2019 TRAINING PROGRAM - Kärcher North America - kaercher-media.com
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2019 TRAINING PROGRAM | SALES TRAINING CORPORATE BASED TRAINING CLASSES Self-confidence, good preparation, and clear goals. These are the prerequisites for success, for achieving goals. It is difficult to achieve goals alone, so partnership is the key to success. This makes Kärcher North America and our training program a reliable partner and resource for everyone wanting to be at the top of their industry. You manage your business. We provide the support. 2
Registration Fee Registration fee is $200 per session. Kärcher North America will cover hotel and most meals during the session. We will make hotel reservations and send a confirmation via email. Travel Expenses For All Training Attendees are responsible for own airfare Registration The registration deadline is 4 weeks (28 days) prior to the training class. You will receive a confirmation of your participation 4 weeks prior to training. Please do not book airfare until you receive this confirmation. We reserve the right to cancel any training up to 4 weeks prior to training. REGISTER To register, see page 29 Cancellation Policy Within 14 days of the training the cancellation fee is 50% of the registration fee. Participants Kärcher employees and distributor partners can participate in product training classes. Training Hours 8am to 5pm each full training day. Some trainings include half training days (see course descriptions for details).
2019 TRAINING PROGRAM | SALES TRAINING SALES TRAINING The selling process is complex. Kärcher Academy can help your team develop the right skills and adopt more effective sales behaviors. Ultimately, helping your sales force meets its goals. The floor care sales classes are built around the theme of our trademarked “PDIR+ Process” which focuses on helping customers understand how soil flows into their facility. Through an understanding of each step of the maintenance process (Preventative, Daily, Interim and Restorative Maintenance), the salesperson can help guide the customer to the best solution for them. The pressure washer sales training focuses on developing strong sales skills, presenting solutions, understanding the products and the range of equipment available. 4
2019 TRAINING PROGRAM | SALES TRAINING SOLUTION SELLING Denver, Colorado Course objectives The solution selling course is designed for the Jan San professional who wants to grow their equipment business. This class is not focused on features, advantages, and benefits but rather on customers and how the equipment solves problems for them. The class starts with a brief overview of our trademarked PDIR+ cleaning process and then focuses students on the needs of the customer. At the beginning of class students are placed into teams that select a customer group that they want to focus on during class. They then spend time brainstorming what the customer they have chosen are trying to accomplish, avoid, and clean. As they see equipment during class they are continually looking for solutions that help the customer accomplish their goals, avoid their challenges, and clean their surfaces in a faster and safer manner. The entire goal of this class is to have the student see equipment as solutions to problems, and not just as products. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople selling the full Kärcher 2.5 Days 6 Minimum None Floorcare Line 12 Maximum 2019 Training Calendar February 4—6 March 18 — 20 April 8 — 10 May 20 — 22 July 22 — 24 August 26 — 28 October 21 — 23 November 11 — 13 6
INDUSTRIAL SALES TRAINING Denver, Colorado Blackwood, New Jersey Course objectives The industrial sales class is designed for the sales professional who wants to understand the opportunities that exist in the industrial space and how to sell large industrial equipment. This class will focus on large scrubbers from the B80 through the B300, large sweepers from the KM105 through the KM 150, and provide an overview of our pressure washer and industrial vacuum solutions. This class will focus on understanding the challenges that customers are dealing with and the solutions that these pieces of equipment provide. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople selling the Kärcher 2.5 Days 6 Minimum None Industrial Line 12 Maximum 2019 Training Calendar March 11 — 13 Blackwood, New Jersey September 23 — 25 Denver, Colorado 7
