Specialised Cleaning and Restoration Industry Association (SCRIA) members are being called to action to support the association that is supporting them and their businesses with regular networking meetings. Hosted by Ahmed Merhi at his Living Fresh premises in Minto (Sydney), the New South Wales chapter held its recent state meeting on 26 November with 20 carpet and restoration specialists in attendance.
SCRIA’s NSW state president Penny Tralau is the backbone behind the association and instigator of more regular state meetings. “It’s the best way to get our industry talking; networking, helping each other, and working together as an industry,” she commented. “These meetings offer SCRIA members business coaching via guest speakers, product knowledge via other members’ presentations and, if that’s not enough, we have prizes from our sponsors, such as a $100 training voucher from Jena Dyco and a new Fibrelock specialised cleaning chemical from Restoration Express.”
Tralau welcomed guest speaker and sales guru Adrian Fadini, who calls himself a ‘blue collar sales coach’. He touched on four aspects of business: how to attract customers; how to engage and connect with customers; how to ask for add-on sales; and how to set pricing for profit. “I believe we are all the CEO of our own personal organisation, whether you’re a business owner or employee,” stated Fadini.
Using a scenario of selling sausage sizzles and Bunnings, Fadini focused on each of these business skills by applying the same principles, but simply substituting the product or service. “Whether you like it or not, you are always advertising,” he shared. “First impressions and presentation are so important as it’s a reflection of you and your business.”
Another notable point Fadini made was about how to ask for add-on sales. “The way you pose the question is crucial,” he revealed. “Don’t offer a yes or no answer, change it to a, b, or c. For instance, I didn’t ask my customers if they wanted a can of drink with their sausage sizzle, instead I asked them would they like Coke, Lemonade or Pepsi.”
The second half of the meeting was a demonstration of the OmegaSonics Ultrasonic Restoration PRO system given by Merhi, owner and manager of Living Fresh. Using ultrasonic cleaning technology, the system works via an assembly line cleaning process – pre-wash, ultrasonic wash, rinse detail and tunnel dryer – which can handle up to 25 boxes of content per hour.
Merhi says it is the most efficient restorative system he has come across. “The clean I can achieve using the Restoration PRO is fantastic, and the whole process is fast, efficient and cost effective – especially for fire damage – it can even remove the smoke smell residue,” he shared. “It’s a constant procession and only needs four operators, one at each station, so the job is done quicker than ever before.”
Tralau is happy with the response of SCRIA members in regards to these regular meetings; however she hopes to encourage more members and industry people to attend so they can benefit from the opportunity. “We also need sponsors that are willing to give something back because every little bit counts, and bit by bit we are bettering our industry as a whole.”