interactive health selling guide

Transcription

INTERACTIVE HEALTH SELLING GUIDE
WELCOME TO THE
EXCITINGWORLD
WORLD
EXCITING
OF
HUMAN TOUCH
TOUCH
HUMAN
TECHNOLOGY
TECHNOLOGY
ROBOTIC MASSAGE CHAIRS
Sales Staff Confidential Material
Table of Contents
1. Welcome from CEO Craig Womack ...................................................................................................................... 3
2. The Robotic Massage Chair Market ...................................................................................................................... 4
3. This is Human Touch Technology ......................................................................................................................... 6
How the Quad Roller Assembly Works
Types of Massage
Endorsements: ACCO, WFC
4. Know Your Remote Controller ............................................................................................................................... 8
5. How to Demonstrate the Features and Functions of HTT Robotic Massage Chairs ...................................... 14
6. Chair Set-Up, Replacing Parts, and Warranties .................................................................................................. 22
7. Other IH products: Foot Massagers, and the Perfect Chairs ............................................................................. 25
8. IH Company History ................................................................................................................................................ 29
9. FAQs ......................................................................................................................................................................... 30
10. Contact IH for More Information, Other Resources for Sales Associates ....................................................... 34
Welcome to the
Exciting World of
Human Touch Technology
Robotic Massage Chairs
Dear Interactive Health Retailer,
On behalf of Interactive Health, I’m delighted to welcome you to our growing network of retail
furniture sellers. We’re proud to offer one of the world’s most exciting health maintenance products: our extraordinary lines of Human Touch Technology® Robotic Massage Chairs and accessories.
In this Selling Guide you’ll learn everything you need to know about selling these high-quality,
high-technology products to your customers. You’ll learn about the exploding market for robotic
massage furniture, our product lines and their respective features and benefits, and ways to effectively demonstrate our products to your customers. Our goal is to give you the know-how you
need to close sales and make money! And you can feel good about your work because our products bring effective stress relief and other important health benefits to your customers.
We’re especially pleased to prepare this Selling Guide for your company. We know a lot about
your stores’ fine reputation as a seller of quality, innovative furniture and we’re honored to be
among the excellent brand names sold in your furniture stores.
Please take a few minutes to carefully read this selling guide and visit our Web site:
www.interhealth.com for detailed product brochures and other downloadable information. The
more you know about our products the easier it’ll be for you to generate sales and earn commissions. Once again, on behalf of Interactive Health, welcome to our retail sales team!
Wishing you much success,
Craig P. Womack
Chief Executive Officer
Interactive Health, Inc.
3
The Market for Robotic Massage Furniture
People around the world are discovering what robotic massage furniture can offer them:
amazing stress reduction, relief from neck and back pain, invigorating muscle toning, and an
overall feeling of improved health and well-being, all in the privacy of one’s own home, whenever
desired. It’s not a fad or a craze, but genuine comfort and relief for people in need.
Since 2000, robotic massage furniture sales in North
America have increased on an average of 8% per year.
In the world of retail sales this is a remarkable growth
rate! By the year 2009, industry experts predict that 4% of
all the homes in the United States and Canada will own
some type of robotic massage furniture. That 4% figure
translates to over 5,000,000 homes! And this growth prediction doesn’t take into account other important buyers of
these products: chiropractors, fitness centers, and rehab
clinics.
As a seller of Interactive Health’s Human Touch
Technology products, you’re at the crest of this wave, selling the world’s best robotic massage
products. By improving your knowledge and demonstration skills, you too can participate in the
rapidly growing health and wellness category.
It’s a once-in-a-lifetime opportunity to be a leader in this category!