2019 TRAINING PROGRAM | SALES TRAINING S33 SCRUBBER & S34 SWEEPER SALES Denver, Colorado Course objectives The S33 Scrubber & S34 Sweeper Class is an in-depth look at only sweepers and scrubbers. This class is ideal for the sales person who is new to selling floorcare equipment and wants to understand how the machines work, where there used, what options are available, and most importantly how to sell them. The range of equipment covered in this class runs from the BR 30/4 to the B250 in scrubbers and from the KM 70/20 to the KM 105 on the sweeper range. This class is designed to provide ample hands-on time to run equipment and see it perform in a variety of circumstances. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople from Kärcher Stores & 2.5 Days 6 Minimum None Centers, Landa Kärcher Group or 12 Maximum Kärcher Pressure Washer Dealers, Floorcare Sales People 2019 Training Calendar April 1–3 June 10 – 12 8
S30 PRESSURE WASHER SALES Denver, Colorado Course objectives The S30 Pressure Washer Sales Class is ideal for any sales people who are new to selling pressure washers. In this class will take a deep dive into how pressure washers clean, the components of a pressure washer, common applications for pressure washers, and accessories that help make pressure washing more productive and effective. Of course, we will also spend time talking about how to sell pressure washers and spot opportunities. This class is designed with ample time for hands-on working with the equipment. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople who are new to 1.5 Days 6 Minimum None selling pressure washers 12 Maximum (with access to Kärcher and Landa Kärcher Group brands) 2019 Training Calendar April 4—5 9
2019 TRAINING PROGRAM | SALES TRAINING TARGET GROUP TRAINING CLASSES Denver, Colorado Course objectives The Target Group Training classes are a new concept for the Kärcher Academy designed to help our dealers find new opportunities for Kärcher products in their existing customer base. Each of these classes will take a deep dive into all the Kärcher solutions available for that specific target group. Each of these classes is a two day class with the first day being comprised of an overview of the target group as well as brainstorming around what customers in each target group are trying to accomplish, challenges that are faced in the target group, and surfaces they are likely to be cleaning. On the second day we will visit a customer site for a tour so that we can spot opportunities for the Kärcher product range. We will then return to the classroom and put together a plan of the Kärcher solutions we could offer based on what we saw. This in depth dive into a target group should prepare any sales person for success in selling to that market. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople who currently sell 2 Days 6 Minimum None Kärcher and Landa Kärcher Group 12 Maximum products into the target groups listed below and want to grow their sales within their current customer base 2019 Training Calendar April 29 – 30 Construction May 1—2 Transportation September 16 – 17 Automotive September 18 — 19 Agriculture 10
LANDA KÄRCHER GROUP & KÄRCHER PRESSURE WASHER SALES TRAINING Denver, Colorado Course objectives The Landa Kärcher Group & Kärcher Pressure Washer Sales class is ideal for any sales person selling either the Landa Kärcher Group or Karcher German pressure washer lines. In this class we will cover territory management and sales techniques, Landa Kärcher Group pressure washers, Kärcher German pressure washers, detergents, and the floorcare offering available to both Landa Karcher Group dealers and Kärcher pressure washer dealers. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Salespeople selling Landa Kärcher 3.5 Days 6 Minimum None Group and Kärcher German 12 Maximum pressure washers 2019 Training Calendar April 15 — 18 July 8 — 11 11
