Sales of Travis Gas Products Sales of Travis

Sales of Travis Gas Products

Sales of Travis Gas Products We will be covering: • Using Marketing “Hot Button Phrases” to Add Value • Display Techniques • Sell Travis Industries! • Gas Fireplaces • Gas Inserts • Freestanding Gas Products

Sales of Travis Gas Products Travis Marketing “Hot Button” phrases Use these “Hot Button” phrases to add value during your sales presentation. Failure to add value in the end just makes product seem expensive. FEATURE + VALUE = CUSTOMER BENEFIT!

Sales of Travis Gas Products Travis Marketing “Hot Button” phrases • Ember-Fyre™ • Smart Temp • Green. Smart™ • Comfort Control™ • Accent or Down Lighting • High Output (Not HO) • Diamond-Fyre™ • Hi-Definition Logs • Dancing-Fyre™ • Crystal Clear Ceramic Glass • Film Cooling Technology • Brand Names • Iron. Works™, Artisan™ and Timberline™ • Deluxe Models • Da. Vinci Custom Fireplaces™ • Direct Connect Relationship To the House of Fire

Sales of Travis Gas Products “Hot Button” Ember-Fyre™ Burner The Award-Winning Ember-Fyre™ burner is found in the 21 TRV and 864 HO fireplaces, and as an option on the 564 HO fireplace. The Ember-Fyre is also available on the DVS and DVL gas inserts and the Northfield, Berkshire, Tree of Life and Greenfield gas stoves. The Ember-Fyre is known for its gorgeous, dancing yellow flame, flickering around a high-definition log set and glowing embers for the most realistic “wood-like” fire available in any gas appliance.

Sales of Travis Gas Products “Hot Button” Ember-Fyre™ Have you told the Ember-Fyre story today? Every customer walking into your store interested in gas products should hear it.

Sales of Travis Gas Products “Hot Button” Green. Smart™ 2

Sales of Travis Gas Products “Hot Button” Green. Smart™ 2 Green. Smart™ is a collection of components that drive our gas products. Don’t just call it a remote, call it Green. Smart Remote! ADD VALUE!

Sales of Travis Gas Products “Hot Button” Comfort Control™

Sales of Travis Gas Products “Hot Button” Comfort Control™ Most customers don’t know what “TURN DOWN RATIO” is, but everyone understands controlling their comfort!

Sales of Travis Gas Products “Hot Button” Diamond-Fyre™ and Diamond-Fyre™ II The Diamond-Fyre burner is found in the 3615, 4415 ST and 6015 Linear gas fireplace models, the 616 Diamond-Fyre gas insert and the Da. Vinci Custom Fireplace. These models all feature under-lit all glass floors. The Diamond-Fyre II is an option on the 564 HO gas fireplace with standard accent lighting. This model has the option of either Fyre-Stone Rock Kit or Driftwood Fyre-Art.

Sales of Travis Gas Products “Hot Button” Diamond-Fyre™ Not just an underlit burner, this is a DIAMOND-FYRE™ burner, sounds worthwhile and immediately ADDS VALUE!

Sales of Travis Gas Products “Hot Button” Dancing-Fyre™ Burner: The Dancing-Fyre burner is found in our 564 SS, 564 CF, 864 TRV, 864 CF and 865 ST fireplace models. The Dancing-Fyre burner is an option on the 564 HO fireplace and 430, 616, 31 DVI and 33 DVI gas insert models. This burner is also used in the NEW Avalon Radiant Plus Gas inserts and NEW FPX 4237 Clean Face Fireplace. These appliances feature a steel burner with standard log set offering a beautiful fire with glowing embers effect.

Sales of Travis Gas Products “Hot Button” Dancing-Fyre™ Every hearth manufacturer produces a steel pan burner, call ours “DANCING-FYRE™” Teamed with Hi-Definition Logs and you distance yourself from the competition.