Why People Buy Our Products: STRESS RELIEF!
People see the value of exercise, nutrition, and stress relief, and they’re willing to invest in it.
This recognition is driving the emerging market for “health and wellness” products.
For thousands of years the art of therapeutic massage has been a highly effective form of
stress relief. Skillful hands applied to tense muscles work wonders at melting away stress while
improving a person’s physical and mental state. But a truly good massage requires professional
know-how, and many people simply can’t afford the high-cost of seeing a professional masseuse
on a regular basis.
4
But now there’s Human Touch Technology robotic massage from Interactive Health. At long last
there’s a robotic massage system that truly duplicates all the penetrating, soothing, and relaxing
motions of a professional masseuse. Human Touch Technology® massage chairs provide outstanding stress relief and relief from neck and back pain.*
For these and other reasons it’s no wonder that people want our products. Always mention
the superior stress relief benefits of Human Touch Technology® products to your customers. Stress relief is the #1 reason most people buy our products!
*We don’t claim to cure any medical condition. All medical diagnosis and treatment should be conducted
by a medical doctor or licensed healthcare practitioner. Human Touch Technology® products can be a
useful component of a treatment or rehab program.
5
This is Human Touch Technology®
Robotic massage furniture has been on the market since the 1960s. The early systems typically
vibrated, heated, or applied a single mechanical motion to the user’s back at various speeds.
“Shake and Bake” was how it was often described and these products were limited in their ability
to deliver effective, therapeutic, massages. Professional masseuses hardly felt threatened by their
mechanical counterparts.
But everything changed in 2003 when Interactive Health
introduced its revolutionary Human Touch Technology®
robotic massage chair. Here at last was a robotic massage
system that actually duplicated the motions, feel, and
results of a pair of professional massaging hands!
How does HTT do this?
Human Touch Technology® is based on a multi-patented
robotic mechanism that uses three motors and a unique
quad roller assembly. This mechanism, which acts like
a masseuse’s wrists, arms, and hands, follows the natural
curves of the spine, delivering a massage that feels
remarkably human.
The quad roller assembly can be controlled by the user
to perform all the major massage motions:
- Rolling, which gently relieves tension and loosens muscles along the spine,
- Kneading, a circular, pressing motion that goes deeper to lift and stretch muscles for improved
circulation,
- Percussion, a rapidly tapping motion that flexes spinal joints, relieves pressure, and invigorates
the entire back, and . . .
- Compression, a mode exclusive to HTT, that firmly pushes muscles on each side of the spine,
for improved mobility and posture.
Some of our products also offer a combination kneading-percussion mode.
No other robotic massage system on the market can match the range of massage
motions offered by Human Touch Technology®! Tell your customers about this!”
6
The American College of Chiropractic Orthopedists and the World Federation of
Chiropractic endorse HTT™ as their preferred robotic massage system.
Both the ACCO and WFC logos will be appearing on Human Touch Technology® products and
advertising.
These are important endorsements from recognized professional health care
associations!
Such endorsements are valuable selling tools that establish the legitimacy and effectiveness
of our products and technology.
Be sure you mention these endorsements to your customers!
7
Know Your Remote Controller
Every Human Touch Technology® and iJoy chair comes with a handheld remote controller.
Although these controllers differ in size, layout, capabilities, and functions, they all work pretty
much the same way through a core of common controls. They also share an intuitive and logical
layout that makes them easy to understand and even easier to use.
Spend some time using the remote controllers for the chairs you’ll be
selling, and get to the point where you can clearly and easily explain these
controllers to your customers.
Your controller savvy will go a long way towards moving your customers towards the
buying decision. If you get confused or flustered using the controller, customers could get the
impression that the chair is too complicated for them to use and enjoy.
So let’s take a tour of some middle-of-the-line controllers for Human Touch Technology®
and iJoy chairs.
8
Figure 4.01
9
Figure 4.02
10
Figure 4.03
11
Figure 4.04
12
Figure 4.05
13
How to Demonstrate the Features and Functions
