February 2020 Issue 8
THE COUNTDOWN HAS BEGUN! Your guide to everything you need to know for the 2020 RainSoft International Convention. See pages 4-5.
OH CANADA
Meet our newest dealer
TECH TALK
With Scott Harmon
HOUSTON PRIDE
See Quality Water Service’s new palace
From the Field: International Dealer Profile
From left to right: John Bannon, The Home Depot; Aime Ake (Simply Green); Fernando Castello and Alan Kniffen; Lawrence Krimker; William Adams, (The Home Depot); and Jerome Peeters, Joseph Krimker, Dave Israeli and David Luo, all of Simply Green.
NEW DEALER SIMPLY GREEN THRILLED ABOUT HOME DEPOT OPPORTUNITIES IN CANADAC J
oseph Krimker says a simple and realistic approach is the reason why the Simply Group has been successful since the company was formed in 2013. The organization is based in the Greater Toronto area but services Canadian households from coast-to-coast. As the newest dealer in the RainSoft family, their track record is built upon crawling and walking before running at full tilt. “We have always been pragmatic with our strategies. It’s how we have built our business,” says Krimker, Simply Green’s Executive Vice President of Sales who co-founded the company with his brother, CEO Lawrence Krimker. “Results speak the loudest. We’ve learned over the years to ‘earn the right to proceed’. With RainSoft, we are eager to show what we can bring to the table.” RainSoft Regional Director Alan Kniffen said he was impressed learning about their direct sales strategies and inhome skill set. Simply Green launched
“The quality of the product, the sales approach, and the support from Al and Ryan Kraft made it easy for us to start working together.”
in four Home Depot stores in southwest Ontario on January 15. Four others, located in a 110-mile territory from London to Kitchener, were added by the end of January.
“RainSoft is an organization aligned similar to how we conduct business,” said Krimker. “The quality of the product, the sales approach, and the support from Al and Ryan Kraft made it easy for us to start working together.” He’s also grateful for the assistance of longtime dealer Fernando Castello, who
opened Lifetime Water Solutions, Inc. in Toronto in 1996. “He’s been a fantastic resource. Fernando is a very experienced dealer with a proven track record. He’s shared his learning experiences and success stories with us. Overall, it has accelerated us through the learning process.” Recognized and certified last year for its outstanding workplace culture by the Great Place to Work® Institute Canada, Simply Green has offices throughout Canada. A staff of 180, plus 200 technicians and sales contractors, handle all lines including heating, cooling and air filtration. “We work with great people and have a family oriented dynamic,” says Krimker. “There is a lot of energy around the office about this amazing opportunity with our new partners. We are excited about what the future holds for us all.”
From the Field:
MEET INSIDE SALES REP DIOR MANDRELL Walmart’s loss is RainSoft’s gain. A former customer service manager for the big box chain, Dior has been incredibly successful since becoming an Inside Sales Rep at Envirotech International in Grand Prairie, Texas, five years ago in April 2015. “I’ve always had a thing for sales. I just didn’t know what company I wanted to invest time in,” says Dior, who is from Oklahoma. “When I saw the ad for Envirotech, I applied and had my interview the same day. I was hired on the spot and started the following day.” James Harris, Envirotech’s Marketing Manager, says she has used her training to the full extent. “In the five years Dior has been employed here, she has become one of the most successful setters to walk through our doors,” said James, who shares one thing in common with her; they were trained by marketing maestro Ruben Silva. “Dior works 25 hours a week but frequently does the work of a full-time employee. She has been featured as a top 5 ISR multiple times, and consistently ranks among the top setters in the Dallas office. It’s not uncommon to see her get three or four installs in a day.” That work ethic led to earning her PAC ring for the first time in 2017; she’s now at level 5. To Dior, respect goes both ways. “James, Susan Curie and Laura Skinner have really pushed me to be the best on and off the phone. The values I’ve learned have really impacted my life. If it wasn’t for them, I don’t where I’d be today.