2019 TRAINING PROGRAM | SALES TRAINING CHANGES TO TECHNICAL TRAINING At the Kärcher Academy we are looking forward to bringing a new and In the Basic Module of the class we will be covering how to get the improved learning experience when you send your service technicians to our equipment the class is covering inspected before delivery, commission classes. We recognize taking technicians out of the field costs you on multiple it for use at the customer’s location, and train the customer on the basic fronts. Because of this we want to make sure they are effectively trained. maintenance of the machine. I understand when you tell an experienced technician to take a “Basic” class they will have a tendency to push back. One of the first changes you will notice as you look at our course offering However, all of our Academy Trainers have been through Basic Modules for 2019 is we are creating classes that center around a type of product. as participants in 2018 and all of them came back and said they learned The reason is these products share characteristics that allow us to build things they did not know. upon and re-enforce knowledge previously learned in class. Furthermore, this will allow you to send technicians to courses specific to the knowledge The Basic Module will cover the content listed above making sure the they need. technician knows how the machine operates, what it does, some of the basic features and benefits of the machines, and how to maintain it. Another change not so evident is we are going to change our class size so the technicians can have more individualized instruction and hands-on The Advanced Module will also be part of the class and in this module we time working with the equipment in class (which also means less Power will begin diving into the machines and how to repair them. The Advanced Point presentations). In 2019 we will hold a Service Class with a minimum Module of the class will concentrate on teaching the components of the of 4 and maximum of 8 students. This rule will be enforced so please get machines, how they work together, and how to do basic repairs. your technicians registered early for classes. We feel with the deep need for hands-on learning in class, this is the best approach. We will not be conducting any Expert Level classes in 2019 because of the blue box between Advanced & Expert makes all the difference in the We are partnering with our colleagues in Germany to develop a structure world: Self Experience. I firmly believe as learners we need time to work with to our classes that addresses the needs of the learners and the needs of the knowledge we acquire and put it into practice before we move on. One both our businesses. In 2019 when a technician comes to class in Denver, reason to come to classes in 2019 is that the Basic and Advanced modules Camas, or Blackwood, we will conduct both Basic and Advanced modules will be prerequisites to attendance of an Expert Level class in the future. of training in class. They will all be part of one package, one class. Much of this change to our Service Training Program may seem radical, but our goal is truly about the learners and their ability to apply what they learn under the pressure of real job performance. And that is truly the impetus for all that we are doing. 12
BASIC ADVANCED READY TO READY TO DELIVER TO THE CUSTOMER REPAIR Pre-delivery inspection Positioning Fault Diagnosis Hydraulic Diagram Commissioning FAB Repair Pneumatic Diagram Maintnance Technical data Component Training Special Tools Nomenclature Technology Basics WIring Diagram Get familiar with unit: Maintenance Application/Operation SELF EXPERT EXPERIENCE READY TO BECOME AN EXPERT Convert knowledge into practice Root Cause Analysis Know Issues Experience Exchange Service Bulletins Complexity Made Simple
2019 TRAINING PROGRAM | SERVICE TRAINING LANDA KÄRCHER GROUP PRESSURE WASHER SERVICE CLASS Camas, Washington Course objectives The Landa Kärcher Group Pressure Washer Service Class will cover the following topics: Pre-delivery inspection of equipment Installing equipment with the customer Basic maintenance of the equipment Components of the equipment Basic troubleshooting Pump troubleshooting and repair Burner troubleshooting and repair Technicians who attend this class will be ready to install new pressure washers, train customers on basic maintenance procedures, and repair equipment. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians for Landa 3.5 Days 4 Minimum None Kärcher Group dealers 8 Maximum 2019 Training Calendar February 5—8 July 9 — 12 14
