The Kirby Demo.

[caligula]

Demo interupted due to changes in Vacuumland.

Because of the new website I was busy in other areas, now the demo continues. However, let me stress that this was the way I ran the demo, using tried and true metheods of our office. There is no time here to go into objections, this is simply an explanation of the demo from front talk to close. As I have a separate thread on feedback, I'll start one on objections. However, let me finish the demo for John and Mary.

Alex Taber.

 

[caligula]

The Upright.

"Mary, I've shown you a lot of things the Kirby can do. Demoth a closet, spray paint, shampoo an upholstered chair, vacuum the drapes, dust a bookcase, remove cobwebs from corners, and deep clean a mattress. However, all these things are nothing compared to what you and John will see now, because while all that's great, the Kirby works best is on rugs, carpets and bare floors."

"Where do we get those white pads?" John asks. I smile, then tell him. "John the white pads and dirt meter are just to show both of you what the Kirby can do, later I'll show you where the dirt goes and how to get rid of it.

Now Mary, while the Kirby is great in this configuration, you certainly don't want to use it like this for the carpets. By removing this pin the little handle comes off, and this long handle goes on. By attaching the cord to this grommet, and these two tabs at the bottom here, it's out of the way, and you can wrap the excesss cord around these hooks. And look, the upper hook moves downward so you simply slide the cord off.

They say Kirby does everything but talk to you, well it does that too. It tells you when you've reached the right setting for the carpet. This is an exclusive Kirby feature. Toe touch control. With this lever you can raise the rug nozzle, and with this tab, lower it to the right setting. And look at this, the power switch is here in the back, a press of the toe and it starts. Mary, John, see if you can tell me when we're at the right setting." As I turn on the motor I lower the nozzle one notch at a time, I go slowly so they hear the rush of air between the carpet and nozzle. Then there's a sound of vibration, and a low hum. "Hear that? now you've reached the correct setting for this carpet."

"So it's the beater bar that vibrates?" John asks. I turn off the motor, raise the nozzle, and lift it off the power plant. "No John, there is no beater bar, just gentle vibration, or what we call 'Triple cushion vibration.' Basically, the suction grabs the carpet, holding it tight to the bottom of the nozzle, the rotating brush taps it while air moves between the floor and the carpet gently shaking the carpet clean, and it hapens in a fraction of a second. With this I show him the underside of the nozzle and the brushroll, explaining each in detail.

"To show you how safe the Kirby is on carpets, I brought a pack of cigarettes, watch this." Now, with the nozzle on the power plant and the Kirby up side down resting on the upper handle, I place a cigarette between the nozzle and brushroll and turn on the motor. As they watch, the tocacco is drawn into the dirt meter, but they can't see that yet. I turn off the motor and hold up the cigarette. "See, the paper is fine, so now you see how safe it is on carpets and rugs, and look" I place the Kirby right side up, "the tobacco is here."

The next phase will be putting Mary's Filtex to work.

 

[caligula]

Starting to pull Mary's Filtex.

With all of the features of the upright out of the way, I start to show what the Classic 111 can do. This is actually a side by side test.

While some salesman would make remarks about Mary's vacuum cleaner I won't, I'll simply stress that it's outlived it's effectiveness, and can't clean as it should. But I don't say that, I let Mary see this for herself. With 4 playing cards I mark out an area wide enough for the nozzle of her vacuum cleaner, and long enough for good strokes, then I drew her into the action.

"Mary, I'll mark out a spot on the carpet that I want to have you vacuum with your Filtex. Give it a good cleaning, 25 strokes front, 25 strokes back." As she does this I count out each stroke, then when she's finished I grab the hose. Here, let me give it another ten strokes." Turning off her Filtex, I move it out of the way. "That carpet should be really clean, after all who would do 60 strokes in one section of carpet?" And as I say this I place the Kirby in the center of the carpet, and simply turn on the motor. Both Mary and John can't believe their eyes as the dirt meter fills with the dirt the Filtex missed.

"Mary, you see what the Filtex left behind, let's give it a good cleaning, I'll start with a new dirt pad." As I give that area 2 strokes front, and 2 back, both Mary and John watch in complete shock. I pull about 10 test pads, then move the Kirby.

"Well you can see that the Kirby Classic 111 will get your house really clean. You see why you need the Kirby. However, this is how it works on carpets, let me show you how it works on bare floors, like in you kitchen."

In the kitchen I take the Duster Buffer rom the tool case and place it on the floor. "Simply place the rug nozzle over the tabs and lower the toe touch control. The pad will simply snap in place. Then by turning this lever the belt is lifted off the drive shaft. Now you're in straight suction mode, and your Kirby becomes an electric broom. See how easy it will be to get cookie crumbs, dry cat food, and light dust off the floor? And to remove the pad, simply put you're foot on either end and press down on the handle.

