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Steps to doing a “clean count” or “audit” for a prospective customer:

First you must have a customer that is serious about changing linen vendors and is willing to commit once they see the results. However, that said, it is a great exercise for the new reps that want to learn more about how the competition works. The customer must also be willing to share a clean competitor invoice/delivery ticket (nothing altered or “blacked out”) at the time the audit is completed.

Our system of delivery and billing is different than that of our competitors. Subject to account minimums, we count your soil and delivery back to you, in clean, what we picked up in dirty and we charge you for those numbers. Our competitors charge you based on a % of inventory. The best way to explain this difference is to do an “apples to apples” comparison. This exercise will show you how your current vendor delivers and bills your product. It will also show you how we would bill if we delivered the same numbers that your current vendor actually delivers. Here’s how it works:

1. I will come in on your current delivery day, before your current vendor delivers and I will count every piece of linen on your shelves.
2. Then I will leave your premises and wait for your current vendor to deliver their product.
3. Once they have delivered and left, I will come in and count all the linen on your shelves.
4. What I will provide you with when we get back together is what was actually delivered by your vendor (second totals – first totals). We will compare what was actually delivered versus what you were billed for. We will compare printed Unit costs versus actual unit costs (based on actual delivery).
5. I will then show you how we would have billed based on what they actually delivered. Remember, we charge you for what you have used.

Again, this is an exercise that should be performed very late in the process, unless you just need the practice. This is key information that should validate pain that you have already uncovered. If used too early, without a commitment to change with reason, it is something your customer can take to their current vendor so they can sharpen their pencil

This is something that may take several visits to complete depending on how deep you want to delve into their current program. The more information you have the better your case.

Do yourself a favor, do not play with the numbers. It’s easy to do. Be honest here. If your competitor is doing their job, then you are obligated to share that information. Let them know at the beginning of this process that you will share the information…good or bad!

This is great information to share at proposal time. If you know the numbers work in your favor save it for last if at all possible. Icing on the cake! [/protected]