HOTSY PRESSURE WASHER SERVICE CLASS Camas, Washington Course objectives The Hotsy Pressure Washer Service Class will cover the following topics: Pre-delivery inspection of equipment Installing equipment with the customer Basic maintenance of the equipment Components of the equipment Basic troubleshooting Pump troubleshooting and repair Burner troubleshooting and repair Technicians who attend this class will be ready to install new pressure washers, train customers on basic maintenance procedures, and repair equipment. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians for 3.5 Days 4 Minimum None Hotsy dealers 8 Maximum 2019 Training Calendar February 26 — 1 July 16 — 19 15
2019 TRAINING PROGRAM | SERVICE TRAINING KÄRCHER PRESSURE WASHER SERVICE CLASS Camas, Washington Course objectives The Kärcher Pressure Washer Service Class will cover the following topics on the German line of Kärcher Pressure Washers: Pre-delivery inspection of equipment Installing equipment with the customer Basic maintenance of the equipment Components of the equipment Basic troubleshooting Pump troubleshooting and repair Burner troubleshooting and repair Technicians who attend this class will be ready to install new pressure washers, train customers on basic maintenance procedures, and repair equipment. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians for the German 3.5 Days 4 Minimum None line of Kärcher Pressure Washers 8 Maximum 2019 Training Calendar April 30 — 3 16
T321 BASIC & T322 ADVANCED CRANKSHAFT PRESSURE WASHER SERVICE CLASS Camas, Washington Course objectives The T321 Basic Crankshaft Pressure Washer Class will cover the following topics: Pre-delivery inspection of equipment Installing equipment with the customer Basic maintenance of the equipment The T322 Advanced Crankshaft Pressure Washer Class will cover the following topics: Components of the equipment Basic troubleshooting Pump troubleshooting and repair Burner troubleshooting and repair Technicians who attend this class will be ready to install new pressure washers, train customers on basic maintenance procedures, and repair equipment. 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who work 3.5 Days 4 Minimum None on crankshaft pressure washers, 8 Maximum particularly technicians who work for Floorcare Dealers 2019 Training Calendar April 16 — 19 October 29 — 1 17
2019 TRAINING PROGRAM | SERVICE TRAINING T100 – T130 BATTERIES & ELECTRICAL Denver, Colorado Blackwood, New Jersey Course objectives The T100 – T130 Batteries & Electrical Class is actually 4 separate modules on batteries & electrical that will be taught as one class. The goal of this class is to teach the basics in an in-depth manner on these key workings of virtually all of the equipment that technicians repair. In this 3 ½ day class technicians will learn the basics of different types of batteries and how they differ, how to read electrical diagrams, how to use different meters in electrical testing, and how the different components of electrical systems work. This class is designed to be a hands-on experience with technicians working on and working with the components and creating electrical systems. Technicians who attend this class will be well prepared to troubleshoot electrical systems in the field! 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who want 3.5 Days 4 Minimum None training on electrical systems 8 Maximum 2019 Training Calendar February 12 — 15 Denver, Colorado July 23 — 26 Blackwood, New Jersey 18
T140 – T170 ENGINES & HYDRAULICS Denver, Colorado Course objectives The T140 – T170 Engines & Hydraulics Class is actually 4 separate modules on engines & hydraulics that will be taught as one class. The goal of this class is to teach the basics in an in-depth manner on these key workings of many pieces of equipment, especially in the industrial and sweeper lines. In this 3 ½ day class technicians will learn the basics of engine maintenance, how to read hydraulic diagrams, components of a hydraulic system, how hydraulic systems work, and how to troubleshoot them. This class is designed to be a hands-on experience with technicians working with engines and hydraulic systems. Technicians who attend this class will be well prepared to troubleshoot engines and hydraulic systems in the field! 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who want 3.5 Days 4 Minimum None training on hydraulic systems 8 Maximum 2019 Training Calendar October 15 — 18 19