See how the front of you're Kirby lifts up? that's because the handle's spring loaded. That's also great for scattered rugs.

But what if you wanted to do more than vacuum the floor? what if you wanted to wax it? You can do that too. Yes, You're new Kirby is the last name in floor care."

The next phase is the Handi-Waxer and Miracle Head.

 

[caligula]

Sorry for the interuption.

But with the changes in format I didn't have time to spend on the demo. I will do the last segments, Handi-Waxer, Miracle Head, Rug renovator and closing display tomorrow.

Thanks for waiting.

Alex Taber.

 

[caligula]

The Miracle Head and Handi-Waxer.

Before I start this part of the demo I put on the Miracle Head, then find a spot on the kitchen floor that I can vacuum once I complete my talk on the Handi-Waxer.

"Mary, I'm sure you just hate to have to wax floors, well with the Kirby it's easy, but before you wax them you have to deep clean, so what I have here is the Miracle Head. It's the way you can keep this floor looking great." Here I pull another three or four dirt pads, then go into the talk of the handi-Waxer.

"This is the Handi-Waxer, it's placed on the end of the wands, and this soft felt pad will let you distribute the wax inside this applicator evenly. The applicator holds one bag of Carnauba wax, which can be used on all types of floors. This is linoleum, but it also works on asphalt, vinyl, rubber or cork floors and of course hardwoods. This is a no-slip wax, and depending on the thikness, dries within an hour or less. All you need to do is cut open the bag, and glide the waxer over the floor. The Kirby Miracle Head will let you polish the floor to a high gloss, simply lower the toe touch control to the lowest setting and let the powerful brush roll do the rest. For a really good shine move the handle lock, lower the handle, then move the handle lock till it holds the handle like this. Now all the weight of the power plant is on the brush roll. See how easy that was?" Again I wait for Mary and John to respond, then return to the living room, the Miracle Head still in place.

"But the Miracle Head isn't just for bare floors, it's also great on carpets. A lot of women use it after they vacuum to remove footprints, or the lines made by the wheels of the Kirby. I'll show you more of that in a few minutes, but first I want to show you how to shampoo your carpets."

 

[fatalfranklin]

I read a lot of this thread...honestly skimmed towards the end. It's perfectly calculated salesmanship! A testament to be sure. Anyone in sales needs to connect with their customer, make them feel safe, provide them with a product that feels like quality and service that is perceived as "over-the-top".

My mom has a Kirby from the early 1970s...when she got married. Last year she was approached by a salesman, I don't recall how. But the sales "strategy" was so bizarre she was very put-off. We are in Michigan...lower, central area.

The sales pitch was awkward. Delivered by a desperate young guy in his early 20's at best. He was delivered to the house by a woman driving a car load of 20-somethings. He did his sales demonstration to the best of his ability. My mother is not an easy customer... At the end, he asked if he could sit at the end of her driveway for the next 30 minutes because his "ride" wouldn't be back for at least that long...his tone was begging according to my mother. He even asked to use her phone, so that he could tell his "ride" he was done. It was intimated that she didn't like him finishing early and had expectations for him to meet.

Having chosen a Kirby more than 30 years ago, and now seeing the difference in sales technique, my mother was not inclined to buy. Or even consider it. I would have thought it was strange, but this was not the only occurrence of this practice that I have heard about in my area. Other relatives have expressed this same "begging" posture. And I have friends that were hard-up on jobs and responded to vacuum cleaner sales adverts... Where I am, this seems to be a common practice.

Sad that it does a dis-service to a product that was very good!

 

[caligula]

Hi fatalfranklin

I have a special thread to deal with questions and comments. See Kirby Demo feedback.

 

[fatalfranklin]

Appologies

Sorry to go off topic on your thread. I guess I misunderstood the thesis of the thread. Didn't realize it was a "How-To"...I thought it was more of a place to convey experiences. I understand if you have my comments removed!

 

[caligula]

Hi fatalfranklin.

No problem. You made some good points, go to 'feedback for my comments.

 

[caligula]

The Rug Renovator part 1.

Most of the demo has been completed and all that's left is the Rug Renovator. When the person in our office set the appointment she offered a free gift, and Mary asked that it be a free carpet shampoo, so this would be incorporated in the end of the demo.

As John and Mary have low plush carpeting there was no reason to show them the Shag King in action, and only now do I briefly mention it. Still sitting on the top of the upright box is one attachment. This is the Massage Cup, something John and Mary have glanced at throughout the demo. Now I pick it up. "Here's one of the most useful tools in you're attachment kit. Designed as a massage tool to invigorate the scalp, it has also been used in other ways. It's perfect for unscrewing a hot lightbulb, or if you turn it inside-out, and place it on the end of the hose when in blower mode, you can unclog the kitchen, or bathroom drain."

