What Happens When...

SPOT-ON THINKING MEETS ON-THE-SPOT CLEANING

Jerry Trotter didn't set out to revolutionize the central vacuum industry when he started working on a totally new hose management product. He was just trying to make a customer's life easier. Indeed, the product Trotter developed did make a difference in that customer's life -- and hundreds of others as well. Today, H-P Products is bringing it to market as part of a complete central vacuum convenience package.

THE SEED OF A GREAT IDEA
Jerry Trotter started in the central vacuum business in the early nineties. His expanding company did security, structured wiring, home theater and, eventually, central vacuums. But Jerry quickly realized that it took a special level of service to sell and install central vacs. In 2002, he restructured his company and made central vacuums the sole focus. Today, Jerry and his son Chris run a very successful business near Greenville, SC, called Central Vac Center, Inc.

Jerry recalled, "At that time, people were aware of central vacuums. They were very in-demand. Still, the phones weren't ringing off the hook. We started working to spread the word that central vacs were affordable, dependable and green. We worked hard just to get our name out there. It took two years and a whole lot of legwork for our efforts to pay off."

The Trotters eventually built recognition for Central Vac Center by getting involved with multiple homebuilders associations.

Jerry attributes this early success to working with a great team. He said, "My son and our General Manager Chris Trotter, my younger son and Install Manager Justin Trotter, Office Manager Pam Grubbs and Service Manager Josh Sargent … It just goes to show what happens when you have good people all pushing in the same direction."

Like many innovative thinkers, the Trotters didn't stop there. They went on to become a green-certified subcontractor through the South Carolina Homebuilders Association. And then, one day, after talking with a woman who had terrible lint allergies, they came up with the idea for Spot-- a fast clean-up accessory.

"She wanted to know if she could have a valve to remove the lint from her laundry room but she didn't want to drag a big heavy hose around the house for such a small job," explained Jerry. "I told her I could make her an independent hose about six feet long. Once everything was over, she wrote me a letter and told me how much she loved it because it solved a problem she had been living with for a year."

And that wasn't the only letter Central Vac Center received from satisfied Spot owners. Over the next few years, the Trotters worked on a number of prototypes, did quite a few installs and received glowing reviews from homeowners and builders alike.

Perhaps Francis and Sherry Elliott of Taylor's, South Carolina -- two very satisfied Spot customers -- said it best: "What a great invention…I believe that [Spot] is one of the most useful tools that I have purchased for my new house, and since we live in a generation where everybody wants the newest state of the art options, tools like this will definitely make my house even more marketable."

And, with that, Spot was born. Over the next few years, almost every homeowner presented with Spot decided to install one.

A MANUFACTURER WITH A VISION
Unbeknownst to the Trotters, H-P Products, the company behind VACUFLO® and Dirt Devil® Central Vacuum Systems, was heading in a similar direction. H-P had been manufacturing and marketing residential built-in central vacuum systems and accessories for more than 50 years and had recently introduced Vroom-a self-contained retractable hose system designed for everyday, quick clean-ups. H-P was quickly establishing a reputation as hose management specialists.

"We did and do believe hose management is the future of the central vacuum industry," said H-P Vice-President and Floorcare General Manager Greg Calderone.

When Calderone and his team introduced Vroom in June 2008, they knew they were on to something.

"The reactions we got with Vroom were incredible," said Calderone. "When I saw this product the Trotters were working on for the first time at the 2009 International Builder Show (IBS), I got that same feeling all over again."

The Trotters give their account of the experience, stating "When we went to IBS last February in Las Vegas, H-P was there with Vroom and we had Spot. We were nervous that there was going to be this overlap. But after just looking at each other for a little while, we realized these two products complement each other."

After Calderone saw Spot and met the Trotters, he couldn't help but see the potential. He said, "First, we offered Hide-A-Hose as a way to maximize central vacuum convenience. Then we built on the Hide-A-Hose concept by developing Vroom, the world's first quick clean retractable cabinet vac. Spot was a natural fit."

BRINGING SPOT TO MARKET
Once the Trotters were ready to take Spot into manufacture and distribution, Calderone stepped in.

"We all sat down and decided the best way to move forward was together," said Jerry. "From engineering to marketing, H-P's team really brought it to life."

H-P previewed Spot by Vroom at an industry trade show in September and the buzz started almost immediately. Consumers and builders alike embraced the concept and seemed to appreciate the thinking behind H-P's complete convenience package. While Hide-A-Hose is ideal for whole-house cleaning and Vroom delivers the three second clean in high-traffic areas, Spot is designed for on-the-go spot cleaning of everyday messes. In the laundry room, Spot is the perfect lint remover. In the mudroom, Spot cleans up tracked in leaves, dirt and debris. In homes with pets, Spot is great for cleaning spilled dog food or scattered kitty litter.

"The combination is ideal," said Jerry. "You've got the complete product family with Hide-A-Hose, Spot and Vroom. You can do whole-house cleaning with an in-wall long hose, clean a room or a group of rooms with Vroom, and do your spot cleaning with Spot. A few months ago, I introduced this concept to a homeowner who was building a large house. He decided to incorporate three Vrooms, three Spots and three VacPans. He was so excited about these conveniences and how his family could use them."

Jerry has gotten the same reaction from his builder customers. He said, "I knew these products had arrived when we introduced them to the builder and he didn't try to beat us up on price. The next time, he asked for them by name. He's willing to pay for Vroom and Spot because they are customer-driven and customer-demanded products."

Jerry is equally enthused about the relationship between Central Vac Center and H-P Products. He said, "Greg and the folks at H-P are very genuine. What you see is what you get and that's a real attribute in today's business. H-P is a good American company with their ear to the ground. They are cutting edge and their commitment to hose management has put the sizzle back in central vacuums. In today's market, it's all about convenience. That's what people get excited about."

SO WHAT EXACTLY IS SPOT?
Designed for quick, daily cleaning jobs, Spot is a built-in central vacuum accessory that hides away in the wall when not in use. Imagine being able to clean up everyday messes like dryer lint, kitty litter and tracked in dirt, without having to get a bulky vacuum cleaner or other cleaning supplies. That's where Spot really shines. Built in the wall and powered by a central vacuum system, Spot is the ultimate in spot cleaning. Spot is installed conveniently close to where you'll want to clean and boasts a 10' hose so it's always within reach. To clean, simply access the hose from the valve, flip the switch and clean the mess. When finished, the power of the central vacuum system automatically retracts the hose out of sight.

Spot retails for $xxx and is available now from H-P Products, Inc. If you would like to offer the latest in hose management convenience to your customers, contact H-P at 1-800-822-8356 or visit www.spotbyvroom.com.

Reprinted from Central Vac Professional, December 2009