2019 TRAINING PROGRAM | SERVICE TRAINING T501 BASIC & T502 ADVANCED BR/BD WALK-BEHIND SCRUBBER SERVICE Denver, Colorado Blackwood, New Jersey Course objectives The T501 Basic BR/BD Walk-Behind Scrubber Service class prepares a service technician to perform a pre-delivery inspection on a walk-behind scrubber, install the unit, and train the customer on basic maintenance procedures. This will help start the customer experience off on a good note with their equipment. The T502 Advanced BR/BD Walk-Behind Scrubber Service class delves into identifying the major components of the scrubber, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair Kärcher walk-behind scrubbers. The class covers the following units: BR 30/4 BD 30/4 BR 40/10 BR 35/12 BD 38/12 BR 45/22 BD 43/25 BD 50/50 B 40 B 60 B 80 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who repair 3.5 Days 4 Minimum None walk-behind scrubbers 8 Maximum 2019 Training Calendar April 16 — 19 Blackwood, New Jersey August 6—9 Denver, Colorado 20
T511 BASIC & T512 ADVANCED BR/BD RIDE-ON SCRUBBER SERVICE Denver, Colorado Course objectives The T511 Basic BR/BD Ride-On Scrubber Service class prepares a service technician to perform a pre-delivery inspection on a ride-on scrubber, install the unit, and train the customer on basic maintenance procedures. This will help start the customer experience off on a good note with their equipment. The T502 Advanced BR/BD Ride-On Scrubber Service class delves into identifying the major components of the scrubber, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair Kärcher Ride-On scrubbers. The class covers the following units: BD 50/70 B 90 B 150 B 250 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who repair 3.5 Days 4 Minimum None ride-on scrubbers 8 Maximum 2019 Training Calendar July 30 — 2 November 5—8 21
2019 TRAINING PROGRAM | SERVICE TRAINING T601 BASIC & T602 ADVANCED KM C/W/R SWEEPER SERVICE Denver, Colorado Course objectives The T601 Basic Sweeper Service Class prepares a service technician to perform a pre-delivery inspection on any compact, walk-behind, or rider sweeper, install the unit, and train the customer on basic maintenance procedures. The T602 Advanced Sweeper Service Class trains technicians to identifying the major components of the sweeper, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair any Kärcher compact, walk-behind, or rider sweeper. The class covers the following units: KM 70/20 KM 70/30 KM 75/40 KM 85/50 KM 90/60 KM 105/110 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who 3.5 Days 4 Minimum None repair sweepers 8 Maximum 2019 Training Calendar June 25 — 28 22
INDUSTRIAL SWEEPER SERVICE CLASS Englewood, Colorado Course objectives The Industrial Sweeper Class prepares a service technician to perform a pre- delivery inspection on any industrial sweeper, install the unit, and train the customer on basic maintenance procedures. The Industrial Sweeper Service Class also trains technicians to identify the major components of the sweeper, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair any Kärcher industrial sweeper. The class covers the following units: KM 105/110 KM 125/130 KM 130/250 KM 150/500 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who repair 3.5 Days 4 Minimum None Industrial sweepers 8 Maximum 2019 Training Calendar April 9 — 12 October 8 — 11 23
2019 TRAINING PROGRAM | SERVICE TRAINING B300 SERVICE CLASS Englewood, Colorado Course objectives The B300 Service Class focuses solely on the B300 and prepares a service technician to perform a pre-delivery inspection on the B300, install the unit, and train the customer on basic maintenance procedures. The B300 Service Class will also train technicians to identifying the major components of the B300, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair the B300 Scrubber. The class covers the following units: B 300 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who repair 3.5 Days 4 Minimum None the B 300 8 Maximum 2019 Training Calendar June 18 — 21 August 20 — 23 24
