‌Build‌ ‌a‌ ‌Sales‌ ‌Team‌ ‌That‌ ‌Will‌ ‌5X‌ ‌Your‌ ‌Revenue‌ ‌with‌ ‌David ‌Presley‌

Wesleyne Greer: 00:00:00

Are you tired of losing sales? Do you wish you

Wesleyne Greer: 00:00:04

had proven strategies that would help you increase your sales

Wesleyne Greer: 00:00:07

today? Not in three months, you could Google it. But Google is

Wesleyne Greer: 00:00:12

in the information business and I am in the transformation

Wesleyne Greer: 00:00:15

business. Welcome to the snack sized sales podcast, where we

Wesleyne Greer: 00:00:22

will share three actionable sales strategies that you can

Wesleyne Greer: 00:00:24

implement in your business today to increase your sales tomorrow.

Wesleyne Greer: 00:00:28

This includes tactics, tips and techniques from industry

Wesleyne Greer: 00:00:31

experts, influencers and sales pros to help you shorten your

Wesleyne Greer: 00:00:36

learning curve and increase your bottom line. The more sales

Wesleyne Greer: 00:00:40

strategies we simplify for you, the shorter your sales cycle and

Wesleyne Greer: 00:00:44

the more money in the bank. Now your host, multi award winning

Wesleyne Greer: 00:00:50

sales expert and international speaker Wesleyne Greer.

Wesleyne Greer: 00:00:55

Hello, and welcome to another episode of the Snack size sales

Wesleyne Greer: 00:00:59

Podcast. Today I am so honored to have David Presley with me

Wesleyne Greer: 00:01:05

from hydro CAM systems. How are you David?

David Presley: 00:01:08

I'm doing fantastic.

Wesleyne Greer: 00:01:10

Awesome. Let me tell you guys a little bit about

Wesleyne Greer: 00:01:12

him. He is the president of hydro Chem systems in 24 years

Wesleyne Greer: 00:01:16

with HCS. He has overseen the development of the automated

Wesleyne Greer: 00:01:20

division and he's responsible for the overall design of an

Wesleyne Greer: 00:01:23

automated wash system. his degree in Electrical and

Wesleyne Greer: 00:01:27

Electronic Engineering and his technical background has

Wesleyne Greer: 00:01:30

instilled a quality driven work ethic. His business management

Wesleyne Greer: 00:01:34

skills, combined with his technical abilities, has piloted

Wesleyne Greer: 00:01:37

HCS to the highest sales in the company's 48 year history. David

Wesleyne Greer: 00:01:43

is very hands on providing exceptional customer service. He

Wesleyne Greer: 00:01:47

enjoys spending time with his grandkids and vacationing with

Wesleyne Greer: 00:01:49

his family and golfing. Wow. So you've been doing this for 24

Wesleyne Greer: 00:01:56

years. And it seems like you have done a lot within the

Wesleyne Greer: 00:02:00

company. So tell us about how you got from graduating college.

Wesleyne Greer: 00:02:06

So where you are now.

David Presley: 00:02:08

Well, I guess I like to roll it back even a

David Presley: 00:02:11

little bit further than when I was in high school. My father

David Presley: 00:02:14

wasn't around because he sailed on the Great Lakes. He was a

David Presley: 00:02:16

captain on the steamships. So I really had to kind of fend for

David Presley: 00:02:19

myself. So I was one that I liked being around boats. So I

David Presley: 00:02:23

kind of started my own business, I was doing engine work, teak,

David Presley: 00:02:27

cleaning, electrical, I was fixing the bottom of the boats,

David Presley: 00:02:30

I was painting them. And they're like, oh, who painted that boat

David Presley: 00:02:34

over there. Like oh, Presley's kid did that I had a special

David Presley: 00:02:36

formula for my paint, kind of entrepreneurial. So I was like a

David Presley: 00:02:40

jack of all trades. So it really kind of helped me I think

David Presley: 00:02:42

throughout my life, to actually be able to be well rounded. I

David Presley: 00:02:46

may not be a master of anything. But I know a little bit about

David Presley: 00:02:50

something. But I have fun, I have fun solving things and

David Presley: 00:02:55

making things work. So once I went into college, then, of

David Presley: 00:02:59

course my degree was in electronics, I was really

David Presley: 00:03:01

energetic about that. I like more of the hands on part of it.