of an Human Touch Technology® Robotic Massage
Chair to Customers
In this section of the Selling Guide we’ll show you our proven 3 step method for demonstrating
the features and functions of Human Touch Technology® robotic massage chairs. This is
probably the most important section of this guide, so please read it carefully. It’s a smart
idea to practice a few demonstrations with your coworkers before engaging actual customers.
Remember that you don’t have to deliver this demonstration word for word. In fact, it will sound
better if you say things in your own way, but learn these steps in this order for best results.
Customer demonstration is more important to selling our products than is the case with
standard furniture because our products are true high technology products. Our HTT™ product
lines use scientific design, state-of-the-art robotics, and versatile programming capabilities to
achieve the world’s best robotic massage experience – a robotic massage that truly has “the
human touch.”
14
Interactive Health has invested years of research and millions of dollars into the design,
testing, and construction of all its HTT™ products. Therefore it’s critically important that you
position HTT and our associated products to your customers as true high-technology
products. This concept, along with our ability to relieve stress and neck/back pain, should drive
your demonstrations.
Remember that demonstrating an Human Touch Technology® chair is not some passive
process where you simply answer questions and let the customer “kick the tires”. It’s a planned
process that you, the sales associate, guide and control from start to finish!
Good demonstrations are built on a game-plan that lays out the product’s features and
benefits in a way that most engages the customer and builds their desire to own the product.
So let’s see what our demonstration game-plan looks like.
Step 1: “Sitting is Believing:” Build interest and get them in the chair!
Probably very few customers will come into your store looking for massage chairs. A lot of
people don’t even know that there are such products as robotic massage chairs. So you must first
make them aware of these products and build their interest in them. You might say something
like: “Did you know that we now carry these incredible robotic massage chairs from Interactive
Health? You really should try them out. They’re amazing!”
Say it your own way, but get them aware and interested!
Interactive Health’s tag line is “Sitting Is Believing” because we know that’s what sells
our chairs. Customers must personally experience the chair or they won’t buy it. So after
you’ve got the customer’s interest, ask them to have a seat in the chair. Everything that follows will
flow from there.
15
Even better, if both spouses or significant others are present, get them both seated in chairs at
the same time!
Step 2: Let Them Experience an HTT™ Massage
Your customer is now seated comfortably in the chair and they’re probably interested in what’s
going to happen next. Tell them that if they can spare just 15 minutes they can experience a
wonderfully relaxing and invigorating massage like they never thought possible from a chair. Most
people, if they’re not in a big hurry, will accept this invitation. Let the customer know that this is
their special time to just relax and enjoy the massage for 15 minutes.
Before you start any massage, first determine the customer’s “Massage Level.”
Nobody wants a massage that’s too intense! Before starting any massage demonstration you
must first determine the customer’s massage experience and tolerance level. A Human Touch
Technology® chair can deliver massages from mild to intense, and we mean intense! So ask your
customer: “Would you prefer a gentle massage or are you up for something more intensive?”
This is also a good time to ask if they have any known medical conditions, such as a spinal
injury or on-going back pain, that might possibly be aggravated by any kind of massage. Of
course if that’s the case you’ll need to stop the demo then and there. (But be sure to ask if they
have family or friends who would possibly be interested in a robotic massage chair. If so, invite
them to bring those people in for a relaxing, stress-free massage.)
Now you can set-up the chair for the right intensity of massage. Explain that there’s no one
button that controls intensity. Instead we achieve better intensity control through chair
recline and removable padding.
First show your customer that the more the chair is reclined, the more intense their
massage.
16
The reason is very simple. As the chair’s reclined, more of the user’s weight pushes against
the robotic massager. The full upright position is therefore mild, while the full recline position is
maximum intensity.
