IQAir is revolutionizing its dealer training classes!

There will be Some Exciting Additions to the Upcoming 2008 VDTA Seminars

by Diana Meza, Senior Territory Manager for IQAir North America

2007 has been an exciting year for specialty retail vacuum dealers. This summer they gained a BIG advantage over mass market retailers by becoming the first educated sales force to bring their knowledge and expertise to the whole-house air cleaning market. IQAir’s new Perfect 16 Retailer Program allows IQAir Authorized Dealers to sell IQAir’s revolutionary new Perfect 16 whole-house air cleaning system from their vacuum shops -- and then IQAir handles the complete installation. No fuss. No muss. And best of all -- the shops selling this amazing new system don’t even need to invest in inventory. They just make the sale.

“Our new Perfect 16 Retailer Program has truly exceeded our expectations,” said Frank Hammes, president of IQAir. “We knew going into this that the specialty retail vacuum dealers were unique. They are the country’s best educated floor staff for selling high-end vacuums and air cleaning products. Their knowledge of indoor air quality and air cleaning products from past VDTA conventions and in-house seminars at IQAir’s offices have now made them the country’s most successful sales force in introducing their customers to advanced whole-house air cleaning.”

Because of the success of IQAir’s new Perfect 16 Retailer Program for selling whole-house air cleaning systems, IQAir is revamping its two most popular seminars, “Air Cleaner College” and “How To Create A New Profit Center With Air Cleaning” to include information on how vacuum dealers can get started selling whole-house air cleaning along with their portable air cleaners.

“Our dealer referral program allows vacuum dealers to do what they do best -- educate and demonstrate their customers about the very best product,” said Hammes. “That is what makes the sale, and that has always been the advantage vacuum shops have had over big box retail. Vacuum dealers know their products, and they know how to demonstrate to their customers why a more expensive vacuum or air cleaner is superior to a cheaper department store product. We knew that with the success of our new Perfect 16 Retailer Program -- we needed to give our authorized dealers the sales tools they need to add whole-house air cleaning to their existing businesses. We are very excited about how well the additional whole-house air cleaning information integrates with our existing seminars.”

“Air Cleaner College” and “How To Create A New Profit Center With Air Cleaning” have long been two of the favorite seminars offered at the VDTA Conventions. “Air Cleaner College” is an intensive seminar created by Hammes that is an everything-you-could-ever-want-to-know course on air cleaner technology. The course covers indoor air quality itself because you need to know what is in the air to know what can be making your customers sick. It also reviews all types of air purifier technology. This is a hands-on seminar where attendees will see and handle a variety of different types of air cleaners, components, and testing equipment. Dealers will also learn IQAir’s three-step sales approach for closing a sale and how to use a Particle Scan to demonstrate an air purifier or vacuum cleaner’s effectiveness.

“I think dealers will be very excited about the additional information we will be including about whole-house air cleaning in this seminar,” said Hammes. “There are a number of whole-house systems being sold by HVAC distributors, but by and large these systems perform very poorly and are in many cases actually unhealthy for consumers. Dealers will learn what their customers need to know in order to choose the very best whole-house air cleaner. This is truly going to be a situation where the dealer’s knowledge is the tool that is going to make him the sale.”

IQAir’s “How To Create A New Profit Center With Air Cleaning” is designed to show vacuum dealers how to add air purifier sales to their existing shops. Many years ago vacuum dealers discovered that the same customers that wanted to buy high-end HEPA vacuums were the very same customers who wanted high-end room air cleaners. Vacuum dealers didn’t need a new store. They didn’t need a new Web site. They just added air purifier sales to their existing store and they were on their way to increased profits. This seminar will now be expanded so that vacuum dealers learn all about IQAir’s new Perfect 16 Retailer Program.

“I’d recommend dealers pre-register for this seminar extra early,” said Hammes. “The word is spreading about how well our Perfect 16 Retailer Program is working for increasing dealers’ profits. We expect these seminars to be standing room only.”

So whether you are a long time IQAir dealer or if you’ve never attended an IQAir seminar before -- pre-register early for these exciting VDTA seminars. Soon you’ll be on your way to growing your business with two of the VDTA convention’s most popular seminars.

Diana Meza is Senior Territory Manager for IQAir North America. To pre-register for “Air Cleaner College” or “How To Create A New Profit Center With Air Cleaning,” you can reach her directly at 1-562-903-7600, extension 107, or you can e-mail her at dmeza@iqair.com. Be sure to ask about Perfect 16 Retailer Program.

Reprinted from Floor Care Professional, December 2007