David Presley: 00:03:05

But I'm not the guy that just likes to sit back in the office,

David Presley: 00:03:08

I'm more of a doer. So I didn't end up going into electronics

David Presley: 00:03:11

and kind of went more into the sales end. So I did sales in

David Presley: 00:03:13

electronics, I worked for a retail store at one time that I

David Presley: 00:03:17

worked up to be a manager of the store and then eventually worked

David Presley: 00:03:21

for another corporation that was in the medical device industry

David Presley: 00:03:25

in in managed a whole district of service people. So that's

David Presley: 00:03:28

where that hands on comes in. But at the same time I ended up

David Presley: 00:03:31

selling capital equipment doing that. So selling big, big

David Presley: 00:03:35

capital equipment. So that company ended up having a

David Presley: 00:03:39

separation, and they had to get rid of a division. And when that

David Presley: 00:03:42

happened, I got the call on January the third that said

David Presley: 00:03:45

Dave, you're no longer with this company. I'm like really. So at

David Presley: 00:03:50

that point, I look for someplace and and hydrocodone was the one

David Presley: 00:03:54

that I found is like truck washes. Like it's capital

David Presley: 00:03:59

equipment, I could sell truck washes, and they're looking for

David Presley: 00:04:01

somebody to sell them washes, they just had sold one that they

David Presley: 00:04:05

kind of developed a little bit because they'd sold other

David Presley: 00:04:08

people's systems in the past. And when he seen my background

David Presley: 00:04:11

with the service part of IT management, the Capitol sales,

David Presley: 00:04:14

they said, Dave, this is a great fit. Not only do I want you to

David Presley: 00:04:17

be my sales guy, but you could coordinate the projects and you

David Presley: 00:04:20

can do this and you can do this. So it's like it ends up in the

David Presley: 00:04:24

realm of working with hydro Chem I've been out there drilling the

David Presley: 00:04:27

holes in the floor, putting the equipment together doing the

David Presley: 00:04:30

programming, as well as you know, selling the system. So

David Presley: 00:04:34

kind of well rounded there. And so that that brings me to into

David Presley: 00:04:38

the company a little bit and then what happened is is our

David Presley: 00:04:41

previous founder, the company, and a company started in 1971.