“I was 21 when I started here and had $17 to my name with two kids to provide for. I was able to become a homeowner when I was 23 and went back to college. I’m glad I get the opportunity every day to come to work and help change the lives of families for the better.” With a six-year-old daughter and fiveyear-old son, family time is important to Dior. So is water. “I love trying to make a difference,” says the history buff, who also collects antique items from the early 1900s. “Water is important in life itself. If five minutes on the phone can help some else have great water, I’m all for it.”
INSIGHTS FROM THE TEAM MEET OUTSIDE SALES REP RANDY WALKER Randy Walker is living proof of what hard work will do for you. He had a breakthrough year in 2019 as a sales representative for Sweetwater Home Services in Austin, Texas, his fifth year with the company. He spent the first two in Rio Grande Valley before moving to Austin. “He answered an ad and spent the first two years learning the business,” recalled sales manager Kiko Ruiz. “Last year his closing rate went up seven points, from 33 to 40 percent. Randy had a big part in Sweetwater having a record first quarter for sales.” “I definitely had my best year. I set a goal to reach the top 10 in my region and
knew I needed to be more consistent month to month to put together a great year,” said Randy. “I didn’t do much differently besides work harder and more often than previous years. No secret formula, just increase sales percentage and do more demos were my goals.” A prior veteran of the restaurant industry – he rose from server to general manager – Randy went back to college and was looking “No secret for part time work when he saw an formula, just ad and applied for increase sales a marketing job percentage and with Sweetwater. do more demos Rebecca Bermea were my goals” recommended he talk with John Burtchell about a sales position. “During my first two years, I was more focused on finishing my MBA. I thought I would have a different career path by now and didn’t realize my career was right in front of me until two years ago. I decided then to really give it my best and see where this could go.” His 15- and 4-year-old sons serve as motivation. “They are my everything and have great energy that helps keep me young, motivated, proud and exhausted all at once. I was a single dad until my girlfriend Kayla came into my life. She has really provided great support for me and the boys and I couldn’t have reached my goals without her. “I value the flexibility with Sweetwater and them understanding my schedule, especially the first few years when I was in college and being a single dad. It was huge for me.”
THE 2020 RAINSOFT INTERNATIONAL CONVENTION July 16-19 JW Marriott Orlando Bonnet Creek Resort & Spa
A
nother magical RainSoft International Convention is taking shape. Scheduled for July 16-19, it will be held at the spectacular JW Marriott Orlando Bonnet Creek Resort & Spa. You’ll marvel at this brand new facility, which is located only minutes from most Disneyworld parks and features an outdoor terrace to see the nightly fireworks shows. Plan now to join your associates from around the world. You will also want to check the RainSoft App to keep up-to-date on all the scheduled events, but for now here’s a Preview of what you can expect: WEDNESDAY, JULY 15 As everyone makes final plans before leaving for Orlando, the first order of business at this year’s convention will be taking place. The Dealer Advisory Committee will meet to review future new products and programs. THURSDAY, JULY 16 It’s arrival time and the fun begins at check-in time! Make sure you pick up all the information you need and don’t forget your swag bag. An all-day Dealer meeting is open to all Dealer principals who want to attend. It will cover new programs, products, and services that will available. And you won’t want to miss the Opening Night Party!
FRIDAY, JULY 17 Opening Day begins bright and early. Keeping in mind the desire for work/life balance, the first half of the day is for business and the other half is for your pleasure. We will open the Convention with the ever-popular General Session, followed by the “State of the State” so you learn all there is to know about new products, programs and services to help you succeed. After Regional luncheons, the rest of your day is free to enjoy the resort and visit the entertainment parks or other local attractions. SATURDAY, JULY 18 What a day this will be! It starts with a PAC breakfast as we honor those for their outstanding performance in the last year. Our world-class Seminar program follows, giving you the chance to learn more about Sales, Marketing, and Service, and hearing invaluable advice from the pros who succeed year-in and year-out. We save the best for last, with an evening Cocktail Reception before the red carpet worthy International Black Tie Awards Banquet. And holding true to our tradition, you can expect a night of fantastic entertainment! With all of those activities to look forward to, sign up now if you haven’t already done so. You’re going to have a great time!
