The world needs more vacuum dealers like David Epstein!
I strolled into State Vacuum in Tampa last week to check on our local dealer while I was in the region attending an ASTM meeting. This is not a procedure I normally fine adequate time for, but wish I could do more often. State vacuum has been in the business for over 61 years and selling MD Central Vacuums since the late 1970’s! David Epstein took over for his father Bernie (of whom is named the Bernie Epstein VDTA Scholarship) and David has continued to build on the incredible reputation of his family.
Seeing my visit was not a formal one, David continued to conduct business and personally greeted almost every client who came through the door, Most of whom he knew by name. He was not put off by a customer’s request for simple paper bag replacements but carefully walked her to the back of the showroom and identified the parts by memory. I watched him strategically sell two portable vacuums in a matter of about ten minutes, quickly moving one client who’s heart was set on the “Consumer Report” best buy.
Sure enough two guys came in looking for a central vacuum and David walked them through their options. He quickly identified that they were already internet shopping and put them in models comparable to what they were considering. Of course, he showed them reasons for considering a higher-quality option. As I watched the prospective client walk through objections, I noticed a few clear hot-buttons. One was accessories and the other was a need for a shorter hose. When David explained the Quick-Click hose which normally uses a 20 foot hose with a 10 foot extension, they instantly found a solution not offered elsewhere.
In a matter of 15 minutes I saw firsthand David’s ability to accurately decipher needs, his proper application of knowledge, and his personal attention that must be the hallmark that has made State Vacuum an institution in the city of Tampa.
So for the rest of you MD dealers, keep your eyes open, we may be stopping in on your shop as well! It’s great to have such confidence in all our MD dealers.