David Presley: 00:04:45

So you'd mentioned 48 years, guess what this year is our 50th

David Presley: 00:04:48

anniversary 50 years of clean. Wow. We've been providing clean

David Presley: 00:04:53

since 1971. So he wanted to retire and be able to get that

David Presley: 00:04:58

retirement going. He could've went on the outside and just

David Presley: 00:05:01

sold it to anybody. And he seemed that, you know, we've got

David Presley: 00:05:05

good people working here, how can I definitely make sure I

David Presley: 00:05:08

take care of the people that we have here with good values that

David Presley: 00:05:11

he had, and transition that company out. So in doing so he

David Presley: 00:05:15

created an ESOP back in 2003. So an ESOP is an employee stock

David Presley: 00:05:19

ownership program. So for us, we call it a wealth building

David Presley: 00:05:22

program, you know, we are part of that company, part ownership

David Presley: 00:05:26

of that company, when that when we leave the company, we get

David Presley: 00:05:29

shares of our company, we get that back. So it makes everybody

David Presley: 00:05:32

within the company a vested owner. So that was really

David Presley: 00:05:35

exciting. But what this did is it allowed him to be able to

David Presley: 00:05:37

transition the company, to the employees, at the same time

David Presley: 00:05:41

mentoring somebody to actually take over the company. So in

David Presley: 00:05:46

2012, is when he named me president, the company, so kind

David Presley: 00:05:49

of went through a lot of different roles, until then just

David Presley: 00:05:51

selling, fixing, repairing sales management until I was the

David Presley: 00:05:56

president. And now we've actually gone from about two,

David Presley: 00:05:59

two and a half million dollar company to last year, just shy

David Presley: 00:06:02

of 10 million. So we've five times our size. So pretty proud

David Presley: 00:06:05

of that,

Wesleyne Greer: 00:06:06

oh, you gave me lots of little jewels and

Wesleyne Greer: 00:06:09

cookies that I want to drill into there. So I think the first

Wesleyne Greer: 00:06:13

one that really struck me was the fact that you said when you

Wesleyne Greer: 00:06:16

first started with your current company, you're willing to do

Wesleyne Greer: 00:06:20

anything, right. And so as a salesperson, I know that's one

Wesleyne Greer: 00:06:25

thing that I pride myself on. As a chemist, I always like to, I

Wesleyne Greer: 00:06:30

would say, get my hands dirty. So I would be in the lab working

Wesleyne Greer: 00:06:33

with people when I was selling capital equipment, or I would be

Wesleyne Greer: 00:06:36

on the plant floor when I was selling chemicals doing plant

Wesleyne Greer: 00:06:39

trials. So how do you think that real hands on experience really

Wesleyne Greer: 00:06:44

set you up for what you're doing today as the president of the

Wesleyne Greer: 00:06:48

company?

David Presley: 00:06:49

Well, I think it had a lot to do with it. And

David Presley: 00:06:51

it's a lot to do with our culture and how hydrocodone sets

David Presley: 00:06:54

themselves up in the market. Our uniques are is we come from an

David Presley: 00:06:58

educational approach. And then we have a customized solution

David Presley: 00:07:01

that works and then eventually have that low cost per wash. But

David Presley: 00:07:04

to be able to do that, you have to know how your product works

David Presley: 00:07:07

to be able to have that educational approach with a

David Presley: 00:07:09

customer. So I think some of the fun things are going out in the

David Presley: 00:07:12

field. So we have the automated equipment, but we also are the

David Presley: 00:07:15

soap manufacturer of the equipment. So we provide the

David Presley: 00:07:19

towel dispenser and the paper towel, we make the paper towel.

David Presley: 00:07:22

This is the chemical but the chemical itself is so second to

David Presley: 00:07:25

none. It really is I can spray on a low pH pre soak detergent,

David Presley: 00:07:30

then spray on a second detergent over top of that new actually

David Presley: 00:07:34

neutralize that vehicle surface and have that dirt fall off. And

David Presley: 00:07:37

it's a lot of times people say that's magic. It really is

David Presley: 00:07:41

almost looks like magic. I've been out on several demos,

David Presley: 00:07:44

that's getting your hands dirty. You go out there you got a guy

David Presley: 00:07:47

with a dirty truck. And he's been washing trucks with a scrub

David Presley: 00:07:49

brush for years only waiting get this thing clean as to wash it

David Presley: 00:07:52

with a scrub brush. Like, let me just try some stuff. Spray on

David Presley: 00:07:55

one spray on to rinse it is it all wait till this thing dries,

David Presley: 00:08:00

there's going to be a film on I'm like, okay, yeah, let's

David Presley: 00:08:02

wait, sit back talk, you know, a little bit, fishing, golf,

David Presley: 00:08:06

whatever the weather thing dries, and it's got a shine on

David Presley: 00:08:09

it. And they're like, Wow, that was magic. Send me a couple of

David Presley: 00:08:13

drums of that. So So you have to get your hands dirty. I think

David Presley: 00:08:16

that, especially in the automation side, it's

David Presley: 00:08:19

understanding the system being there doing it, that the

David Presley: 00:08:23

educational approach is sometimes in a sale, you could

David Presley: 00:08:26

maybe say too much. And probably a lot of times I do. But I think

David Presley: 00:08:30

that the customer feels much more comfortable when they're

David Presley: 00:08:33

talking with somebody that actually knows what they're

David Presley: 00:08:35

talking about. They're just not the slick Willie out there

David Presley: 00:08:37

selling something. And I've been there done that I know what I'm

David Presley: 00:08:40

talking about. I've seen it and I can prove it. So I think

David Presley: 00:08:43

that's where it is real important that you are able to

David Presley: 00:08:46

get in there and do all

Wesleyne Greer: 00:08:47

this. I think that you know, when we think

Wesleyne Greer: 00:08:49

about working in these more technical type sales industries,

Wesleyne Greer: 00:08:54

that a lot of times there's that disconnect between the sales

Wesleyne Greer: 00:08:57

leader and the salesperson. So the salesperson is like, well,

Wesleyne Greer: 00:09:01

you don't know what's happening in the field. You don't actually

Wesleyne Greer: 00:09:04

experience this. But what I love that you said is I've been on

Wesleyne Greer: 00:09:08

demos with my team, I can sit there and I'm still talking to

Wesleyne Greer: 00:09:12

the actual customer, right? And so we're chopping it up with

Wesleyne Greer: 00:09:16

phishing or golf or whatever. You're not just sitting back and

Wesleyne Greer: 00:09:19

on your phone, checking emails, you're actually ingrained in it.