With either the remote controller, or the manual recline lever (if that’s how your chair’s
equipped) show the customer that they can adjust the chair to any point between full upright and
full recline.
For further customization, ask the customer to lean forward so you can remove the pillow
covering the neck window. Explain that this window lets them better feel the chair’s neck
massaging motions, if they so desire.
If your chair is fitted with a calf and foot massager, rotate it into place and have the customer
place their calves or feet in the massager. (The customer should remove their shoes before
placing their feet into the foot massager.)
We suggest you select the full body pre-programmed massage. With the chair positioned with
the correct recline (to give your customer the correct intensity) they’ll be able to experience the full
range of massage motions without interruption. All massages are pre-programmed to run only 15
minutes.
So get them started and let them drift off into Massage Paradise!
17
Once they’re comfortable, don’t distract them, and don’t hover around!
You can walk away but you’ll want to stay close enough to keep an eye on them. Return in
about fifteen minutes and ask them to describe their massage experience. You’ll likely hear some
very enthusiastic praise for the chair!
Ask the customer what they particularly liked about their massage experience and ask
them what they’d like to see more of from the chair.
Step 3: Show and Sell
Now you can describe what HTT™ is and how it works. Describe the three motor system
and our unique quad roller assembly that together replicate all four major massage modes:
compression, kneading, rolling, and percussion.
Remember, first you show them, then you can sell to them!
Pre-Programmed Massaging
On the remote controller you’ll find
controls for the 3 pre-programmed
massage modes that come with
every Human Touch Technology®
and iJoy Chair. (If you’re unfamiliar
with the remote controller review
section 4 for a few minutes and
then return here.)
These modes are: upper body,
lower body, or full body.
Explain that these preprogrammed
modes automatically combine the chair’s different massage motions for satisfying and effective
massages.
These modes are activated with three buttons located on the side of the controller.
Show how these modes automatically adjust the chair’s roller width for optimal results.
18
Custom Massaging
Now you’re ready to show the customer how specific body areas can be targeted through
custom massaging. This is a very effective part of the demonstration!
Talk to your customer and find out what they really liked about their 15 minute massage and
what they want more of. Or ask them what part of their back really seems to get sore most often or
feels tense most often.
After you’ve determined the customer’s most important massage needs, use the controller’s
up-down arrows to precisely position the massager rollers. This could be anywhere from the
lower back to the upper neck.
Again, with the controller, select a
massage mode, or combination of
modes, and the massage range:
full body, partial roll, or in a
specific spot. (You can see again
why it’s so important that you master
the use of the remote controller, so
practice that.)
Let your customer experience this
custom massage for a minute or
so. Emphasize the relaxation and
stress reduction benefits they’re
probably already feeling. Remember
that stress relief is one of the main
reasons people buy these chairs.
You can finish this part of the demonstration by returning to the calf and foot massager, if your
chair is equipped with this feature.
Start the foot massager on slow mode while you describe the three dimensional massage
and reflexology benefits obtained from calf and foot massaging.
Three Dimensional Massaging and Reflexology
For our unique three dimensional massaging of the foot and calves, the Human Touch Technology® chair
works both sides of the calf and the soles of the feet simultaneously. The result is an unusually relaxing massage that simultaneously soothes and invigorates these vital areas.
Reflexology is an ancient healing art practiced in China for thousands of years. Reflexology is based on the
theory that massaging certain areas of the feet yield health benefits to various areas of the body. Reflexology
charts detail what areas of the feet affect what body areas. Millions of people around the world practice and
believe in the healing powers of reflexology.
19
Optional: Demonstrate “Stretch”
An exciting new feature found on our higher-end Human Touch Technology® chairs (the HT
125 and HT 136 for example) is “stretch”. People who suffer from chronic back pain are likely
candidates for stretch relief. For some customers “stretch” is the deal clincher.
