By Grant Olewiler

Why is it that more than 65 percent of the CE Pro 100 companies are not offering central vacuums? Is it the ugly step-child the industry only offers when it’s absolutely necessary? Is the category not sexy enough? Is the price point too low to include in a package?

Our company participated in a recent CE Pro 100 Summit and even offered a free vacuum system for each of the participants. Yet, they still didn’t pursue the offer.

How do you reconcile this with regular statements from industry leaders that claim that central vacuums are one of their most important category products?

It’s time for the industry to wake up. Maybe you’ll never get excited about selling vacuum cleaners, but you should have a proper perspective of this as a “must have” item.

In Canada every home has the central vacuum pipe-work automatically installed during construction. This year in the U.S. a paltry 145,000 central vacuums are projected to be installed, according to Appliance Magazine. That’s pathetic compared to the over 12 million portable vacuums sold.

Central vacuums have been clinically proven to provide one of the greatest health benefits for allergy and asthma patients because the air is exhausted outside the home. The aging population loves the lightweight convenience and versatility, especially in multi-level homes. The product fits the green initiative perfectly with tremendous efficiency.

Get Educated

So why doesn’t the average CE pro install them? I believe the acceptance of this product centers around education and information.

The major gaps in knowledge are related to the profit potential, ease of sale and installation and technical aspects. No one wants to add a category that will contain a huge learning curve, but central vac offers one of the easiest entry pathways.

Profit Potential

A central vacuum installation in a 3,500-square-foot home sells for about $2,500 with about $800 in component costs in the U.S. A pro should be able to complete the installation in less than eight hours. Do the math. The quick-added profit is hard to argue with.

We are told regularly that dealers love the central vacuum because it does not require any tweaking after you leave the home. In fact the accolades for the central vac are higher than most other installed devices. The central vacuum is often what brings in the referrals of new clients.

Ease of Sale

Matt Panter of Waco, Texas-based Panter Home Theater received an Internet referral for a Silent Master Central Vacuum on George Bush’s home and ended up doing over $30,000 of electronics because of the quality of the lead. The central vacuum can be your entrance into projects you never knew existed.

Upon gaining the clients’ trust on any one of your trades, the add-on sales are far easier.

Ease of Installation

I believe this is the major barrier keeping CE pros out of the C-Vac market. Having exhibited at 12 CEDIA Expos and almost all EHX events, I’ve had the dealers come up to me excited about selling central vacs but lost with the installation. New or existing construction projects are actually quite easy with the aid of training manuals and videos. Or subcontract out the installation to other experts in the area who would love the additional work. They can often assist with ongoing maintenance as well.

Technical Aspects

“CFM,” “waterlift” and “airwatts” are all Greek to the average integrator. Take an hour to browse the thousands of educational pages. Over 12,000 product reviews there can help you understand what the clients appreciate and what they don’t like. And if you can’t find an answer, technicians can respond to your e-mails.

Don’t let a lack of education keep you from adding this great category to your package of products. Give central vacuums an opportunity to prove themselves and you’ll find a bright spot in these tough times. The market for existing home central vacuum installations is unbelievable and now is an ideal time for you to educate yourself on it.

Come out to California and I’ll train you myself!

MD Manufacturing is proud to announce the release of the new Flo-Master M60 Central Vacuum! Just over a foot tall, this compact unit is absolutely perfect for any tight space or modest application. Here are just a few ideas for an M60 installation:

- Kitchen for VacPan, VacnSeal, Vroom
- Media room addition
- Fits in cabinet, stairwell, crawl space, closet
- New and retrofit RV installations

The RV vacuum boasts 453 Airwatts, which is quite impressive for such a small unit. MD Manufacturing also provides 3 types of installation and attachment kits with this unit (Basic, Deluxe and Electric). This not only makes installation in most small applications easy, but it also makes the vacuum the most effective when in use, especially when it is paired with the Stealth electric brush.
To learn about the whole Flo-Master central vacuum family including the M60 RV vacuum, visit the Flo-Master web site or view this PDF.

Many central vacuum users may not know that every season MD Manufacturing gives away either a central vacuum, central vacuum attachment kit, or BOTH! At the MD Central Vacuum Giveaway web page, users can access past winners and sign-up for a chance to win a SilentMaster S44 during the Summer Giveaway session. Check it out. It’s free!

