Ceilbrite - Icwc.com

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INTERNATIONAL CEILING & WALL CLEANING, INC. CEILBRITE Operations Manual REVISED APRIL 1,1997 Ceilbrite and ICWC - are registered trademarks of International Ceiling & Wal Cleaning. INC. Copyright ICWC 1995 HOW IS IT APPLIED? When first opening the pail, a mixer in a pistol drill for just a few minutes is all that is necessary to adequately blend the solids that may have settled while the Ceilbrite™ was stored. Mixing Ceilbrite™ With a stick or "boxing" it from one container to another may not be as fast. Spraying - Ceiibrite™ was designed with spraying intended as the primary means of application. Of course, there are exceptions. But, in general, spraying is viewed as the faster, more practical, and most cost-effective method for applying Ceilbrite™. Unlike a paint, a light, even coat is usually all that is required for Ceilbrite™ to totally restore the tiles surface to its original appearance. In most instances, a sprayer is the most logical way to make such an application. Brushing or Rolling - Even in light of the preference for spraying, there are occasions when it is necessary to roll Ceilbrite™ and even brush it. The best results are reported when short napped or sponge rollers are used so as to limit the amount of material that is applied to the surface. Even a non-bridging material can fill the pores of the tile if enough of it is physically applied. WHAT KIND OF SPRAY EQUIPMENT CAN BE USED? Airless - There are many manufacturers of airless spray equipment and virtually ail of them can be used to apply Ceilbrite™. In most instances, the success or failure of a spray application is more dependent on such factors as spray pressure, tip size, and adequate preparation, than it is on the machine itself. If an airless spray unit is capable of spraying a latex paint, it can be used successfully to apply Ceilbrite™. Pros - Spraying with airless is fast. Particularly, where there are high ceilings, an airless machine with a pole gun or extensions makes it possible to spray from the floor in wide arcs, covering a considerable area in a short period of time. Cons - Airless machines produce a lot of spray dust and Ceilbrite™ is no exception. In fact, because of the high solids content, airless machines can produce even more spray dust. Pressure - Ceilbrite™ is sprayed at a relatively low pressure. Starting with a fluid pressure of around 800 psi, increase the pressure until the "fingers" disappear from the spray fan. This will typically occur between 1000 and 1300 psi. Tip Size and_Type - A 0.015 tip yields the best results on airless equipment. More applicators prefer the 4 1 5 or 5 1 5 reversible tips to the adjustable. Volume Air - There are fewer manufacturers of volume air spray machines than of the airless. U.S. made machines, presently on the market, include Softspray and Wagner. The volume air machines are excellent choices when applying Ceilbrite™. Pros - Volume air machines create far less spray dust than their airless counterparts. Time, materials and labor for preparation prior to actually spraying is considerably less with a volume air application. Volume air machines also use less product. Reports of 400-500 square feet per gallon on a porous acoustical tile ceiling are not uncommon when Ceilbrite™ is applied by an applicator who is experienced with the product and the machine. Cons - Spraying with a volume air machine can be slower, particularly on ceilings that cannot be reached from the floor. Since the volume air machines do not feature extension poles, staging or ladders are often required, resulting in a slower product application. Not all models of the volume air machines produce sufficient volume to properly atomize Ceilbrite™. The dealer should be able to recommend the best unit. Pressure - As with airless, the fluid pressure will vary from machine to machine. Using Softspray, the fluid pressure will range from 12 to 18 psi. The technique is the same as with the airless. Begin with a low pressure and increase it until the spray fan is consistent. Nozzle Size - The #5 Projector Set provides the best needle, nozzle and seat combination for the application of Ceilbrite™. Smaller nozzles tend to retard the spray and slow production. PREPARATION The age-old adage that "a job is as good as the preparation" is as true with Ceilbrite™ as it is with any other product. The customer will hardly notice that the ceiling tiles look great if there is overspray on the walls, spray dust on his desk and a mess on the floor. The following techniques are recommended in the application of Ceilbrite™: Surface Cleaning - Most ceilings need only loose soot brushed off around HVAC diffusers. If the ceiling looks yellowed from nicotine or grease, you should apply a light spray of Ceilbrite™ ceiling tile cleaner (700-800 square feet per gallon) to the ceiling surface. This will neutralize any oil or nicotine deposits that would normally discolor the new surface coating. All non-porous surfaces (grids) should be wiped clean and allowed to dry before applying the Ceilbrite™. This is generally done with a sponge on a pole. By the time the area has been prepared for spraying Ceilbrite™, the cleaning solution on the tiles should be dry. Airless Application - For best results, particularly in occupied ares, a complete enveloping of the room is recommended. 