To demonstrate stretch, have the customer place their legs in the calf massager. Press the
“stretch” button on the controller and hold it until you hear three beeps. The chair goes into full
recline, almost level.
Now the calf massager gently closes on the customer’s legs, holding them in place while the
robot massager positions itself under the small of the back and pushes up.
The calf massager gently releases and grabs the legs as the chair goes through its stretch
and relax cycle. This mode works just like traction to stretch and uncompress the spine. It feels
great and your customers will be impressed!
Interactive Health makes the only chairs on the market that do stretch and for many people it’s
a huge reason why they buy a chair.
20
Re-set
As we’ve seen, these chairs do a lot of different massages, and your customer may ask:
“After the massage how do I get up easily and re-set everything to start over?”
Show them that they can do this with the restore button on the controller.
Just one push and the chair returns to an upright position with the rollers stopped and parked at
the top of the chair back.
That concludes the actual product feature and functions demonstration. By now you probably have
an enthusiastic new convert to HTT™ robotic massaging and someone who’s gone from curious
skeptic to serious buyer. Good work!
Before you can make the sale there are still a few other important steps you need to cover to
complete your overall sales presentation. In the next section we’ll cover those areas: chair set-up,
easy replacement of main parts, and our warranty programs.
21
Chair Set-Up, Replacing Parts, and Warranties
Robotic massage chairs from Interactive Health have a big advantage over the competition
because they’re exceptionally easy and fast to set-up from the shipping box. Our chairs are
also modular in design. That means that the chair back, seat, calf and foot massager, and
remote controller can all be easily detached from the chair frame for replacement. If any of these
components need to be replaced there’s no need to return the entire chair to Interactive Health.
Our easy set-up and modular design are important selling points that you’ll want to demonstrate
to your customers after you’ve finished the actual product demo. These design advantages can
go a long way towards closing sales for you.
Human Touch Chair Tear-Down
Before you can demonstrate set-up you’ll first
have to do a “tear-down” to get the chair into its
shipping configuration. Both tear-down and setup are easy, non-technical procedures that you
can get the hang of, with some practice, in a few
minutes.
The first step in tear-down is to remove the back
and seat padding. This is easily accomplished
because they attach to the frame with Velcro strips.
So remove all the pads.
The next step is to fold the chair forward and
neatly stack the pads on top.
Tell the customer this is how the chair arrives
from the factory in its shipper. That’s it!
22
Now that you’ve got the chair in its shipping configuration, it’s easy to show the customer a few
important items on the back of the chair.
1. Serial Number
Why is it important to show the customer the serial number? The answer is because this
number further positions the chair as a technology product instead of a routine piece of furniture.
You want customers to know that!
The serial number tracks the age of the chair, its ownership, its warranty, and other information
associated with high tech products. Make sure you point out the serial number.
2. On-Off switch
Interactive Health gets a lot of phone calls to its service
center from customers who don’t know about this switch.
These people complain that their chair doesn’t work when all
they have to do is turn it on. Next to the on-off switch is the
jack where the remote control unit connects to the chair. If the
controller ever needs replacing, it can be quickly removed with a
screwdriver and a new controller reinstalled just as easily.
Human Touch Chair Set-Up
Guess what, this is just tear-down in reverse! And it goes
even quicker. Open the chair up and install the padding with the
Velcro straps. Remember that on the flap with Velcro goes in the front, not in the back, and
wraps around the metal bar. Plug in the controller and you’re ready to go, simple as that!
You’ll want to practice the set-up a few times so that you can demonstrate it smoothly to
the customer. Show them how easy it is to set-up the chair, but don’t work too fast or the
customer may lose track of what you’re doing.
Replacing Chair Components
HTT chairs are modular in design and some of the main components can be easily replaced if
necessary.
For example, the back of the chair can be replaced by using just a Phillips-head screwdriver.