M.D. Manufacturing boldly announced at the recent VDTA Show in Las Vegas that they refuse to participate in the current recession!  It’s one thing to make such a statement, it’s another to live it out.  By the looks of the constant crowd of dealers around the booth you had to figure something different was happening there. 

Show participants have always anticipated that MD would be always presenting new ideas to the industry and this year proved consistent.  Of greatest interest was their new Vacuum Pipe Inspection Camera System.  This very cool suitcase kit contains a 60 foot fiber optic black & white camera system that can be inserted into the piping system to detect clogs, breaks, or any other abnormality in the pipes.  Its infrared lighting illuminates the pipe crystal-clear on the accompanying video screen reducing tons of hours of potential research work.  Simply remove an inlet and start the inspection.  It even contains a battery back-up system when power is not available on the job site.  MD plans an exciting launch of this product for a dealer cost of $499.

Additionally MD displayed a new PetVac kit that allow you to vacuum and groom dogs or cats with an awesome new tool but its fifteen foot hose contains a bleeder valve at the opposite end to keep from disturbing the animal near you.  And they also had a new inexpensive plastic separator bucket system.  Most homeowners rarely need to pick up water but what a convenience when it is needed.  Rather than retailing at over $150, this slick unit will be sold for less than $50.

MD also displayed a new hand-held electric beater brush that will fit right on the end of any electric hose.  No more loud air-driven tools; this one is great for staircases, couches or the interior of your car.  Speaking of small places, MD also displayed their new “MDU” unit for small central vacuum applications.  Measuring in at less that one cubic foot, this quiet, powerful central vacuum can fit inside cabinets, or will work ideal for RV and boat applications.  It’s new Allerex filtration system will also capture an amazing percentage of micro-particles.  MD hopes to introduce this to the market also in the next few months.

The Central Vacuum Track of seminars also showed no sign of the recession;  More than 50 dealers faithfully sat through hours of training including creative marketing techniques, installation helps, existing home installation, central vacuum technical theory and a comprehensive course on service.  Reaction of the participants indicated that this was a highlight of the entire show.

Its unfortunate if you missed the convention but let this be a catalyst to insure that you make a concerted effort to be a part of the show next year.  Overcoming a shifting economy can be far easier with a plan of action different than your historic direction.  We must constantly be making these adjustments or our business will simply be just like the other guy down the street.  So join MD in avoiding this so-called recession!  

While the major markets of the world are experiencing tremendous turmoil; especially in the construction sector, many smaller nations are finding this as an excellent time to welcome new products and construction amenities.

Hernan Guembas, President of Aspiratek S.A.C of Miraflores, Peru recently found out how excited his new market was for central vacuums.  Hernan entered an M.D. Manufacturing Central Vacuum unit into Peru’s recent Trade Show contest for the Most Innovative Product of the Year.  “Peru’s interest in central vacuums is phenomenal,” said Hernan, “Architects, builders and homeowners all were thrilled with the concept of healthy cleaning.”

Peru’s annual EXCON 2008, the country’s largest construction trade show, is organized by CAPECO, the Peruvian Chamber for Construction in Peru and attracted more than 50,000 visitors this year.  Hernan, a newer dealer of M.D. Manufacturing products knew the product would sell itself in a market which is quickly adapting to North American appliances.

Product launches into new markets are not easy but Hernan and his staff intended to make as grand of an early impression on the Peruvian market as possible.  For his efforts, the show rewarded him with the “Best of the Show” Award, the show’s top honor!  Although the President of Peru was hoping to present the award, it was administered by Mr. Enrique Cornejo, Minister of Housing and Mr. Lelio Balarezo Young, President of the Peruvian Chamber of Construction.

Installations in the country are far different than North American construction because of the concrete block walls rather than wood or steel frame construction.  Hernan’s company, a long-time HVAC contractor, was well versed in the proper construction techniques and has easily adapted to the demands of the design.

Congratulations to Hernan Guembes and his staff at Thermotrol / Aspiratek  for introducing Central Vacuums to Peru and having the Most Innovative Construction Product of the Year in Peru in 2008!

Picture 1 (above):
Mr. Jorge Guembes. Mr. Hernan Guembes P, Mr. Hernan Guembes F. (My Father), Mr. Alfonso Guembes, Director

Picture 2 (right):
Mr. Lelio Balarezo Young (President of the Peruvian Chamber of Construction CAPECO), Mr. Enrique Cornejo, Minister of Housing, Mr. Hernán Guembes P., Mr. Jorge Guembes, on the prizing ceremony at the inauguration of EXCON 2008.