1. Using a handmasking tool with 1" or 1 112' masking tape and 12' masking paper, run a band of paper around the top of the walls (taped edge against the wall where it meets the ceiling). 2. Poly Cover, which unfolds to 12 foot width by 1 mil thick comes in 400 foot rolls should be attached to the masking paper by either: a. Spraying an adhesive from an aerosol can along the masking paper and then press the Poly Cover to make a continuous band. 3M "77" Spray Glue is ideal. b. Attach Poly Cover to the masking paper with continuous 2" wide masking tape or by attaching to to the paper every 6 to 9 inches. Be sure there are no gaps that will allow dust to go down behind the Poly. You can cut the Poly in one piece equal in length to the perimeter of the room or you can use shorter overlapping pieces. Tape or spray glue the pieces together. 3. The Poly should drape down over furniture against the wail, and onto the floor (see diagram below). Individual pieces of Poly should be cut to protect furnishings in the center of the room. Taping or gluing the Poly to the floor will keep it from shifting and uncovering areas to be protected. wall Floor Ceilinq_ .1 2" Masking Paper 4. Poly {1 mil or 4 mil) is also used to cover the floor, overlapping the poly that has extended down the wall and on to the floor. Tape or glue the edges to hold them together. Painters canvas drop cloths can be used but they will get full of dust. It's easier and less costly to fold the dust into the 1 mil Ploy and throw it away. 5. Mask other items that are to be protected from overspray (see Non-Tile Surfaces). Volume Air Application - While there is far less spray dust to contend with, precautions must still be taken to protect the area. In general, covering horizontal surfaces is adequate but individual judgement is also advised. The following are minimal preparation steps that are often adequate: 1. Run a band of 12' masking paper around the top of the wall to protect against overspray. . .? 2. While the sprayer is gaining expertise and/or where dark contrasting colored walls (walnut paneling} exist, the use of Poly as described for an airless application is an optional and often wise precaution. 3. Cover the floor and furnishings as described for the airless application. 4. Mask other items that are to be protected from overspray (see Non-Tile Surfaces). Non-Tile Surfaces Ceiibrite™ was designed to be applied to acoustical ceiling tiles and care should be taken before using it on other items attached or adjacent to the tiles. 1. Plastered ceilings - More and more, Ceiibrite™ is being applied to plastered ceilings. The same one-coat ability to seal off contaminant's, thus avoiding bleed-through, that works so well on acoustical tiles, is of equal value on a plastered ceiling. The results are excellent and the coverage is far better than with most paints. 2. T-bars and gridwork can be covered with Ceiibrite™ at the same time the tiles are sprayed. However, hard surfaces must be free of oil, dirt and/or nicotine if the Ceiibrite™ is to adhere properly. Therefore, to ensure superior results if grids are particularly dirty looking, cleaning with Vera Brite ™ Cleaning Solutions is always recommended before the coating is applied. 3. Fluorescent lights - Should be protected from direct spray and this is done in a variety of ways, depending on the expertise of the sprayer and the type of equipment that is used. Any of the following techniques are used: • Remove the light lenses, spray out ceiling (being careful not to overspray into the fixture} and reinstall the lenses. • Mask off diffusers using clear plastic (does not dim lighting) and double-sided tape. • Spray ceiling around lights using a paint shield to avoid overspray (the most preferred approach). 4. Air Diffusers- Spraying Ceiibrite™ on air diffusers is not recommended because they are often subjected to considerable condensation. And if the diffuser is metallic, condensation could lead to rust. The naked eye may not always see the rust, but a water-based product will provide an excellent means of bringing it to the surface. If a customer wants the diffusers sprayed, use a rust preventative primer and/or paint rather than Ceiibrite™. Air returns can be coated or masked. 5. Speaker plates- Proper application of non-bridging Ceiibrite™ will leave all the holes open on the speaker plate, giving it a new appearance. 6. sprinkler heads - Care should be taken to completely cover sprinkler heads prior to spraying. This can be done with masking paper or any other means of protection. . CEILBRITE TM SALES GUIDE FOR CONTRACTORS Ceilbrite™ contractors are typically confronted with questions, concerns, disbelief, and general inquiries because it is a new concept in the acoustical ceiling tile maintenance industry. The purpose of this guide is to outline some of these and provide responses that present Ceilbrite™ candidly and professionally. We feel that the preferred approach is a sincere, "no holds" dialogue with a potential buyer as opposed to presenting Ceilbrite™ as a wonder product capable of performing unlimited miracles. Since today's buyer is an intelligent one and not easily fooled, any attempt to do so will most likely elicit a negative rather than the