Sales of Travis Gas Products “Hot Button” Film Cooling Technology The 564 HO, 864 HO, 3615 HO, 4415 ST, 6015 HO and 4237 CF all use film cooling technology allowing for reduced clearances. This allows you to install the mantel closer to the fireplace for a more traditional finished look.

Sales of Travis Gas Products “Hot Button” Film Cooling Technology originated from Jet Engines. Travis Industries is the only hearth manufacturer to implement this technology into fireplaces. Tell this story to ADD VALUE!

Sales of Travis Gas Products “Hot Button” Artisan™

Sales of Travis Gas Products “Hot Button” Iron. Works & Timberline

Sales of Travis Gas Products “Hot Button” Artisan™, Iron. Works & Timberline Every customer loves unique items that no one else can get. Iron. Works and Timberline faces are all hand forged at Travis Industries House of Fire just for your customer.

Sales of Travis Gas Products “Hot Button” Deluxe Gas Fireplaces 564 SS and 864 TRV models come in both BASIC Editions where the Remote and Fans are optional or DELUXE Editions where the Green. Smart Remote and Fans are standard

Sales of Travis Gas Products “Hot Button” Deluxe When the customer has decided on either a 564 SS or 864 TRV, and they want to add the Green. Smart Remote and Fan, say “Congratulations”, you have just selected the Deluxe model, and all components are installed by trained factory personnel!

Sales of Travis Gas Products “Hot Button” Deluxe Gas Stoves Lopi, Northfield, Berkshire & Greenfield DELUXE Editions where the Green. Smart Remote and Fans are standard BASIC Edition Berkshire Black Painted Only where the Remote and Fans are optional

Sales of Travis Gas Products “Hot Button” Brand Names BRANDING ADDS VALUE!

Sales of Travis Gas Products “Hot Button” High Output Models: 564 HO GSR 2 864 HO GSR 2 3615 HO GSR 2 4415 HO GSR 2 & 4415 HO ST GSR 2 6015 HO GSR 2 Clarity is critical. Acronyms and jargon can confuse your customer. Don’t call it HO, call it High Output and add VALUE!

Sales of Travis Gas Products “Hot Button” Smart Temp Mode

Sales of Travis Gas Products “Hot Button” Smart Temp Mode If I state our Green. Smart Remote is thermostatically controlled and I don’t talk about Smart Mode. I UNDER VALUE the product and it just seems expensive. Talk up Smart Mode, and be able to effectively explain how it works. Use Adaptive Cruise Control Analogy.

Sales of Travis Gas Products “Hot Button” Accent or Down Lighting

Sales of Travis Gas Products “Hot Button” Hi-Definition Logs

Sales of Travis Gas Products “Hot Button” Crystal Clear Ceramic Glass

Sales of Travis Gas Products “Hot Button” Direct Connect Relationship to the House of Fire

What other Marketing phrases do you use? More Value Added = More Sales!

Sales of Travis Gas Products Display Techniques • Green. Smart Remote (Create a vision, sitting on their sofa adjusting fire)

Sales of Travis Gas Products Display Techniques Know how to operate the Green. Smart Remote without even looking at it. That will convince your customer that the remote is easy to use. Take the remote challenge: practice, practice!

Sales of Travis Gas Products Display Techniques • Only Front Burner On (tell customer that it is on High)

Sales of Travis Gas Products Display Techniques • Turn Back Burner On (Now confess that this is really on high) Have Fun!

Sales of Travis Gas Products Display Techniques • Turn Back Burner Off (Explain Comfort Control™, and it’s importance) Make the demonstration fun. Customer will then understand how well Comfort Control really works and how easy it is to operate.

Sales of Travis Gas Products Display Techniques • Turn Burner completely off, but leaves lights on to show off accent lights – do you know how to demonstrate this? This is one powerful demonstration. You have just shown your customer that this is a YEAR ROUND fireplace, looking great 365 days a year.

Sales of Travis Gas Products Display Techniques – Da. Vinci Custom Fireplace • Turn Burner completely off, but leaves lights on to show off accent lights – do you know how to demonstrate this? This is one powerful demonstration. You have just shown your customer that this is a YEAR ROUND fireplace, looking great 365 days a year.