In some chair models, this is done by unscrewing the two outer side panels to expose two cotter
pins. Pull the pins manually to disconnect the chair back from the chair frame. The entire chair
back now easily detaches from the chair frame. The back weighs about 35 pounds, so lift carefully.
23
Other chair models use a pull-tube hinge assembly covered by a screw-on cap. For these
chairs simply unscrew the cap with a Phillips-head screwdriver and carefully pull out the tube or
metal rod that forms the hinge between the chair’s back and seat. Once again the entire chair
back now easily detaches from the chair frame.
A Phillips-head screwdriver is also the only tool needed to detach the calf and foot massager
and remote controller.
One thing to point out is that the motors and robotic massage assembly inside the chair are
factory-sealed units and must be serviced only by certified IH technicians. Remind customers that
any attempts by them to open the motor/robotic assemblies will void their warranty.
Warranties
Human Touch Technology® and iJoy robotic massage chairs are high-quality products
designed for years of trouble-free operation. We’re proud to back them up with strong warranties.
In our standard warranty, the chair is covered by a limited three-year warranty. Any moving
parts, like the controller and massage mechanism, are covered by a one-year warranty.
Extended warranty plans for 1, 2, 3, and 5 years are also available for Human Touch
Technology® and iJoy chairs. Extended warranties can only be purchased through Interactive
Health so go to their Web site or call them for more details. These extended warranties are a
terrific value and a great way for customers to protect their investment.
We also sell extended service warranties which are excellent value add-ons for insuring the
long term enjoyment of our products. Be sure to recommend them to all your customers.
See our Web site www.interhealth.com for details on all our warranties.
24
IH Foot Massagers and Perfect Chairs
Besides the world’s best robotic massage chairs, Interactive Health makes some other
incredible products too, some of which also use Human Touch Technology®.
Don’t miss-out on these important sources of add-on sales revenues. Learn to sell our
accessory products too. You’ll be glad that you did!
The Ottoman Calf and Foot Robotic Massagers
The perfect complement to an Human Touch or iJoy chair. These quality massagers provide
invigorating three dimensional massages to tired calves and aching feet.
25
26
The Perfect Chair: Form, Function, Comfort
And for customers who want an excellently designed, top-quality non-massage chair, we offer a
product line appropriately named “The Perfect Chair.”
Once in a while a product comes along that seems different…something that not only serves its
purpose, but redefines it, a product with craftsmanship that goes beyond the norm. Its design has
a look that is everlasting. Something like this has only one word to describe it: PERFECT.
The zero-gravity Perfect Chair®, with its unique balance of back support, seating comfort,
aesthetic and architectural design, delivers the optimum mode for neutral posture. Sit back, relax,
and take the weight off your back.
Get your customer in this chair and recline all the way back so they can experience zero
gravity. With this chair fully reclined, your legs are elevated above your heart and pressure is
removed from the spine. Doctors recommend that this is the healthiest way to sit. Let them sit and
relax in this position for a few minutes. They will enjoy the deep relaxation this chair provides.
Our vision was to create a chair so special that it could live up to the name, “The Perfect Chair.”
By combining our patented Zero Gravity design with the finest materials available and superior
workmanship, we did it.
27
28
Company History
Interactive Health® has been developing leading edge massage technology for consumers
and professionals for over twenty years. Our strength comes from experience and a focused
commitment to what we do best - making high quality, effective massage products that improve
quality of life. While others in the business have followed the latest health crazes and fads,
Interactive Health has spent millions on research and development in the field of robotic massage
to create cutting edge solutions for consumers that relieve the pain and stress associated with
everyday life.
Interactive Health first introduced Robotic Massage® in 1979 with the Acu-Massage Table® for
medical professionals, institutions and professional athletes. We haven’t stopped innovating since.
In 1985 we pioneered the Robotic Massage ® Chair market with the first contoured tracking
system designed to follow the S-curve of the spine.
In 1987 we launched the first multi-function massage system with advanced computer controls.