positive response we seek. THE FIRST TELEPHONE CONTACT Telemarketing professionals have determined that, when making an initial contact on the telephone, you have 1 5 - 3 0 seconds to capture the attention and curiosity of the prospective buyer. If you fail to do so, most of what you have to say will not be absorbed by a mind that is more preoccupied with the question of how to end the conversation. If the maintenance of their acoustical ceilings is not an issue or of importance in their organization, little can be said in 15-30 seconds which will change their priorities. Therefore, assume they do have such concerns and tailor your approach accordingly. With inhouse users (industry and institutions), the preferred individual to make contact with is the administrator who is most likely to be impressed with a new way of stretching the maintenance budget. Incidentally, this is not necessarily the plant engineer or head of maintenance. Contact the administrator who does have senior budgetary responsibility and interest. Generally, the purpose of the first telephone contact is to arrange for a personal meeting at which time the potential buyer can witness a demonstration and see, first-hand, the unique characteristics and advantages of Ceilbrite™. Try to arrange for as many of the decision makers to attend the demonstration as possible; i.e., plant engineer, purchasing agent, office management, et cetera. The demonstration is your best selling tool since the product can sell itself. Don't be put off by, "I know about your product and we don't have a need." In all probability, they have not come in contact with Ceilbrite™, but are assuming it to be ceiling cleaning which has been around for a longer time and is often not the right process for ceiling rejuvenation. Make this distinction clear and encourage them to witness a Ceilbrite™ demonstration before forming an opinion, If the prospect doesn't believe or perceive your presentation to be in their best interest, an appointment will not result! Show them why it is in their best interest. a. The results can be compared only to new acoustical tiles and grids. b. The savings as compared to replacement is substantial - 50% to 70% less than replacement. (Their bosses can see them as a budget stretching golden boy or girl.) c. Since they are interested in what is in their organization's best interest, they need to become familiar with the latest state-of-the-art products. Remember... Ceilbrite™is State-Of-The-Art! MAKE YOUR DESCRIPTION OF CEILBRITE™ CLEAR - IT !S: a. Not a paint or cleaner but a specialty dye-coating designed specifically to resurface acoustical ceiling tiles. b. A product applied to tiles while they are in place, with the advantage of coating the T-bars at the same time. The tiles will not stick to the T-bars or any other adjoining surface. c. Not a miracle product in that, while the vast majority of stains and dirt are taken in stride by Ceilbrite™ the more severe stains may require some pretreatment. The primary prerequisite is that the tile must be structurally sound. Even Ceilbrite™ can do little for a tile that is crumbling from dry rot. GENERAL OBJECTIONS Ceilbrite™ is new. It is a new concept, technique and product. People naturally resist a process that is new and a change from whatever they are already accustomed to. Remember that Ceilbrite's™ most successful convincer is not the salesperson, but Ceilbrite™ itself. Do an on-site demo. Don't be afraid to offer challenges. Take on their worst tile, or do a demo on a badly discolored tile sample you bring in with you. Ceilbrite™ will convert a new believer. Let each prospect come to their own conclusions. Invite them to select their worst tile and allow you to show them how they can be restored using the Ceilbrite™ process. Be prepared to pre-treat (seal) a waterstain if one is offered as a challenge. There are a few common rebuttals that should be anticipated. Two in particular are: "Why not just paint them?" You might respond with: a. The acoustical properties of the tile will likely be damaged, if not destroyed. There is no change in the acoustical rating with Ceilbrite™. b. The tiles will stick to the T-bars, with resulting chipping and cracking. That does not happen with Ceilbrite™. c. Dirt on the surface will usually "bleed through and yellow the paint." That does not happen with Ceilbrite™. d. The odor could be objectionable. There is no after-odor with Ceilbrite™. e. Painting frequently causes the tiles to bow or warp when there is a change in temperature and/or humidity. This is not the case with Ceilbrite™. "/ would just as soon replace them." Respond with: a. You'll still need to deal with discolored grids and T-bars that have to be cleaned and/or painted. b. The cost will be considerable greater. Ceilbrite™ dye coating generally runs less than half the replacement cost. c. If a significant number are replaced at one time, there will be far more inconvenience and disruption of normal routines than with the re-coating process. Ceilbrite™ can be done without any interruption in the normal activity - working at night or on weekends. PRICE OBJECTIONS Price can be offered as an argument but it is one that can be overcome. "Wouldn't painting be less costly?" Ceilbrite™ is generally priced a little higher than painting - even