Wesleyne Greer: 00:09:23

So would you say that as a sales leader, as a president of a

Wesleyne Greer: 00:09:28

company that you find that bridge is essential to build a

Wesleyne Greer: 00:09:32

strong sales team?

David Presley: 00:09:34

It does. I think that they give you a little more

David Presley: 00:09:37

respect to that. You're not just somebody sitting back behind the

David Presley: 00:09:40

desk saying do these numbers, you know how to get the numbers.

David Presley: 00:09:43

You've been there done that. I mean, as a president just a

David Presley: 00:09:45

couple of weeks ago, I was out in Nebraska for a week with the

David Presley: 00:09:49

rest of the team, a few other guys doing training, because

David Presley: 00:09:52

that's the only way to see how this stuff works is to actually

David Presley: 00:09:54

be in the field, touch it, see it, feel it, do it. And that is

David Presley: 00:09:58

the way that we train. It's not just books We need to probably

David Presley: 00:10:01

write more books, more processes, procedures, but it's

David Presley: 00:10:03

really real life experiences. And that's what really creates

David Presley: 00:10:06

the picture for the salesman so that he can then take that and

David Presley: 00:10:09

have the excitement when he sees the claim, transfer that

David Presley: 00:10:12

excitement to the customer, so that they purchased that.

Wesleyne Greer: 00:10:15

I mean, what you're saying is so powerful. I

Wesleyne Greer: 00:10:19

know when I was going through my sales training process, and I

Wesleyne Greer: 00:10:23

would see it, it's like, oh, this actually produces this

Wesleyne Greer: 00:10:28

result, like, it gives you so much more excitement. And how as

Wesleyne Greer: 00:10:32

a salesperson, having that technical knowledge is so key.

Wesleyne Greer: 00:10:36

And one thing that I tell people and people don't agree with me,

Wesleyne Greer: 00:10:39

maybe you won't agree with me is when we're hiring salespeople,

Wesleyne Greer: 00:10:43

we need strong sales skills, we can teach them the technology,

Wesleyne Greer: 00:10:47

if our product if our services as good as we say it is we can

Wesleyne Greer: 00:10:50

teach it to a strong salesperson. So would you agree

Wesleyne Greer: 00:10:54

or disagree with that?

David Presley: 00:10:55

Yeah. Well, they have to be wired for it. I think

David Presley: 00:10:58

what you're saying is, is that person wired for it? Are they

David Presley: 00:11:01

willing to ask for the sale, you know, if they're just willing to

David Presley: 00:11:04

say, Hey, I create great relationships, I could show my

David Presley: 00:11:07

stuff, well, that doesn't get the sale close, at the end of

David Presley: 00:11:10

the day, you're going to have a product that are times that your

David Presley: 00:11:13

product is so good. And if you show that you have that

David Presley: 00:11:15

relationship, they're gonna say, Yes, I want to purchase it. But

David Presley: 00:11:18

at the other token, you have to have a guy that walks them

David Presley: 00:11:20

through the process, you know, the process is maybe not giving

David Presley: 00:11:24

as much information out there as what you could give right up

David Presley: 00:11:27

front, so that the customer is ingrained to ask you questions.

David Presley: 00:11:30

But also, you have to be good at asking questions. Because when I

David Presley: 00:11:33

say we have customized solutions, I don't just have

David Presley: 00:11:36

this widget that I sell everybody, I want to find out

David Presley: 00:11:39

what they need. And that is what our soaps as well, we've got

David Presley: 00:11:42

like four different or five different number one pre soaps,

David Presley: 00:11:46

we got five or six different number two detergents, not all

David Presley: 00:11:49

of them work the same together, we need to know what type of

David Presley: 00:11:52

dirt it is what type of climate it is, you know, do they have

David Presley: 00:11:54

salt? Do they have hard water? Do they have soft water? Do they

David Presley: 00:11:57

have warm water, cold water? All our different soaps work

David Presley: 00:12:00

differently based on the situation? So it's asking the

David Presley: 00:12:03

questions, having somebody's not afraid to do that, to walk the

David Presley: 00:12:06

customer down the path that they say yes, that's the one I want

David Presley: 00:12:09

to purchase, because that's the one that's going to work for me.