In the 1990’s, we set new industry standards with Quad-Roller technology: a massage system
so powerful it has dominated the category for nearly a decade.
In 2003, the company introduced the iJoy Robotic Massage® chair that had a contemporary
style and the patented Human Touch Technology®.
Our commitment to the fields of chiropractic and orthopedic medicine, massage therapy and
stress management provide the basis for our research and development.
In military hospitals, clinics and physicians’ offices our massage technology is used as an
additional therapy option for the treatment of spinal disorders.
Interactive Health products are now found in over six thousand chiropractic offices and
the American College of Chiropractic Orthopedists endorses our patented Human Touch
Technology®.
Today our products are sold in leading specialty and retail furniture stores across North America
and around the world.
29
Frequently Asked Questions
1. The top-of-the-line Human Touch Technology® chairs cost several thousand dollars.
How do I defuse a customer’s possible sticker shock?
While acknowledging that some Human Touch Technology® chairs are not exactly cheap,
emphasize that all our chairs represent outstanding value and provide years of excellent
performance. Inform customers that Human Touch Technology® chairs are tested for 1368 hours
of use. Remind the customer of the substantial research and development costs for HTT, the high
quality materials used in each chair’s construction, and the strong warranty that backs up every
Interactive Health product.
Now ask the customer to consider the cost of getting a professional massage once a week for
a year. Those 52 massages will likely cost a lot more than even the most expensive Human Touch
Technology® chair. And the savings gained from Human Touch Technology® chair ownership will
only increase over the years that the customer owns and uses the chair. (And there’s no need to
tip the masseuse, either!)
If price is still a sticking point, tell the customer that you offer a range of quality Interactive
Health massage chairs at different price points. The iJOY 100, for example, is priced where almost
all health and wellness furniture buyers can afford to buy.
2. How should I match a customer to an Human Touch Technology® chair?
A good strategy is to always start at the top of the line and work your way down. Down-selling
is generally easier than up-selling, so begin with the best chair you stock and move down a rung
at a time until you find the most chair for the customer’s budget.
3. My customer says that “such and such” brand has X-Y-Z features that Interactive Health
chairs don’t have. How do I respond?
Your best response to any feature-to-feature comparison with other brands is to re-emphasize
that only Interactive Health has Human Touch Technology®. Other manufacturers may offer a few
more bells and whistles, but we have the core technology that makes a difference in the massage
experience that users receive in the chair. HTT™ is far more valuable than additional minor
features.
30
4. What does the warranty cover and how long is it covered?
Our warranties may vary, depending on the chair. For up to date warranty information, please
speak to your IH sales representative or contact Interactive Health directly at www.interhealth.com
or call customer service at 800-355-2762
5. The customer says that the calf/foot massager on the HT-135 feels too tight around their
calves. Is there an alternative chair to show them?
Yes. We suggest you try the HT-095. It does not have a calf/foot massager but it does have a
comfortable leg rest. Of course the chair gives great back massages with HTT.
6. What are some good accessories to sell with these chairs?
If a customer is leaning towards buying an iJOY without a calf/foot massager always suggest
an Ottoman 2.0 or 3.0. These ottomans provide excellent calf/foot massaging.
A SofTable is a useful, inexpensive add-on to any sale. It’s the same height as the iJOY and
comes in many colors and fabrics. The table-top lifts off to reveal a multi-level storage area,
perfect for stowing away remote controls, keys and other coffee-table clutter.
7. The customer says that a certain massage mode or intensity is painful for them. Is that
a good sign that the massage is effective? Should they continue with that massage despite
the pain?
Pain is never a good sign and its presence indicates that something is wrong inside the body.
A healthy massage should not feel painful! Tell the customer that they should immediately stop
the painful massage mode and contact their doctor or rehab specialist for evaluation of the pain
and its causes.
8. How does the customer clean the upholstery of their Human Touch Technology® chair?
