Sales Techniques | Fullsun Toolbox

Ice breakers

71% of Earth’s surface is covered in water.
<1% of Earth’s total water reserve is available for human consumption.
2.5M liters of water are used annually in a large commercial office, just for flushing.

Value proposition

IPEE Mini is the first urinal with an ROI. It offers operational excellence (cost-cutting water savings, easy installation, maintenance & cleaning) combined with an unrivalled user experience.

Customer pains

Pain	Cause	How to address
High water consumption	False flushes	Mini only flushes after usage
	Large flush volumes	Adjustable flushing volumes
	High usage during high traffic peaks	Stadium mode
High operational cost	High water cost	See above ↑
	Downtime due to cloggings	Clog detection
	High cleaning costs due to overflows	Overflow prevention
	Cumbersome & time consuming installation	Pre-installed, no need for breaking works
	Prone to vandalism	Vandalproof thanks to hidden technology
	Thorough cleaning required	Easy & quick to clean thanks to absence of visible flushing system
Bad user experience	Unflushed urinals	Automatic
	Unhygienic	Automatic & Touchless
	People prefer not to touch anything in public restrooms	Touchless
	Dirty appearance (scratches, lime scale, … on exposed flushing system)	Hidden flushing system, minimal design

Objection handling

Objection	Response
Why do I need autoflush? Manual works OK.	Public washrooms have been adopting autoflush for many years, to improve hygiene. Infrared flushing systems have become the standard over the last decades, eventhough these systems waste a lot of water, costing you more. IPEE Mini saves water, money and delivers market leading hygiene.
Why do I need this new technology? Infrared works OK	Not really. Infrared technology has a lot of disadvantages, which you might be accustomed to by now. It wastes a lot of water due to false flushes. This is inherent to the system as it’s working principle is based on the presence of users instead of usage. Especially for urinals, where users often walk past multiple units, this can result in huge water waste. Installing infrared flushing systems (both in-wall and exposed systems) are time-consuming to install The visible flushing system is often a cause for issues, requiring frequent cleaning and maintenance. The exposed flushing system is prone to vandalism.
Water is cheap. Why should I care if my infrared flushing system uses a lot?	Water costs are continuously rising, and environmental regulations are increasingly demanding water saving measures. IPEE Mini offers up to 50% water saving, which is not only good for the environment but also for your wallet.
Technology is fragile and complicated	The IPEE Mini technology is thoroughly tested and proven in the field. Because it is safely protected in the ceramic, it is not susceptible to external influences (vandalism, aggressive cleaning agents, water, ...)
What happens if there is no power?	Just like everything else in the building that requires power, your urinal will not flush. However, as soon as the power comes back on, your toilet will work perfectly as if nothing happened.
How can I be confident of the quality and support	We offer full IPEE warranty, plus excellent remote support and on-site service where needed. All parts have been tested and proven through thousands of installations over several years.

Benchmark

	Manual button	Infrared	IPEE Mini
Touchless operation	-	✓	✓
Automatic flushing	-	✓	✓
Stadium mode	-	(✓)	✓
Hygienic flush	-	(✓)	✓
No false flushes	✓	-	✓
Overflow prevention	-	-	✓
Efficient water usage	(✓)	-	✓
Minimal design	-	-	✓
Vandal proof	-	-	✓

Use cases

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