I turn to Mary. "The office told me you wanted one room of carpeting shampooed, I'd like to do that now, what room do I shampoo?" Mary leads me to the den off the living room and informs me that she vacuumed it for me. "Well lets give it a good cleaning" I tell her as I put the rug nozzle on the power plant and a clean pad in my dirt meter. "Mary, while I vacuum this carpet will you please fill this Renovator tank' to the 'fill' line with warm water? As she does that, I start to prepare the room for the final phase of the demo. When she returns with the water tank, she and John watch as I pull one dirt pad after the other, building up several more reasons that she needs the Kirby.

Once the room is ready, not only will I go into the shampooing of the carpet, but start my pre-close process.

 

[caligula]

The Rug Renovator part 2.

On the couch in the den are now another 20 test pads, and the carpet's ready for shampooing. As I remove the the rug nozzle and the dirt meter I tell them the way the normal shampooer works, then explain that the Kirby works exactly like the brush roll of a vacuum cleaner.

"Mary, John, the shampoo I used on that upholstered chair in the living room is the same that I'm adding to this water. I'm also putting a small amount of an all purpose cleaner called Scuttle. For the exact measurement, use the cap on the Renovator tank." Now the Renovator, and suds tray fit on the power plant. "The Kirby's always set at the propper speed. The shampoo's mixed in the water dispenser, travel's through this little hose that fits into this grommet on the suds tray. Now I'm ready to shampoo, watch how easy this is. I always start at a corner, and work backwards, then overlap where there is a bed of suds. Start with a five foot square, leaving a nice blanket of suds. Then I simply move on to the next section till I've used all the water in the dispenser. Returning to the place I started I use the brush to work in the suds and draw the dirt into the tray. In twenty minutes this carpet is dry enough to walk on. Here's where the Miracle Head works best. I'll put the dirt meter back to show you what's in that carpet."

Again the meter fills, but now it's mostly carpet fiber. "See that John, that's the carpet. Did you ever get a small pebble in your shoe, and have to walk on it?" John nodds, "well that's what's happening to this carpet. As we walk our feet are cutting the carpet fibers, that's why a carpet fears out at places like the front door, but with regular vacuuming with her new Kirby, Mary can keep that grit out of her carpets. Not only that but keep the upholstered furniture, drapes, and other surfaces free of dust. With a quick vacuuming once a week the carpets, bookcases, and so on stay clean, she can also pervent your jackets and her dresses free of moths, to say nothing of using the sander or drill in your workshop." As I tell them all this I use the Mirical Head fluffing the carpet. "The shampoo will dry to a fine powder and you simply vacuum it up as I'm doing now, and the shampoo is designed to repell dirt so all you need is a weekly vacuuming"

With the carpet shampooed, vacuumed, and fluffed, I ask Mary if I can rinse off the rug Renovator, and as I do so, show her how to clean it.

Finally I return to the living room, put my dirt meter in my demo kit and set up the Kirby with the bag. The tool kit is on one side with the hose coiled over the long wand, the Miracle Head, Handi-Butler, Handi-Waxer, and Rug Renovator in the a semi circle. I've also taken all of the dirt pads including the ones from the den and place them on the floor. The cord has been wrapped on both hooks on the handle. Again I ask John and Mary to sit, and I Point to her Filtex. "There's a 20 foot cord on that Filtex, the Kirby has a cord 32 feet long, and as I said at the start of this, is detatchable. Look at this, turn the upper hook and the cord slides right off, isn't that easy?"

After I move the tired, old, Filtex next to the shiny new Kirby I turn to John. "So what do you think Mary needs to clean the house, this vacuum cleaner with limited attachments, and uses, or the Kirby Classic 111 that's four vacuum cleaners in one, plus a sprayer, demother, carpet fluffer, floor polisher, and shampooer?" Before John can answer I add "and instead of disposaable bags, there is the Sani-Em-Tor." And with this I show briefly how it works, then look at John. "Don't you agree that Mary deserves the shining new Kirby?"

"What is the price?" he asks, and I take a note pad, write down $549.00 complete. Passing the pad to John I know telling him about financing will be an insult. "Sold, will you take a check?" he asks. "Sure" I tell him.

Now with the sale made all I have to do is show them how to attach the various heads to the power plant, and how to change the belts.

An hour later I thank them for the sale, tell Mary to enjoy her Kirby, put the two dozen leads in my demo kit, and go on to my next demo.