Behind the Scenes:
RAINSOFT FLOAT TAKES 3RD IN OKLAHOMA PARADE Patricia Wooten shared this photo. She and her husband, Charles, of American Water Conditioning Co. in Elk City, Oklahoma, entered a float and took third place in the 81st annual
MEET SUPPORT TEAM MEMBER KATHY BOLEN Everyone has a journey in life. The path, direction, and experiences are forever different, and some are more unique than others. That rings true for Kathy Bolen, the Customer Service Supervisor for RainSoft and OptiPure – which manufacturers water treatment systems for restaurants – at corporate headquarters in Roselle. Responsible for customer service related functions, the job takes her back to her roots in Oklahoma. Kathy worked at Alta Photographic, Inc. a chemical manufacturing company north of Tulsa in Bartelsville. She began as a Customer Service Manager before moving into the Operations department.
PRCA Rodeo of Champions parade. Charles says they are planning to enter this year’s competition, which takes place Labor Day weekend. Here’s hoping they win it all this year!
She was there for 18 years until an opportunity put her on another path. This one was different, leading to a few zigzags instead of a straight line for nearly a decade. “I have worked for this organization for almost nine years under different ownership. I joined Procam Controls in Plano, Texas in 2011. Aquion, which also owned RainSoft, purchased Procam four years later in 2015,” recalls Kathy. “I relocated to the Roselle facility in October 2018. When Aquion was acquired by Pentair, I became the Customer Service Supervisor for the RainSoft and OptiPure divisions. I have been in this role since July 2019.”
“I enjoy being able to help customers.”
It’s clear her priorities are focused on helping dealers be successful.
“I find water treatment to be interesting. I am in the process of learning about the complete RainSoft product line,” says Kathy, who has a daughter who lives in Denver.“ Becoming more knowledgeable about the products will enhance my ability to help my team provide the customer service that our dealers have come to expect.” A Chicago Cubs fan who likes to cook and read in her free time, Kathy says her work focus is squarely on the customer. “I enjoy being able to help customers. Along with my team, I want to provide them with exceptional customer service. At times, we have to come up with resolutions that meet both the customers’ and organizations’ expectations. We want our customers to come away with a positive and satisfactory experience.”
Advice Columns: Tech Talk with Scott Harmon
NEW YEAR, NEW DECADE, AND MORE NEW PRODUCTS
sharing ideas, which in turn allows me to share with others around the world. We truly have some of the most talented and capable technicians and installers in the industry.
DON’T STOP AT ONE SALE. Ask yourself, “If my kids, wife or dog were kidnapped and I had to get one more sale today, how could I get it?” That’s where the multiple sales come from.
I wish all of you a successful new year.
This business is easy and fun if you get past the critical mass of the proper number of demos in a week and the proper number of closes per demo. Remember that the average sale is made on the fifth closing attempt, both for inside and outside sales.
Welcome to a new decade at RainSoft! The last 20 years of RainSoft have been quite amazing. Back in the year 2000, we introduce a completely redesigned composite series of conditioners and filters. Since then, we have continued to refine and improve our suite of products to be the industry’s leader in water treatment technology. This past year, RainSoft was acquired by Pentair. It now positions RainSoft with a strong foundation for future growth, with new and exciting products for RainSoft dealers and customers yet to come. In 2020, we will introduce new products and update existing inventory with improved benefits and features. A new RainSoft Remind App platform will be launched, providing a vastly improved ease of use in addition to smart new features. In July, we will reconnect and celebrate your achievements at the RainSoft International Convention in Orlando. I look forward to seeing everyone at this event. And by popular request, we are bringing back the Regional Service meetings so be on the lookout for an announcement regarding regional training classes for the year. It will be a great opportunity for service people to get together with others in your region, and to brainstorm servicing and problem water applications best practices, as well as best service sales practices. I really enjoy these events, learning from all of the experienced technicians and
Miller Time by Don Miller
RAINSOFT SYSTEMS ARE A BARGAIN We continue unlocking the vault of vintage Don Miller columns. This one is a shortened version from March 2000. He explains how little it costs for a family of three using 6,000 gallons of water a month to own a RainSoft system – and how that impacts you. And it’s still true 20 years later! If you are a new reader to Miller Time – ask your dealer for some old copies of Pipeline to become enlightened – you now have your mind put right to the value of the RainSoft full home water treatment system and will sell more.