David Presley: 00:12:12

And you get out there, do the demo and show him. I gotta tell

David Presley: 00:12:14

you, we spray on one spray on two, we do the demo. The soap

David Presley: 00:12:17

sells itself. So so we do make it easy. I think sometimes for

David Presley: 00:12:22

the sales guy. But the thing is, we want to think of it as our

David Presley: 00:12:24

sales guys are educated enough that they know all these

David Presley: 00:12:27

circumstances they know what questions to ask. They're not I

David Presley: 00:12:31

call this way the slick Willie's out there. Hey, here you go.

David Presley: 00:12:33

Here's a bucket. Try it. No, you can't just let them go try it,

David Presley: 00:12:37

you need to see what it does see what their circumstances are.

David Presley: 00:12:40

But that's having that education getting your

Wesleyne Greer: 00:12:42

hands dirty. And like you said, it's really about

Wesleyne Greer: 00:12:45

them understanding the product that they're selling, and the

Wesleyne Greer: 00:12:48

problems that their customers need to solve, right? Like you

Wesleyne Greer: 00:12:52

said, is it hot? Is it cold? Like, what are the limitations?

Wesleyne Greer: 00:12:55

What are what's the problem? Everybody? Yes, at the end of

Wesleyne Greer: 00:12:58

the day, everybody wants to have a clean traffic clean vehicle.

Wesleyne Greer: 00:13:01

But there's so many other factors and really helping the

Wesleyne Greer: 00:13:05

salesperson build their own process or their roadmap process

Wesleyne Greer: 00:13:09

of elimination. It sounds like that's how you've been able to

Wesleyne Greer: 00:13:12

5x your sales. So I want to drill a little bit deeper into

Wesleyne Greer: 00:13:18

what would you attribute your success in the past 10 years to?

David Presley: 00:13:25

Well, I'm going to put that in a couple

David Presley: 00:13:27

different categories. So it's maybe not just personally I'll

David Presley: 00:13:29

put a little bit personally personally, I think I have a

David Presley: 00:13:31

pretty high drive always going in. And you can ask anybody at

David Presley: 00:13:34

the company that you know, Dave's the guy that will spend

David Presley: 00:13:36

the extra hour out on the road to get something done. If I'm

David Presley: 00:13:39

coming back from somewhere, it's like, oh, this place is only 100

David Presley: 00:13:42

miles away, it's kind of on the way back, I'll go and I'll do

David Presley: 00:13:44

it, I'll stop by it. Because I want to while the customer and

David Presley: 00:13:46

have that customer service. So I think customer service is really

David Presley: 00:13:49

important, are passionate the company is to while the customer

David Presley: 00:13:53

I mean that is our passion. And it's it's doing that little bit

David Presley: 00:13:56

extra. So that drive I think is what's got me to a good point of

David Presley: 00:13:59

it. But then it was also making a decision that as you come up

David Presley: 00:14:02

in a company I just see sometimes people think that all

David Presley: 00:14:05

this guy's been here, he was one of our peers. Now he's my boss.

David Presley: 00:14:08

Now I gotta listen to what he's saying. And it's always Dave's

David Presley: 00:14:12

way. Well, I wanted to make it our way. And being an ESOP

David Presley: 00:14:16

company, it should be our way because we're all part owners in

David Presley: 00:14:19

a sense, we're hiring a fellow employee owner when we're out

David Presley: 00:14:22

there hiring somebody, but I found a system called EOS. So

David Presley: 00:14:26

maybe it's a little plug for them the Entrepreneurial

David Presley: 00:14:28

Operating System, and it's a way that you run your business. And

David Presley: 00:14:32

that was in 2015. So I had been president for a couple of years.

David Presley: 00:14:35

And I tried to push buttons with this little method and that

David Presley: 00:14:38

little method and psyche. You know, I just got that little bit

David Presley: 00:14:41

of a roadblock because it's, Hey, it's Dave's way. And

David Presley: 00:14:43

previously, our company was kind of more some people it's a

David Presley: 00:14:47

dictatorship. It's the way the owner wanted to do it. And being

David Presley: 00:14:49

an ESOP. I'm an owner, but I'm the President still runs like a

David Presley: 00:14:53

corporation. So I'm not the one that gets all the money at the

David Presley: 00:14:56

end of the day when they sell the company. I'm an employee of

David Presley: 00:14:58

that company. So I want everybody Due to work for me as

David Presley: 00:15:01

an employee, so with e os, what it does is you, you make a

David Presley: 00:15:04

decision with a leadership team. So we have five people total on

David Presley: 00:15:08

the leadership team, and sales operations, HR, finance and

David Presley: 00:15:12

myself. And now, this is our way of doing business, not Dave's

David Presley: 00:15:17

way of doing business, empowering people to actually do

David Presley: 00:15:21

good for themselves, versus dictating how to do something.

