, Public Schools, Private Schools
Specific Challenges
• Absenteeism
• Green cleaning mandates
• Health and safety for staff and students
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Indoor air quality (asthma)
Chemical residue on surfaces
Acute toxicity (i.e. eye or skin irritation)
Allergic reactions
• Budget crunches
• Training
• Public bid process
Absenteeism
Challenge
• The state pays the school for every student that attends a full day. (This
only counts for state schools, not private)
• When students are sick, it means less money for the school.
• Private schools generally must work harder to keep parents (their source of
revenue) happy. Minimizing the frequency of illness is a great way to keep
parents happy.
Absenteeism
Solution
EnvirOx H2Orange2 117 & 118 …
•EPA registered sanitizer, virucide*, HBV**.
•Track record for reducing absenteeism in schools!
•Clean, residue-free surfaces result in less transfer of bacteria and viruses
from student to student.
•Cleaners won’t hurt the students so you can put a “Red Bottle in Every
Classroom!” (see document in the EnvirOx Sales Training CD)
•Cleaners won’t add toxins to the school environment, minimizing negative
effect on children’s health. Healthier kids = stronger immune systems and
fewer sick days!
NOTE: Public school absenteeism stats are often posted online.
Typically anything under 90% is bad.
*EPA Registered to kill Herpes Simplex Virus Type 2**, Influenza A2/Japan, HBV (Hepatitis B Virus)** and HIV-1 (Human
Immunodeficiency Virus).
**Except in California.
Green Cleaning State Mandates
Challenge
• Many states now mandate that public schools use Green Seal or Eco-Logo
certified products to clean their facilities.
Solution
• Lead with H2Orange2 Concentrate 117 and 118:
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Documented health and environmental profile for human and environmental
safety (note that EPA registered products cannot be Green Seal or Eco-Logo
certified).
If they are not allowed an exception for EPA Registered products and they
MUST clean with a Green Seal or EcoLogo certified product turn to EnvirOx
support products for Green Seal and EcoLogo certified options.
Health and Safety
Challenge
•Increasing numbers of children and adults are sensitive to chemical toxicity
and fumes.
•Having chemicals that can harm skin or eyes around children is never good.
•Parents are more focused on green and health initiatives in school.
Solution
•EnvirOx cleaners will not damage humans, animals, the environment or any
water-safe surface.
•No asthmagens or carcinogens.
•Keep a red bottle of 118 or 117 in every classroom, to safely wipe off desks in
between classes… reduce disease transfer opportunities, without exposing
students to unnecessary health risks!
Budget Crunch
Challenge
•Budgets are tight in state schools.
•Understanding what the school needs is vital to offering them the right
solution and demonstrates how value, simplicity and versatility can save them
money.
Solution
•H2Orange2 Cleaning System customers save money because…
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Reduce number of products purchased.
No cleaning chemical related worker’s comp claims.
No facility damage.
Improved attendance.
Time and efficiency gains due to simplicity of the system.
Cleaning tools last longer – not clogged with soap or broken down by harsh
chemicals.
Training
Challenge
•Changing to a new cleaning protocol.
•Custodial staff turn over.
•Training time.
•Language barriers.
Solution
•Extremely simple system. If someone misuses a product, it won’t hurt
anything or anyone! (Mineral Shock excluded. If it isn’t rinsed it may harm a
surface).
•Your direct attention and in-service training for the custodial staff.
•EnvirOx Training DVD (English and Spanish).
•Wall charts (color coded and numbered).
School Bid Process
The best way for a distributor to have success in obtaining a school’s business is to work
with the school prior to the bid being opened to the public.
It is also important to have the custodial decision makers get feedback from their team
on how EnvirOx products are meeting their needs (through a trial being set up with the
school).
Key areas to review and be aware of regarding bids:
•Bid deadline date – ensure that the bid is completed at a minimum of one week prior to
the bid deadline, two weeks prior is ideal.
•Instructions to bidders –this section will outline specifications for the bid such as certain
types of chemical (Green Seal certified, etc.), quantities, pricing, freight responsibility,
delivery and billing requirements, etc.
•Insurance – Typically an Insurance Liability Certificate naming the school entity as
insured will need to be provided.
•State requirements – there are sometimes requirements of the bid that the bidder be
authorized with the State Department to be able to bid. There should be a website or
contact within the bid on how to get started with the state to meet this requirement.
School Bid Process
Challenge
•The chemical specified in the bid does not match an EnvirOx chemical.
Solution
•There are general chemical specifications that EnvirOx will be able to meet.
