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Grow your Central Vacuum Business today with TORNADOPOWER® Everyone in the central vacuum business is feeling the slowdown in the U.S. new construction market. This change has central vac retailers everywhere asking, "How can we grow revenue without selling more systems?" The good news is there are ways to do just that. During the next six months, Wincor Inc. will feature a series of articles that will focus on concepts to grow one segment of your business that has no cost or risk (except your time to implement). There is one baseline assumption: that you are already selling Wincor’s TORNADOPOWER® Central Vacuum Maintenance Cloths; if you are not, that would be the place to start. Proven idea #1: Add TORNADOPOWER® Central Vacuum Maintenance Cloths to every new system sale. This product should be a standard part of your central vac install. Every time a new system is installed, test all the inlets with a cloth and then leave the canister with the attachment set. The new owner (even if you never meet them) will start out with a fresh smelling central vacuum. Since you started them out right, the customer will often continue to use the product to maintain that fresh smell and peak performance. A customer in her first year of central vac ownership recently came back to her local dealership and purchased four canisters of TORNADOPOWER® Cloths! She said, "I don't want to keep running in all the time for a new supply." She cleans her inlets every time she uses the system, (approximately every two to three months) and that is what she will probably continue to do as long as she owns the system. Change your procedures a little and you can sometimes gain a lot. NOTE: The product demonstration is very powerful. If you sell the canister, but don't demonstrate it, they may never open it and never need any more. It is a simple thing, but something that not every dealership does. Proven Idea #2: Get Wincor’s e-newsletter, the Power Paper, to everyone in your organization. It is Wincor’s experience that the dealerships that learn more, EARN more. That's why sales representatives, managers, service technicians, installation technicians, the receptionist…everyone in your organization can benefit from the ideas in the Power Paper. The concepts shared are powerful because they come from you, the dealers. The best way to make sure that your organization has the opportunity to capitalize on this great information is to make sure that everyone on your team knows about them. To help spread the word, you can click the link within each newsletter to "forward this to a friend" and everyone who receives it will have the opportunity to start having the Power Paper delivered right to their inbox. Proven Idea #3: Educate and allow your employees to participate in TORNADOPOWER® sales contests. Everyone likes the idea of getting something extra. As a dealer, the ability to provide your employees with a little extra incentive, at no cost to you, can be pretty powerful! That's precisely why Wincor offers sales prizes every other month based on sales of TORNADOPOWER®. Salespeople, service techs and anyone who sells TORNADOPOWER® are eligible to participate to win a VISA gift card for exceptional sales performance. Sales contests can be a very strong motivator. Contests will often get some competition going between your people, and competition breeds growth which leads to PROFIT. Moreover, when you or one of your team members wins, there is recognition in the e-newsletter which adds to the excitement for future months. To download the form for Wincor’s TORNADOPOWER® sales contest, download the Contest Tracking Sheet. This contest has generated sales increases and additional revenue for the dealerships that have participated in it. If you are forwarding the e-newsletter around, you can point out the sales contest and encourage your team to enter. Roseann Cruz, a sales representative for STAR Parts, won a VISA gift card for her sales performance in November. Cruz said she always recommends TORNADOPOWER Cloths to dealers and enjoys reading about new ideas and proven methods other dealers have used to increase sales. She said she always points out the fact that TORNADOPOWER® Cloths create a recurring revenue stream which is so important in a down economy. Proven Idea #4: Create and advertise a central vacuum in-home pipe cleaning and maintenance package. Homeowners today are more concerned than ever about keeping their homes well-maintained. That is why developing a cleaning and maintenance program can be so valuable for your business. Advertise the maintenance program in your local paper, Valpak coupon book, or wherever homeowners are looking for this type of information. Wincor has examples of such programs that other dealers have done in the Dealer Documents section of their Web site (use the password “dealer”). Dealers that have implemented this type of program are creating new revenue streams, retaining employees even in the slow times, and improving relationships with central vacuum owners in their area. Plus, in many cases they are meeting competitor's customers as well as their own. Best of all, in many cases, system upgrades and add-ons purchased by the customer lead to considerably more revenue than just the maintenance package alone. This is especially great in cases where the system is not one your dealership originally installed. Wincor wants you to give this a try. As an incentive, they will supply a free case of product to the first 100 dealers who develop and promote a program, track its effectiveness, and share the results with them. Don't delay, as this offer will end Feb. 15, 2010. Approved dealers will need to submit documentation by March 15, 2010, to receive their free case of TPFS-1's. “We are certain if you start this process, it is a growth opportunity for your store and our industry,” said Lisa Corwin of Wincor, Inc. “If you have sold even one canister of TORNADOPOWER® Cloths in the last year then you have seen already added this new profit stream to your operation. Now it is up to you and your company to make some small, risk free changes to increase your rewards in this new product category. This is a foothold for growth in this trying time for our industry.” As always, Wincor looks forward to any comments or success stories about sales of TORNADOPOWER®. Good Luck and Happy Selling! Reprinted from Central Vac Professional, January 2010 |