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Newell Rubbermaid Brands That Matter
We are a global marketer of consumer and commercial products that touch the lives of people where they work, live and play. Worldwide Employees 19,500 Headquarters Atlanta, GA 2014 Sales $6B
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AGENDA Industry Insight Identifying the Opportunity
Who Should you Talk to Understanding Customer Needs Solutions and Positioning Keys to success should be part of the Industry insight conversation Discussing product solutions / new products should be done in the Solutions and Positioning section How to Engage Us
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Industry Insight Infection Prevention
Ensuring a safe and healthy environment for patients and staff is more important than ever. Gone are the days of “Pay for Procedure” and hospitals are now paid on their performance. To maximize reimbursements Hospitals must reduce their infection rates to increase profits Patient Satisfaction Patient Satisfaction scores impact the Hospitals overall CMS reimbursements. Hospitals are looking to improve their image in hopes of increasing their scores Maintaining a quiet healing environment is also key to improving Patient Satisfaction scores. HCAHPS survey ask the patient: “ Was your room quiet?”
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Identify the Opportunity
Facility Needs / Issues Effective cleaning tools and processes Patient satisfaction scores Compliance with regulations Productive and cost-efficient solutions Education and training Things to Consider What is the facility currently using to clean patient rooms, operating rooms, common areas, etc.? Do they launder in-house? What are the processes and products used in isolation room cleaning? How important are patient satisfaction scores? Where is there room to improve? What is the Hospital currently doing to reduce noise levels in the facility? Are the waste containers fire rated? What other regulations does the facility need help with? Are cleaning carts lockable to provide safe storage of chemicals? How much time does the staff have to clean patient rooms/operating rooms? Who is responsible for training and how often does the staff get trained? Did you know that RCP has cleaning checklist for patient room, isolation room, and OR cleaning procedures. They can add a slide after this one to supplement identifying the opportunity that is graphic/pictorial. More photos/less words.
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Key Contacts / Decision Makers
Focus Issues Environmental Services Director Facility cleanliness Compliance with local, state, federal regulations Increasing patient satisfaction scores Staff training Reducing HAI’s Increasing staff productivity Ensuring products and processes meet regulations Infection Prevention Reducing/eliminating outbreaks Establish cleaning procedures Work in conjunction with EVS Following CDC Guidelines Consistent cleaning procedures Certified Operating Room Nurse or manager Maximizing efficiency in OR to increase number of cases Manages OR budget Manages cleaning in the OR in between cases Standardizing processes Working with limited time (efficiency) Ergonomics Facilities / MRO Facility Maintenance Waste Stream Management Construction/ Renovation Projects Maintain a Quiet Environment Prevent worker injury Provide a safe environment for patients and employees
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Understanding Healthcare Customer Needs
Sample Questions Typical Responses Potential Next Steps What products are you currently using to clean isolation rooms. We use a pre-moistened wiper from chemical company's”. Have you seen RCP’s HYGEN Disposable microfiber that removal 99.9% of microbes? You can pair this product with the chemical of your choice. Would you like to test this product? What type of receptacles are your using in patient rooms? Are they fire rated? Are the cans a step on receptacle. Yes, we use fire rated cans in the patient room. Some are step on’s and some are open top. Have you seen the new SJSO line form RCP. It has a slim profile, updated aesthetics and has the FM approval? When was the last time your staff was trained on patient room cleaning? How often are you required to train your staff. We train our staff about once a quarter. We have high turnover so we constantly have new staff to train. Did you know that RCP has patient room cleaning checklist that you can utilize in your trainings as well as product use manual. They also have a sales team that can come in and help with training. Is the facility doing any recycling? If so, what items are you recycling? Yes, we do some recycling but there is a Sustainability Manager responsible for the recycling program. Can you introduce me to the Sustainability Manger. We have a waste stream assessment that could help maximize diversion rates.
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Solutions & Positioning
Patient Satisfaction Productivity and Safety Enhanced Image Infection Prevention They can add a solutions and positioning supporting slide after this one
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Sales Tools - Collateral
Healthcare facility map, brochure, and sell sheets
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Slips, trips, & falls site audit
Sales Tools – Site assessments ROI Calculator Slips, trips, & falls site audit Please reach out to your RCP representative for site assessment opportunities. We can provide documentation and help perform the assessment
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Update this slide with your team’s information …
How to engage with Rubbermaid Cultivate relationships with NWL and WWG for the SE & SC region Manage larger end user opportunities Develop and manage the opportunity funnel Coordinate Market Events Dan Guastalli Key Account Manager Newell Rubbermaid Update this slide with your team’s information … Devin Carroll Account Manager Rubbermaid Commercial Regional / Local Territory Coverage (North New Jersey) Focus on local opportunities Local / Regional Planning and Trainings Site Assessments and Product Recommendations Brisell Rodriguez Account Manager Rubbermaid Commercial Regional / Local Territory Coverage (NYC) Focus on local opportunities Local / Regional Planning and Trainings Site Assessments and Product Recommendations On the closing slide, discuss your resources for Grainger Sellers Include National Contact information, and your local support available for this district to reach out to for assistance. Include Names, Area of coverage, & phone number. Doug Bonesteel Sales Manager Rubbermaid Commercial Regional / Local Territory Coverage (NYC) Focus on local opportunities Local / Regional Planning and Trainings Site Assessments and Product Recommendations
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