David Presley: 00:15:26

So with Eos, we have certain processes we do, which is the

David Presley: 00:15:29

HCS. way. So I think EOS really helped us be more efficient with

David Presley: 00:15:34

a repeatable process as we're going down this path to

David Presley: 00:15:38

greatness. So that'd be the one thing the last five years, I

David Presley: 00:15:41

think that really helped out, is just being able to have a good

David Presley: 00:15:45

vision, that big B hag, where are we going to be in the year

David Presley: 00:15:48

2025? We set that up when we were back in 2015? What's our 10

David Presley: 00:15:52

year goal? And, and then what do we do? So

Wesleyne Greer: 00:15:55

I really love that, you know, you, you started

Wesleyne Greer: 00:15:59

with, yeah, I have a lot of energy. And I am willing to say,

Wesleyne Greer: 00:16:04

ah, that's only 50 100 miles away, I might as well I'm

Wesleyne Greer: 00:16:07

already here, go see this customer, go check on them, see

Wesleyne Greer: 00:16:10

how things are going. But then you also realize that you can't

Wesleyne Greer: 00:16:14

run a company as a dictatorship. And so really having that team

Wesleyne Greer: 00:16:19

and making decisions as a team. So even though you're the

Wesleyne Greer: 00:16:22

president, and you know, operations, sales, finance, they

Wesleyne Greer: 00:16:25

report to you, this is a team decision. And the team has one

Wesleyne Greer: 00:16:30

air to management and one air to the employees, right. So they're

Wesleyne Greer: 00:16:34

actually able to say, Hey, this is what I'm hearing. And I

Wesleyne Greer: 00:16:39

really love companies such as yours that are employee owned,

Wesleyne Greer: 00:16:43

because everybody feels like they're coming to work every

Wesleyne Greer: 00:16:45

day. And they feel like I own a part of this company. So what I

Wesleyne Greer: 00:16:48

do matters, and it's not just going and checking a box or

Wesleyne Greer: 00:16:52

making sure this is done. It's really like you said it boils

Wesleyne Greer: 00:16:55

down to the customer wow factor. We want to wow our customers,

Wesleyne Greer: 00:16:59

because at the end of the day, we own a part of a company. I

Wesleyne Greer: 00:17:02

love that.

David Presley: 00:17:04

Yep, it's empowering others, you know,

David Presley: 00:17:06

letting them drive it forward. They may make some mistakes, but

David Presley: 00:17:10

they make mistakes. I just say don't make them another time. I

David Presley: 00:17:13

had a boss one time that said, You know what, if you're not

David Presley: 00:17:15

making at least a couple of mistakes a year, you're not

David Presley: 00:17:17

working hard enough. So so it's like, Hey, you make a mistake,

David Presley: 00:17:21

that's fine. still make it again, let's figure it out.

David Presley: 00:17:23

Let's IDs it, identify, discover and solve.

