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Let Clients Vacuum Your Showroom
More than half of central vac shoppers want to see system on display, research shows.
The Beam Experience center helps Beam dealers showcase interactive central vacuum systems in their showrooms.
Vacuuming isn't very exotic. The idea of a great vacuuming experience doesn't exactly give the average person goose bumps.
Maybe that's why most integrators choose not to display central vacuum systems in their showrooms.
Showrooms, though, aren't just for generating goose bumps; they're also for generating sales and educating prospective clients, points out Larry Hartley, vice president of sales and marketing for Electrolux, makers of Beam central vacuum systems.
He says integrators that don't display central vac in their showrooms are missing an opportunity.
Hartley cites a study by market researcher Synovate, indicating that 57 percent of central vac shoppers want, prior to buying, to see an actual-sized display, showing how the system would work in their home.
Bill Corwin, sales manager for Des Moines, Iowa-based Easy Living Store, is one integrator that displays central vac prominently in his showroom.
He says Easy Living Store is a full-service integrator, offering multiroom audio/video and home theater among many other home systems. Central vac makes up 25 to 30 percent of its business.
Corwin says his central vac displays stack up well with audio and video displays in terms of generating interest. The Easy Living Store's displays are operational as they would be in clients' homes, according to Corwin.
"All accessories and several units are on display and can be demonstrated," he explains.
"The vac pans are operational and we can clean up colorful paper through our clear pipe to show the speed dirt moves through."
Corwin recommends having at least two display areas -- one dedicated to retrofits and one to new construction.
Easy Living Store allows its builder partners to use the showroom to demonstrate systems like central vac, Corwin says, adding that it enjoys a high take rate.
Maybe that's why most integrators choose not to display central vacuum systems in their showrooms.
Showrooms, though, aren't just for generating goose bumps; they're also for generating sales and educating prospective clients, points out Larry Hartley, vice president of sales and marketing for Electrolux, makers of Beam central vacuum systems.
He says integrators that don't display central vac in their showrooms are missing an opportunity.
Hartley cites a study by market researcher Synovate, indicating that 57 percent of central vac shoppers want, prior to buying, to see an actual-sized display, showing how the system would work in their home.
Bill Corwin, sales manager for Des Moines, Iowa-based Easy Living Store, is one integrator that displays central vac prominently in his showroom.
He says Easy Living Store is a full-service integrator, offering multiroom audio/video and home theater among many other home systems. Central vac makes up 25 to 30 percent of its business.
Corwin says his central vac displays stack up well with audio and video displays in terms of generating interest. The Easy Living Store's displays are operational as they would be in clients' homes, according to Corwin.
"All accessories and several units are on display and can be demonstrated," he explains.
"The vac pans are operational and we can clean up colorful paper through our clear pipe to show the speed dirt moves through."
Corwin recommends having at least two display areas -- one dedicated to retrofits and one to new construction.
Easy Living Store allows its builder partners to use the showroom to demonstrate systems like central vac, Corwin says, adding that it enjoys a high take rate.
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About the Author
Tom LeBlanc, Senior Writer/Technology Editor, CE Pro
Tom has been covering consumer electronics for six years. Before that, he wrote for the sports department of the Boston Herald. Migrating to magazines, he was a staff editor for a golf publication and an outdoor sports publication. Now, as senior writer/technology editor of CE Pro magazine since 2003, he dabbles in all departments and offers expertise in marketing. Follow him on Twitter @leblanctom.
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