though the actual cost of materials and labor to the contractor may be the same or even less than for painting. No prime coat is needed except to seal waterstains and coverage typically runs about 300 square feet per gallon. You should point out to the customer that the added cost for Ceilbrite™ is more than justified because of the significant advantages of Ceilbrite™ versus paint on an acoustical ceiling. Those advantages are listed earlier. PAINT RUINS AN ACOUSTICAL CEILING, CEILBRITE™ MAKES IT LIKE NEW! Where the customer has their own in-house maintenance staff, a common cost-related response is, ul have full-time personnel who are on the payroll anyway. They can replace the tiles where and when they are needed. Since the purchase price of new tiles is only 40 cents per square foot, I don't see replacement as being that expensive." You can respond with: a. Tile cost is only part of your total cost when your in-house people put new tiles in a ceiling. You have to buy, store and handle the tiles. Old tiles have to be removed. This creates a terrible mess which has to be cleaned up and you have to arrange for and pay for dumping. b. Cutting and installing new tiles is also time consuming and messy and you'll have to clean and/or paint the grids, HVAC diffusers, etc. New tiles will not look good in a dirty grid system. c. Even if you don't consider your in-house labor and overhead costs for the removal and replacement, et cetera, you'll have down-time in the areas in which you are changing the ceiling tiles. Ceiibrite™ typically takes 1/3 the time needed for tile changing and contractors normally do it on nights or weekends so as to avoid any down-time for the customer. d. Most organizations use outside contractors to do tile replacements at costs from $1.50 to $3.00 per square foot because they find it is really less costly than trying to do this using in-house people. The true value of an Ceiibrite™ ceiling is only appreciated when it is compared to new tiles! Not a painted ceiling. Not a checkerboard of randomly replaced tiles. And not a ceiling that has been bleached to a lighter gray. It is only when the buyer fully appreciates the merits of Ceiibrite™ that sales resistance, based on economic considerations, can be resolved. ACTION INDUCEMENTS Once a buyer is "sold" on the product they often need some encouragement to get started. If, coincidentally, their superiors have directed them to get a specific ceiling cleaned, painted or replaced, little inducement is necessary. However, these are not always the cases and sometimes other actions are needed to get a potential buyer "off of dead center." In-house maintenance managers can make big points with administration by "discovering" a way to save considerable budget in ceiling maintenance. Suggest doing a sample tile or area so they can play "show and tell." You may be able to get paid for doing the sample area. COMPETITION Without being smug or cocky, make it clear that, "to our knowledge" there is nothing on the market to compare with'Ceilbrite™ in terms of documentation, results, quality of product, cost, and of course, satisfaction. Therefore, comparing Ceiibrite™ to paint, cleaners or dyes is comparable to matching the proverbial apples to oranges. If they want a new ceiling without the cost and inconvenience (point out he mess that results from taking down the old tiles) of a major replacement effort, Ceiibrite™ is the answer. If they want a new looking ceiling without compromising aesthetics (note that clean ceilings will seldom look as white as new, and that painted tiles look painted while stuck to the grids), Ceiibrite™ is the answer. SOME CUSTOMERS ARE NOT WORTH HAVING If, on the other hand, they are looking for the cheap way out and are not concerned with marginal results, they should look elsewhere. There are always a certain number of sales opportunities that are best left alone. You want to do a first-rate job and make a good profit on your work. CLOSING The old salesman's adage — "The best way to close is to ask for the order" - still holds, but without the hard core sales pressure. One or more of the following questions can help (no guarantees) with the close: • "When would you like to schedule your first in-house Ceilbrite™ application?" • "Can you provide a purchase order number or should we go through the Purchasing Department?" • "Do you have a ceiling job scheduled where you can try Ceilbrite™? You will be delighted!" Straining - Quality control in the manufacture of Ceiibrite™ typically prevents formation of any lumps of undissolved material. But foreign objects such as chips of plastic that can be accidentally scraped off the side of the pail by the beater, could clog a tip. Dried product in a pail that had been previously opened can also clog a spray tip. Therefore, it is recommended that, as a general rule, Ceiibrite™ should be strained while filling the spray machine hopper or pressure pot. Medium size (50 mesh) nylon straining bags are preferred since they can be rinsed out with warm water and reused. ****SAFETY PRECAUTIONS11*** Even though Ceiibrite™ is a non-toxic material, respirators should be worn to prevent inhaling of the dust. Goggles should be worn to protect the eyes, in the case of some individuals, can become irritated. FOR CUSTOMER SERVICE 1-727-441-1700