Sales of Travis Gas Products Display Techniques • Use remote to show variable speed control of fan: - Make customer place hand near convection chamber with fan on high to show volume of air movement - Turn fan to mid range speed to show customer normal usage speed, and note how quiet it is. - Turn fan to OFF position showing how much heat radiates off unit even with fan off

Sales of Travis Gas Products Display Techniques In 2 short minutes I have demonstrated how well the fan performs, how quiet it is and how well the unit will heat in a power outage

Sales of Travis Gas Products Display Techniques Power Heat Ducts Move heat to other rooms of your home Reduce amount of heat in the room fireplace is installed in

Sales of Travis Gas Products Point Out the Attention to Detail: • Show logs have detail throughout even on ends of logs (Note one-sided views that view from the end is as good as the view from the front) • Open doors on F/S units to show detail on inside of casting • Make note of how pilot lights are hidden, not to distract from view of fire

Sales of Travis Gas Products Attention to Detail: • Proportion and symmetry • Grout lines on fireback match from sides to back • Gauge of material on faces

Sales of Travis Gas Products Put your best foot forward • Stove with 3 sided viewing area? Make sure customer can view all 3 sides. • Place displays at normal viewing height whenever possible. • All displays must be complete and operable in a moments notice

Sales of Travis Gas Products Put your best foot forward • Focal Fireplace, Insert. Dress up key displays to be the ones customers “want to take home” • Displays Clean? Would you consider buying a new car if it was dirty?

Sales of Travis Gas Products Sell Travis Industries! • Proudly Made In the USA (Washington Grown) • 40 Years of building North Americas Favorite Fire • Largest Privately Owned Hearth Manufacture = Stability Vermont Castings has been bought/sold 4 times in last ten years • Industry leader in product design 24 Vesta Industry Awards since 2002 (and counting) • Best Customer Support in Industry • Access to replacement parts for stoves over 30 years old

Sales of Travis Gas Products Sell Travis Industries! • Exceeds mandated test protocol - 10 times delay ignition testing - Cold Room can simulate installs with outdoor temps to -25 degrees F • 60 employees with over 20 years of hearth experience

Sales of Travis Gas Products Gas Fireplaces • Versatility (Perfect fit for any room or wall space) • Traditional • Contemporary • Linear • Portrait • Custom - Da. Vinci Custom Fireplace™

Sales of Travis Gas Products Gas Fireplaces • Transitional • Whole Home to Room Heater • Rustic to Modern • Clean Face • Choice of Media (Logs, stones, Driftwood, glass only)

Sales of Travis Gas Products Gas Inserts • #1 Seller of gas inserts in America TRAVIS INDUSTRIES! - Up to 30% Market share, (Meaning almost 1 out of 3 gas inserts sold in America is made by Travis Industries) - And everyone wants to be with a winner.

Sales of Travis Gas Products Gas Inserts • 9 models to choose from: 31 DVI, 33 DVI, 32 DVS, 34 DVL, 430 GSR 2, 616 DF. �Radiant Plus Small and Radiant Plus Large - Traditional - Contemporary - Transitional - Great Heat Output (Use the old hand test) Place hands near unit to feel heat output - Ceramic Glass on all 9 models

Sales of Travis Gas Products Gas Inserts • Great Value - From High End to Value Priced Lineup - One will fit most fireplace openings (ensuring once you sell them on Travis Ind, you will have an insert to sell to customer)

Sales of Travis Gas Products Freestanding Gas Stoves • Industry Leader in Design and Performance • Industry numbers show 25% of all Gas F/S stoves are manufactured by Travis Industries, meaning 1 out of every 4 is a Travis product. Again, everyone loves a winner! • Incredible detail on castings • 1 st Manufacture to offer 3 sided view on Gas Stove • Multiple color choices including two Patina Finishes on Lopi. (a) Bronze Patina (b) Carbon Patina