TO BE SUCCESSFUL, YOU NEED A MAP: a Massive Action Plan, which takes us to our goals in the shortest and best way. Take time to make it a great life instead of just a life. Plan to hit goals; life changes your behavior as much as having no goals and no plan changes life. Don’t wait to see what shows up! Plan what you want, prepare for it and work for it. Harvard University studies show that people almost always get what they expect in life. This is why you hear so much about the importance of a positive mental attitude. You will need it to take massive action.
DON’T FIGHT HUMAN NATURE: HARNESS IT. Keep a positive attitude and try to tactfully deliver five or more exquisitely delivered closes in each home. Persistence is faith in action. Take charge of your life from today forward! You are the greatest creation and most unique creature. Never before was there one with experiences like yours, with your own dreams and capabilities. If you have not broken through the production levels you dream of yet, ask yourself if you are controlled by your thoughts or are you controlling your thoughts?
IF YOU DON’T CONQUER SELF, SELF WITH CONQUER YOU. What would happen if from this day forward, you took massive action every day towards your goals and tried to do the maximum record number of demos per week? WHAT CAN MASSIVE ACTION IN A LIFE LEAD TO? Alexander the Great killed a lion when he was only 16. He was wounded in battle 21 times by leading from the front. Dennis Lynch once told me there are four qualities you look for in an exceptional sales opportunity: People, Program, Profit and Products. RainSoft has them all.
Dealer Profile: Quality Water Systems
QUALITY WATER SYSTEMS HAS A NEW HOUSTON HOME W
hen Bill McGraw’s 199 employees began moving into their new space last September, they must have felt like those first visitors to the Houston Astrodome. Known as the “Eighth Wonder of the World” when the first multi-purpose domed sports facility opened in 1965, it’s not as spacious as the birthplace to artificial grass that was soon dubbed AstroTurf.
rooms. They are large enough that Home Depot held their district meeting here, and we’ve invited the Texas Water Quality Association to use it for their annual meeting.”
But after working all these years from four different offices – two each in Houston and Conroe –plus a separate warehouse, everyone at Quality Water Systems is now under one big roof. And what a showcase it is!
In late 2018, after the building’s previous owner Sunoco was purchased by the parent company of 7-Eleven, the space hit the market. Bill made an offer last February, the deal closed on May 1, and renovation work began on July 1. The grand opening was held on November 19.
“We wanted to build the future of the company. Build our culture of teamwork and family, and the goal of doing it all together,” says General Manager Brian Edwards. “I was spending 2-4 hours daily driving from one meeting to another at our offices. Now we collaborate in five minutes and are more efficient with our time.” The building is located in a large office park at 555 E. Airtex Drive, north of the Sam Houston Beltway with easy access
Originally, Bill had purchased 12 acres of land in Conroe two years ago. When he and Brian did their due diligence and realized it would take 2-3 years before it would get built, they hit the pause button.
of Interstate 45. It checks in at 37,050 square-feet; 28,675 of dedicated office space and 8,375 to warehouse products. “It’s in the heart of where our customers are,” says Bill. “We fell into this property. It’s only 19 years old and was completely redone in 2017. The previous owners spared no expense with fancy tile and flooring. We also have four conference
“We painted the entire building in our color scheme and reorganized some areas,” says Brian. “We added new appliances to our kitchen, which seats 40. People love the popcorn machine and we’re going to add a snow cone machine. The gym area is really nice with equipment and locker rooms. We are ecstatic and our people feel like it’s a great place to come to work. This is a dream come through.”