Trebor
Joined: Jan 16, 2009
Points: 321
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Re: Think your Bagless Vac is Clean after you Clear the Bin?
Reply #14 Feb 27, 2010 11:29 pm |
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I overheard my vac shop managing friend engage in the following dialog with a customer:
"Why don't you sell NEW bagless vacuums?"
"I only make 10.00 selling one. I make 30.00 every time I service one. Plugged filters and hoses are not covered by the warranty. I don't want to be the person who sells a product that creates that much unhappiness and frustration."
"But you service them, right?"
"Yes, they need servicing quite often. I sell the filters, brushrolls, belts, whatever you need to keep your vacuum running."
"Why are the Mieles so expensive?"
"They are not expensive. They just cost more upfront"
"What do you mean?'
"That Miele Callisto is 899.00 with the large powerhead, a free pack of bags and a HEPA filter."My average Miele purchaser buys THREE bagless vacuums at an average cost of 130.00 each first. That's 390.00. Each one will be serviced three times at a cost of 30.00 each time, that's 270.00, and each one will have an average of two to three filter replacements, call it 2.5 times at an average cost of 30.00 each, give or take) depending on how many filters are in the unit,that's $75.00 times three, so $225.00 and three belt changes, at 3.00 each, that 9.00 times three, so 27.00, so total cost for those three bagless vacuums is $912.00, and at the end of that time, you still need another vacuum cleaner. A 5 pack of Miele bags lasts the average household a years. Some people get smart after the first throwaway purchase, some never do, and we cheerfully keep fixing their Wal-Mart vacuums at 30.00 bucks a pop
Just then THREE customers come in to pick up a total of FIVE bagless vacuums and fork over a total of $150.00 exclaiming "What fast service! I just dropped this off yesterday/this morning!"
"Would you like to take home a Miele of your own today?"
"My husband would kill me if I spent that much on a vacuum!"
"Would you like to look at our selection of used vacuums?"
"I don't want a used vacuum. I think I'll head on over to Wal-Mart"
"Here's our card with our hours. Our turnaround time on most vacuums is one day, sometimes same day. See you in six months."
"Why six months?"
"Six months is the average length of time it takes for a customer to bring in their new bagless vacuum and tell me it doesn't pick up, either at all, or on the floor. And for them to tell me after I explain the filters are clogged that, "There are no filters in that vacuum!"
"Six months is still under warranty!"
"For defect in the product ma'am, not failure to maintain it properly."
"Are the Mieles easier to maintain?"
"Yes. They are durable, stop the brush when it jams, have a thermal overload protector, tell when the bag needs to be changed. In 20 years as a Miele dealer, I have seen less then half a dozen motor repairs. period."
"Maybe I'll bring my husband in"
"Please do, I'll be happy to show the both of you the Miele advantage."
After she left, I asked him how he could be so cheerful and patient. He replied, "She's another Miele customer, she just doesn't know it yet. For every sale I do at least three demos to the same customer before they part with the money. There is a reason I specialize in Sanitaire and Miele. There are maybe six other new vacuums in my shop ,total, all proven sellers, that meet a specific price point and specific need. I fix their vacuums quickly, reasonably, and competently. That's how I earn their trust. I don't flit all over trying this thing and that. They see the same brands featured each time they come in. They don't see the vacuums I sell with repair tags on them. Eventually, it sinks in. And if it doesn't, there's still the 30 bucks a pop. I can dismantle, wash, disinfect, and shine up a bagless vacuum in under 20 minutes. I keep a supply of used filters blown out and ready to go. With selling belts, I can turn 100.00/hr. WHY would I do it any other way? He's found a way to make the BBR work for him.
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