Wesleyne Greer: 00:17:26

And you know, when you make mistakes, that

Wesleyne Greer: 00:17:29

means that you're taking risk, you're trying to buck the status

Wesleyne Greer: 00:17:32

quo, you're not just doing what you're being asked to do. You're

Wesleyne Greer: 00:17:36

like, Okay, can I try this? Or can I try that? And really, if

Wesleyne Greer: 00:17:40

leaders step back and said, Okay, when they're making

Wesleyne Greer: 00:17:43

mistakes, that is they're learning something. And my model

Wesleyne Greer: 00:17:47

for mistakes is it's okay to lose, it's okay to not do

Wesleyne Greer: 00:17:50

something the right way. But it's not okay to lose the same

Wesleyne Greer: 00:17:53

way twice, right? We have to learn from our mistakes and the

Wesleyne Greer: 00:17:57

things that we've done. So you gave me a lot of success

Wesleyne Greer: 00:18:01

stories. But I want to ask you, if you can think about a

Wesleyne Greer: 00:18:04

specific client that you were able to help, or a specific

Wesleyne Greer: 00:18:08

person on your team, a success story that hydro CAM systems is

Wesleyne Greer: 00:18:12

especially proud of, I guess,

David Presley: 00:18:14

there has to be really several of them. When I

David Presley: 00:18:16

think of some of the customers out there in the wow factor. One

David Presley: 00:18:19

story I tell to some of our customers, it was at a school

David Presley: 00:18:23

local school in Michigan, where they purchased the bus wash and

David Presley: 00:18:27

I was there was it was a cold day, I think it was probably

David Presley: 00:18:29

November or something like that there had already been a little

David Presley: 00:18:31

bit of snow on the ground. And they were there for training. I

David Presley: 00:18:35

was trained on how to use the bus wash. And I've got 3040

David Presley: 00:18:39

drivers around male, female, old young, they're all watching this

David Presley: 00:18:44

wash. And I say okay, this does this function. And this does

David Presley: 00:18:47

this function. And here's your rants. And then all sudden they

David Presley: 00:18:50

seen this rear blast, turn on blast the back of the bus. And

David Presley: 00:18:54

that bus just came out sparkling. And when that wash

David Presley: 00:18:57

was done, all of a sudden, they all come running over to me. Big

David Presley: 00:19:00

hugs, Dave Oh, thank you, thank you so much for putting this

David Presley: 00:19:04

wash in. And it's like, I mean, I every time I tell this story,

David Presley: 00:19:07

I just get the chills. And there's several stories like

David Presley: 00:19:10

that. I mean, we had a customer that was really hard to read. He

David Presley: 00:19:14

was out in Oklahoma and and he had these trucks that there are

David Presley: 00:19:19

white trucks but they had chips in them. It was a gypsum mining

David Presley: 00:19:22

truck and were washed and like wash after wash in these trucks

David Presley: 00:19:25

are going through and I'm thinking I got these things look

David Presley: 00:19:27

really good. And the owner of the company is not saying

David Presley: 00:19:30

anything, nothing at all. And finally I asked him, I said so.

David Presley: 00:19:34

So what do you think of the wash? Trying to get some

David Presley: 00:19:36

feedback from it? Because I'll tell you what, Dave, what your

David Presley: 00:19:39

wash did in two minutes. Two of my guys couldn't do in two

David Presley: 00:19:43

hours. I think it's fantastic. So again, it's them wow factors

David Presley: 00:19:48

and and we get we have mobile washers all across the country

David Presley: 00:19:52

now. Kind of the story we they've been washing trucks for

David Presley: 00:19:54

20 years with a scrub brush. And now all of a sudden they're

David Presley: 00:19:58

going to Facebook forum you and they read hydrocodone, Scott,

David Presley: 00:20:01

this magical soap, supersonic and grizzly, you know, it's a

David Presley: 00:20:05

couple of our new soaps that are just really game changers.

David Presley: 00:20:08

They'll try them, and they'll spray it on, spray it off and

David Presley: 00:20:10

rinse. And they're like, where you guys been all these years,

David Presley: 00:20:13

I've been doing this for 20 years, you've just

David Presley: 00:20:15

revolutionized my business. And they'll go from four guys

David Presley: 00:20:18

washing the truck to to get it done in half the time, take the

David Presley: 00:20:21

other two guys and be washed in another fleet and make twice as

David Presley: 00:20:25

much money. And at the same time, we get a few bucks because

David Presley: 00:20:27

we're selling them a soap. So it's a win win. I love it. So

David Presley: 00:20:31

just several success stories in a they happen every day.

Wesleyne Greer: 00:20:34

And you know, I think what I really like about

Wesleyne Greer: 00:20:37

your whole business model is that it's not just about We're

Wesleyne Greer: 00:20:42

selling a product, you guys are helping improve somebody's

Wesleyne Greer: 00:20:49

workflow, their quality of life, right? So if they're able to cut

Wesleyne Greer: 00:20:53

the time that they're washing a vehicle down by 75%, it was what

Wesleyne Greer: 00:20:58

it sounds like to me, then it's helping them become more

Wesleyne Greer: 00:21:02

efficient, right? And so it's helping them make more money.