Engage the EnvirOx Customer Relations to help identify which chemical will be
the closest match. This is also a situation that would be easily remedied by
working with the school prior to the bid. If the school likes EnvirOx, they will
“spec” their bid with EnvirOx chemical specifications. We also have “canned”
bid specs for most of our chemicals, which can be shared with the school.
School Bid Process
Challenge
•The bid requires an end-use cost for the chemical and I don’t know how to
figure that out.
Solution
•Located on the distributor section of the EnvirOx website, under the
Competitor Information tab is an End Use Cost Calculator. Fill in how much
you are going to charge per gallon of the chemical and it will calculate end-use
cost for both quarts and gallons in both heavy and light-duty solutions.
School Bid Process
Challenge
• You have never completed a bid and need some assistance.
Solution
• EnvirOx is more than happy to assist distributors in completing a bid form.
Contact Customer Relations at 800-281-9604 and we will meet your needs.
Selling to Healthcare
Long-term care, nursing homes, hospitals, clinics, private doctor’s offices
Specific Challenges
• Hospital Acquired Infections
• Disconnection between Infection Control and
Housekeeping
• Health and safety for staff and patients
• Training, custodial staff turn over
• Laws
• Regulations
Hospital Acquired Infections
Challenge
•A hospital acquired infection is defined as infections not present and without
evidence of incubation at the time of admission to a healthcare setting…
translated as, a resident acquires an infection which originated within the
patient environment. HAI’s are on the rise.
Solution
•Confirmed cases of HAI’s reported from a patient environment are now
required to be reported monthly to their State Agencies. State and Federal
Agencies are not required to reimburse the facility for the cost to abate HAI
infections. As such, the cost for the facility to heal the residents is entirely on
their profits, and adversely impacts the hospital’s managed care budget.
Health & Safety for Staff & Patients
Challenges
• Increasing numbers of children and adults are sensitive to chemical toxicity
and fumes.
• When cleaning staff use toxic cleaning and disinfecting chemicals it can
increase their likelihood of getting sick or injured.
• People with compromised immune systems can be more sensitive to
chemicals and have additional reactions when exposed to fumes or
residues.
• Indoor air quality (asthma).
• Acute toxicity (i.e. eye or skin irritation).
• Allergic reactions.
• Soil Loads/Residue on transfer points.
Solution
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H2Orange2 Concentrate 117 or 118.
Training
Challenges
•Training on a new cleaning protocol can be a challenge.
•Custodial staff turn over and training new staff.
•Training time.
•Language and education barriers.
Solution
•The H2Orange2 Cleaning system, complete with bi-lingual DVD’s, wall charts
and custom training tools.
Government Initiatives/Acts/Programs
Challenges
ARRA (American Reinvestment Recovery Act)
• Preventing HAI’s will be the key to hospital cost control.
Government-sponsored initiatives from health insurance
(Medicare/Medicaid) to grants will take into account HAI’s when
determining the allocation of funding and insurance payout versus
confirmed cases.
Act 52 (PA only)
• Act 52 of 2007 requires certain healthcare facilities in Pennsylvania
to report healthcare associated infections (HAIs) to the Pennsylvania
Department of Health, the Pennsylvania Healthcare Cost
Containment Council and the Pennsylvania Patient Safety Authority
through the Centers for Disease Control (CDC) and Prevention’s
National Healthcare Safety Network (NHSN). The act is part of
Governor Rendell’s “Prescription for Pennsylvania” plan to reduce
and eliminate healthcare associated infections (HAIs).
Government Initiatives/Acts/Programs
Challenges
Hospital Value-Based Purchasing Plan Report to Congress
• Government program that requires healthcare facilities to report
performance on many levels to receive payment for Medicare and
Medicaid patients. This includes the “determination of thresholds or
improvements in quality that would substantiate a payment
adjustment, the size of such payments, and the source of funding for
the value-based payments.”
“I have to have a disinfectant for x, y, z reason.”
• The CDC sets guidelines for cleaning and disinfecting in healthcare
settings.
• Results are the most important factor.
• The way disinfectants are generally utilized in healthcare facilities
isn’t working. This is clear because HAI’s are on the rise.
Why EnvirOx is the Solution
The solution is in the EnvirOx patented stabilized hydrogen peroxide
technology.
EnvirOx’s stabilized hydrogen peroxide cleaning technology cleans without
leaving behind a sticky residue. Sticky soap residues contribute to bio-film.
Conventional cleaning technology (a.k.a. detergents/disinfectants) often leave
behind sticky residues.
“Bacteria within bio-films are up to 1,000 times more resistant to antimicrobials
than are the same bacteria in suspension.”