M.D. Manufacturing has been an active part of the Custom Electronic Design Installation Association for the past 12 years and was very pleased to participate in their 2008 Convention in Denver, Co Sept 4-7th, 2008.

As always, we find a tremendous amount of companies desiring to add central vacuums to their line card of products they install. Who would not enjoy an additional $1,000 profit for a few hours work? It was also an excellent opportunity to speak with many of you in regards to the latest products offered by MD and also to receive excellent feedback on our existing products and services. I must admit that is always a joy to hear so many compliments on our staff and the great job they do insuring that the dealers receive the right products for all their needs.

MD passed out T-shirts showing a TV screen that had a film of dust on it where someone had written with their finger, “It’s time for a Central Vacuum.” This subliminal message identified the fact that portable vacuums stir up a far greater amount of dust than a central vacuum and costly electronics would last longer if the home had a central vacuum.

Many other competitive brands of central vacuums appeared at this year’s show and here were some of the highlights: Nutone showed off the Flexible Technologies hose that has a 30 foot stretch-hose contained within a 15 foot vinyl hose. An electric switch on the end, combined with suction would pull it back t the 15 foot original length. Beam had a similar hose the previous year.

Dirt Devil (Vacuflo) showed off their new Vrroom hose that was a stretch hose contained within a retractable casing that was mounted in a cabinet. Upon lifting the wand, the hose activated and you could pull it about 25 feet out of the cabinet for easy cleaning. Installers would need to put a pipe-stub in the cupboard or under a work bench and the suggested retail cost of the Vrroom was $199 plus installation. They also were still showing the Hide-a-Hose system that sucks back into the wall.

Stopping by the Electrolux / Beam booth you could get a free shot of oxygen in your lungs and they also had a new air filter system that attached to the return air intake of your HVAC system. Honneywell (a Beam-made unit), Hayden, Vacu-Maid, and Linear Air Vac were all there but did not appear to have any new products.

As usual, the MD booth was full of energy and excitement. The MD staff were showing off our new S44 and M85 units as well as the new brochures and Training DVD’s. Our CentraMop and Manta continued to be big hits as well as our Quick-Click hose. It was great to have Steve Spriet a part of the team this year because of his 18 years of experience in the industry; of course Rebecca was a great help as well and Stan Mann has risen to the occasion to represent MD as the industry leader.

We greatly appreciate the hundreds who stopped by and especially our own dealers who spent time in our booth. We trust that your time was well spent!

Michael Goldberg was arrested Sunday after a home show customer contacted St. John’s police. (CBC)

Police in St. John’s laid 11 more fraud charges against a U.S. man arrested after setting up a booth at a weekend home show.

Michael Goldberg, 51, was selling vacuum cleaning systems from a booth at Mile One Centre.

The Royal Newfoundland Constabulary launched an investigation after a customer contacted police after finding a fraud alert on the website of Vacu-Maid, whose products Goldberg was representing. Goldberg was specifically named in the alert.

One charge of fraud was laid Monday against Goldberg, who the RNC said has done business under other names.

Goldberg is not seeking bail and is being held in custody in St. John’s.

A warrant was issued for Goldberg in Sacramento County in California, although the RNC says U.S. officials do not at this time want to extradite him.

Investigators in Newfoundland announced on May 6^th that they had finally caught up with Michael Goldberg, who had been running from the law in at least 5 states. Goldberg had attended Home Shows in cities from Hawaii to Minnesota where he would take deposits for central vacuums; yet he never would deliver the goods. Goldberg also conned central vacuum installers for installations and would not pay them for their services. Most of all, unsuspecting consumers were bilked out of tens of thousands of dollars for a number of products.

The last we heard, he had headed to Canada, while authorities at the border were awaiting his re-entry to arrest him. The law caught up with him earlier than expected and he was arrested in Canada. Over the past three years, various dealers of ours have reported that Goldberg came to them claiming MD had recommended them for installation expertise. MD had spoken with Michael Goldberg at one point (he also had five other alias’) and saw through his scheme. He was officially refused business with MD. We understand that he did choose a number of other manufacturers to purchase from but would use MD’s extensive dealer locater to find dealers for his installs.

Thankfully he is now behind bars. If you have additional information on the case you might want to contact Police Sgt. Victor Quezada of Sandy Utah who has been pursuing Michael for some time.