Floor Care Pro, Edward Scrivani gives tips & advice on staying successful

AAA Vacuums in Florida has been an icon for over 40 years. What keeps them at the top of their game? Second generation floor care pro, Edward Scrivani shares with us the exciting details, advice and tips about what makes his business so successful.

“In owning your own business you have many obstacles to overcome to be successful. I enjoy learning about new products and going to seminars that keep me pumped up. I am always looking for new products that will help fit my customers’ needs and make my business different from the big box stores,” begins Scrivani.

How did Edward Scrivani Get Started?
Scrivani’s father began working in the vacuum business in 1947 and sold Electrolux vacuums door-to-door for 20 years while raising four children. Scrivani’s father then opened AAA Vacuums Inc. in Florida in 1967.

“I worked with him as a child after school and during my first year of college. In 1982, I began working with my father full time and bringing new ideas into the business,” stated Scrivani.

And only eight short years after Scrivani began working in the vacuum industry, he began selling innovative Miele products.

The Secret to Scrivani’s Success…
“As a door-to-door salesman, my father always emphasized the importance of the customer. I realized how hard he had to work to get into a house for the opportunity to do a demo. I felt how lucky we were to have customers walking into our door instead of trying to get into their home. Once they are in our store we make every effort to make them feel comfortable with great customer service and premium products.”

Scrivani’s Selling Tips…
“I believe in selling the best. Once you have the best products, you need to display them in a manner that fits the product. The look of your store is very important. Once you have the best products, and the right look… the real work begins. The demo is key. In our store, we ask the customer about their needs and suggest a vacuum that best fits their needs. We believe in getting excited about the vacuum and creating your own demo that will make the customer remember the vacuum and you. Practice your demos and be prepared, making sure everything is in place and organized.”

And Marketing Strategies…
“Once we get a customer into our products we do not forget about them. We mail them out oversized postcards for service and specials. We also introduce new products by direct mail from our database. It is easier to sell a previous customer a new product or service because of the trust they already have in your business.”

How has Miele helped Scrivani become successful?
“Miele products are second-to-none. We have thousands of happy Miele customers that are loyal because of the quality of the product and our service. Miele helps you in marketing and training on new products. The sales reps can give you new ideas to help sell the products. Over the years the Miele brand name has become known as the best in high-end appliances and vacuums. Now many times when we demo a Miele vacuum, the customer already knows of the products and understands the value. Miele has become a partner in my business and has a vested interest in my success.”

What makes Miele different from the other brands that Scrivani sells?
“The feeling of being a business partner with them. They need strong independent dealers. Most major vacuum companies have run away from the independent dealer for the quick riches of the big box stores. The quality of their products has gone down with every year that has passed. They seem to always look for the new gimmick that would sell products today but not for the long-term growth of their business. In this way, many of the major vacuum companies took the loyal customers for granted. When the quality of the products went down so did their brand loyalty. We made a choice to take on the Miele line in the early 1990’s and since then Miele has always come to market with better products that last longer and perform better than the competition. I am proud to sell Miele and my customers are happy as well.”

To learn more about new or existing Miele products, please contact your territory sales manager at 1-800-843-7231 or log on at www.miele.com.

Reprinted from Floor Care Professional, November 2007