-Center for Disease Control and Prevention <http://www.cdc.gov/hicpac/Disinfection_Sterilization/4_0efficacyDS.html>
With EnvirOx, a truly clean surface is the outcome every time you clean. This
is the simple and effective power of EnvirOx stabilized hydrogen peroxide
technology. H2Orange2 Concentrate 117 and Concentrate 118 are the answer.
Providing a “fail-safe” Solution
Hospital acquired infections (HAIs) are on the rise. Conventional cleaning and disinfection
practices are clearly not working and are not realistic. Old technologies have healthcare
facilities trapped in a cycle that kills bacteria and viruses, and also promotes the spread by
leaving a bio-film of residue after every use.
The impracticality of the 10 minute sit time before wiping:
Q: How often does the custodian have time to properly clean a contact surface using
this process?
1. Spray and wipe surface.
2. Spray with a disinfectant.
3. Wait 5 -10 minutes for the full kill claims.
4. Wipe the surface.
A: NEVER.
Even if this process happened perfectly every time, surfaces would still be left with residue
from the cleaners and disinfectants, contributing to a dirty surface. Additionally, if a person
coughed on these surfaces after the above mentioned procedure, we are back to square
one.
Selling to Building Service Contractors
Specific Challenges
•Superior and competitive cleaning results.
•“Green” cleaning demand.
•Health and safety for staff.
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Indoor air quality (asthma).
Chemical residue on surfaces.
Acute toxicity (i.e. eye or skin irritation).
Allergic reactions.
•Facility focus on germ reduction, “super bugs”, flu season.
•Training, staff turn over.
•Procurement, warehousing, SKUs
Superior & Competitive Cleaning Results
Challenges
•A BSC’s ability to keep clients and generate more business is based on
cleaning results. Aesthetic appeal of the BSC customer’s facility is extremely
important, i.e. spotless carpets, clean grout, odor-free restrooms, streak-free
mirrors, windows, etc.
Solution
•H2Orange2 Concentrate 117 or 118… one product at two dilutions:
• Streak-free windows.
• Carpet spotting and extraction.
• Grout renovation.
• Odor destruction.
• No facility damage.
• All in all… high performance cleaning results.
Green Cleaning Demand
Challenges
•A BSC that provides “green” solutions has the edge over the competition.
Most facilities of all types want to promote the “green” initiatives that are being
implemented. A BSC that cleans with “green” technology will generate more
new business.
Solution
•H2Orange2 Concentrate 117 and 118 have a health and safety profile that
meets and exceeds “green” standards. While EPA registered products are not
legally permitted by the EPA to have a third party “green” certification, it is easy
to provide information to customers outlining the environmentally preferable
profile of the H2Orange2 Cleaning System.
•If an EcoLogo or Green Seal Certification is required, EvolveO2 is also a
powerful option.
Health & Safety
Challenges
• Increasing numbers of children and adults are sensitive to chemical toxicity
and fumes.
• Having chemicals that can damage skin or eyes is a liability to staff and
occupants.
Solution
• EnvirOx hydrogen peroxide cleaners will not harm humans, animals, the
environment or any water-safe surface.
• Do not contain asthmagens or carcinogens
Facility Focus on Germ Reduction
Challenges
•Offices, schools, healthcare, and everyone else is focused on killing germs
and stopping the spread of illness.
Solution
•H2Orange2 Concentrate 117 or 118…
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EPA registered sanitizer, virucide*, HBV**.
Red heavy-duty solution is EPA registered to kill 99.99% of common bacteria
(Staph, Salmonella, Strep, and E-Coli) and specified viruses (Herpes 2,
Influenza A2/Japan, and HIV-1) in addition to Hepatitis B**.
Even green light-duty solution has a kill claim for HIV-1.
*EPA Registered to kill Herpes Simplex Virus Type 2**, Influenza A2/Japan, HBV (Hepatitis B Virus)** and HIV-1 (Human
Immunodeficiency Virus).
**Except in California.
Training
Challenges
•Changing to a new cleaning protocol.
•Custodial staff turn over.
•Training time.
•Language barriers.
Solution
•Your direct attention and in-service training for the custodial staff.
•EnvirOx Training DVD (English and Spanish).
•Wall charts (color coded and numbered).
•Extremely simple system and if someone misuses a product, it won’t hurt
anything or anyone!
Procurement, Warehousing, SKU’s
Challenges
•A BSC may have limited warehouse space and will save money if they can
reduce SKU’s and simplify their cleaning chemical purchasing.
Solution
•H2Orange2 Concentrate 117 or 118… one product at two dilutions= 95% of a
facility’s general cleaning.