Easy cleaning and maintenance is a feature of all Interactive Health products.
To clean the HT-125, 135 and 136 leather:
31
Blot spills and stains gently with a damp clean white cloth as soon as possible. If the leather
appears to be stained, use a solution of mild soap (Ivory or Neutrogena) on a slightly dampened
cloth. Wipe the area gently, do not rub! Do not use soaps or alcohol-based products for general
cleaning as they may dry out the leather.
To clean the HT-095, 100, 102, 104 leather match:
Spot clean using a water based upholstery shampoo, foam cleaner, or mild dry cleaning
solvent.
9. Can the customer purchase an extended warranty through my store?
Not at this time. Extended warranties can only be purchased directly from Interactive Health.
They should contact Interactive Health on-line or ask your store’s IH sales representative for more
information.
10. Can Human Touch and iJOY chairs be purchased only through the IH website?
For customer convenience our products can be seen and purchased at quality furniture stores
throughout the U.S. and Canada. Customers can check the Interactive Health Web site for a retail
store near them.
11. If the calf/foot massager is faulty does the customer have to return the entire chair to
Interactive Health?
No. Because these chairs are modular in design they can take the calf/foot massager off and
send in only that parts to be repaired. But tell customers that all chair components are designed
for long life and it’s rare that they’ll ever have any mechanical problems with normal usage.
12. Is there a single button the user can push on the massage chair to stop all functions
and return the chair to an upright position?
Yes. The “restore” button will immediately stop the current massage and restore the chair to the
full upright position. The leg/calf massager will also recline to its normal start position. This feature
is not available on all IH chair models.
32
13. How can the user make their massage more intense in their Human Touch
Technology® chair?
First they should remove the massage softening pad that’s zipped into the back of the chair.
Now they can recline the chair to the full near flat position. The combination no padding and
more of body weight pushing against the roller assembly in the reclined position will intensify the
massage. To make the massage less intense, the pillow should be re-installed into the zippered
compartment and the chair made more upright.
14. My customer said that he’s been shopping around and he’s getting the impression
that all massage chairs, regardless of manufacturer, are pretty much the same. What’s my
response to that?
Respond with a polite but emphatic “No!” Interactive Health has been in the business of
creating high-quality massage chairs using leading edge technology for over twenty years! We
have spent millions of dollars on research and development of these chairs. Only Interactive
Health offers the revolutionary Human Touch Technology in its chairs. Mention that chairs from
other manufacturers may “shake and bake” them but our chairs WILL improve their quality of life!
Better yet, have them to sit down in an Human Touch Technology® chair for a demonstration.
Sitting is believing!
15. I’ve heard that adding heat to a massage can increase circulation and massaging
effectiveness. Are there any IH chairs now on the market with a heating feature?
Yes. Interactive Health is introducing the HT-1650, a top of the line massage chair with a builtin heating component. This chair has many exciting technological advances that set it far apart
from the competition. If your customer shopping for the ultimate in home massaging with a heating
system, they must experience the HT-1650.
33
Contact IH for More Information,
Other Resources for Sales Associates
1. CONTACT IH FOR MORE INFORMATION
Interactive Health, Inc.
Corporate Headquarters
3030 Walnut Ave.
Long Beach, CA 90807
Phone: (800) 742-5493
Fax: (562) 426-9690
Customer service: (800) 355-2762
www.interhealth.com
For questions regarding the Interactive Health training video
and/or Selling Guide contact: Shantell Goodman
Phone: (630) 689-4154
Email:[email protected]
2. OTHER RESOURCES FOR SALES ASSOCIATES
You can contact your sales rep______________at_______________or contact Interactive
Health
34

interactive health selling guide

Transcription

Similar documents

Recommended Billing Codes for the Anatomotor Table For Cervical

Rubz Massage Family

nassage Instant massages in the privacy of your own home without

A procedural health literacy book based off of the game “Tarzan

Air Zero-G Massage Chair - Tai Sheng Healthcare Machinery Co., Ltd.

Moonbeam Massage

VYTHIRI RESORT Resource Sheet - See India Differently Luxury

Stress, sore muscles and back pain come in many

Ashiatsu at Spa qualia

The Spa Alasia Brochure