Wesleyne Greer: 00:21:05

And then the people who are driving the buses, right? Or the

Wesleyne Greer: 00:21:08

trucks or whatever they're driving, they feel more

Wesleyne Greer: 00:21:11

confident, because they have this nice, clean, shiny vehicle.

Wesleyne Greer: 00:21:15

And then the business owner is like, whoa, what's happening?

Wesleyne Greer: 00:21:19

Where have you been? I'm ready to invest. How much does it

Wesleyne Greer: 00:21:22

cost? I don't care how much it costs I'm ready to buy.

David Presley: 00:21:25

Exactly. Yeah, well, and that that brings up

David Presley: 00:21:27

unique thing, sometimes people don't have the money to invest.

David Presley: 00:21:30

We came up with a new program this last year is called our

David Presley: 00:21:33

elite fleet program that if you've got to beta put our

David Presley: 00:21:36

Washington, we'll put in a standard two step wash, which is

David Presley: 00:21:40

about $150,000 Wash, we'll do that for nothing. All you have

David Presley: 00:21:44

to do is buy soap from us for five years, and we've got a

David Presley: 00:21:47

certain certain number of dollars that we need to obtain

David Presley: 00:21:49

that net pays basically the rent on that system, as well as pays

David Presley: 00:21:53

for that soap. And they'll end up having a cost per wash

David Presley: 00:21:55

anywhere between six and $12. A wash to wash a full sized

David Presley: 00:21:59

tractor trailer, you probably can barely get your car wash for

David Presley: 00:22:02

12 bucks, I can wash a full

Wesleyne Greer: 00:22:05

man only are you guys 100% focused on the

Wesleyne Greer: 00:22:08

customer employee owned focus on a hands on training for everyone

Wesleyne Greer: 00:22:14

within the company. You're also innovative in the way that

Wesleyne Greer: 00:22:17

you're looking to serve your customers. I just love that. I

Wesleyne Greer: 00:22:21

think that everything that you guys are doing within the 50

Wesleyne Greer: 00:22:25

years, you're definitely waves and bounds above anyone out

Wesleyne Greer: 00:22:29

there who even dares to consider themselves a competitor. Because

Wesleyne Greer: 00:22:33

I don't feel like we have competitors because we're all

Wesleyne Greer: 00:22:36

great in our own right. And it's about carving our space out. I

Wesleyne Greer: 00:22:40

have enjoyed this talk immensely with you, Dave.

David Presley: 00:22:43

Thank you. I've enjoyed it as well.

Wesleyne Greer: 00:22:45

What is the one best way for people to get in

Wesleyne Greer: 00:22:47

contact with you if they have questions or they want to get

Wesleyne Greer: 00:22:50

their own fleet,

David Presley: 00:22:51

you can go to our website, hydro comm systems.com

David Presley: 00:22:55

or H CS clean.com. And we'll be more than happy to take care.

David Presley: 00:23:00

There's links there to either our distributor page or North

David Presley: 00:23:04

America page for chemicals or truck washes. Also email at

David Presley: 00:23:08

sales at HCS clean.com will work as well.

Wesleyne Greer: 00:23:11

Awesome. Awesome. I am so grateful that

Wesleyne Greer: 00:23:15

you took some time out to chat with me today. And I learned all

Wesleyne Greer: 00:23:19

about HDS and happy 50th anniversary I think wonderful,

Wesleyne Greer: 00:23:25

wonderful time in the history of your company. And again, thank

Wesleyne Greer: 00:23:30

you. That was another episode of the Snack size sales podcast Be

Wesleyne Greer: 00:23:36

sure to subscribe, leave us a review. And if you want some

Wesleyne Greer: 00:23:41

snack sized strategy delivered weekly, check out the link

Wesleyne Greer: 00:23:44

below. I'm your host Wesleyne and remember in everything you

Wesleyne Greer: 00:23:47

do transform your sales.

Wesleyne Greer: 00:23:50

Thank you for joining us today on the snack sized sales

Wesleyne Greer: 00:23:54

podcast. If you enjoyed this episode, subscribe and leave us

Wesleyne Greer: 00:23:58

a review. Learn how to continue increasing your bottom line by

Wesleyne Greer: 00:24:02

getting simplified sales strategies delivered to your

Wesleyne Greer: 00:24:05

inbox weekly by going to www dot snack sized sales.com. Trust me,

Wesleyne Greer: 00:24:12

your bank account will grow and love you