WINDSOR KÄRCHER GROUP CHARIOT SERVICE CLASS Denver, Colorado Course objectives The Chariot Service Class covers the entire family of Chariot machines and prepares a service technician to perform a pre-delivery inspection on any Chariot, install the unit, and train the customer on basic maintenance procedures. Chariot Service Class trains technicians to identify the major components of the Chariots, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair any Windsor Kärcher Group Chariot. The class covers the following units: Chariot 2 iScrub 20 Chariot 2 iScrub 20 Deluxe Chariot 2 iScrub 20X Chariot 2 iScrub 20 Orb Chariot 2 iVac 24 ATV Chariot 2 iGloss 20 Chariot 3 iScrub 26 Chariot 3 iScrub 26 SP Chariot 3 CV 86/1 Chariot 3 iExtract 26 DUO 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who 3.5 Days 4 Minimum None repair current production 8 Maximum Chariot Machines 2019 Training Calendar March 12 — 15 May 14 — 17 25
2019 TRAINING PROGRAM | SERVICE TRAINING VACUUM & EXTRACTOR SERVICE Denver, Colorado Course objectives The Vacuum & Extractor Service Class prepares a service technician to perform a pre-delivery inspection on any Kärcher or Windsor Kärcher Group vacuum or extractor, install the unit, and train the customer on basic maintenance procedures. Technicians will also learn to identify the major components of these units, what they do, and how to troubleshoot them. Technicians attending this class will be able install and repair any Kärcher or Windsor Kärcher Group vacuum or extractor. The class covers the following units: Presto 3 CVU & Sensor S2 HEPA Puzzi 8/1 Sensor XP Puzzi 10/1 CV 300 & CV 380 BRC 30/15 C & Mini Pro Axcess Cadet 7 Versamatic Admiral 8 NuWave Armada BRC 40/22 TrekVac 2 & 3 Clipper DUO T 12/1 BRC 46/38 BV 5/1 BP Clipper 12 BV 11/1 & Vac Pac HEPA BRC 46/47 & Commodore 20 ECO T11 CartVac Sensor S 1 Who Should Attend 2 Duration 3 Class Size 4 Requirements for participation Service technicians who repair 3.5 Days 4 Minimum None Vacuums & Extractors 8 Maximum 2019 Training Calendar May 7 — 10 26
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2019 TRAINING PROGRAM | REGISTRATION READY TO REGISTER
Classes Registration is limited. Course dates and curriculum are subject to change. See individual course descriptions for any prerequisites. Online Registration Register each attendee via our online form for Kärcher Academy classes. A confirmation email will be sent verifying registration was received and further instructions for attending class. 1 2 Questions Please contact us for more information. (800) 444-7654 ext 6024 schools@karcherna.com 4 3 5 1 Go to www.kaercher.com/us/ Navigate to SERVICES 2 Go to the Kärcher Academy link within the top menu bar: Navigate to Professional > Kärcher Academy 3 Choose between class links at the bottom of the page: Service Training or Sales Training 4 Click on the button at the bottom of the training page: REGISTER FOR SERVICE (SALES) TRAINING 5 Fill out the registration form with contact information for the attendee, course selection, travel information, and if special arrangements may be required. 29
2019 TRAINING PROGRAM | CALENDAR 2019 TRAINING CALENDAR September November December January February October August March April June July May Sales Classes Location Solution Sellng Denver 4—6 4—6 8 — 10 20 — 22 22 — 24 26 — 28 21 — 23 11 — 13 Industrial Sales Class Denver 23 — 25 Industrial Sales Class Blackwood 11 — 13 S33 Scrubber & S34 Sweeper Sales Denver 1—3 10 — 12 S30 Pressure Washer Sales Denver 4—5 Landa Kärcher Group Pressure Washer Sales Denver 15 — 18 8 — 11 Target Group Sales - Construction Denver 29 — 30 Target Group Sales - Transport Denver 1—2 Target Group Sales - Automotive Denver 16 — 17 Target Group Sales - Agriculture Denver 18 — 19 30
September November December January February October August March April June July May Service Classes Location Landa Kärcher Group Pressure Washer Service Camas 5—8 9 — 12 Hotsy Pressure Washer Service Camas 26 — 1 16 — 19 Kärcher Pressure Washer Service Camas 30 — 3 T100 - T130 Batteries & Electrical Denver 12 — 15 T100 - T130 Batteries & Electrical Blackwood 23 — 26 T140 - T170 Engines & Hydraulics Denver 15 — 18 T32X Crankshaft Pressure Washer Service Camas 16 — 19 29 — 1 T50X BR/BD Scrubbers Service Denver 6—9 T50X BR/BD Scrubbers Service Blackwood 16 — 19 T51X BR/BD Ride-On Service Denver 30 — 2 5—8 T60X KM C/W/R Denver 25 — 28 Industrial Sweeper Service Englewood 9 — 12 8 — 11 B300 Service Englewood 18 — 21 20 — 23 Chariot Service Denver 12 — 15 14 — 17 Vacuums & Extractors Service Denver 7 — 10 31
Please contact us for more information: 12/2018 · Rights to technical modifications reserved. North America 4555 Airport Way Denver, CO 80239 U.S.A. Phone 800-456-6649 Fax 303-738-2818 www.karcher.com/us
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