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Value

Perceived Value

While the weekly rental price will bring a customer
through our doors, the customer’s perception of the
value of our products is largely influenced by the
appearance of the merchandise. Sure, an item may
have been previously rented, but if it looks brand Did You Know?
new, then the price and appearance of the product Understanding your products assists in
have raised the perceived value for our customer.
overcoming objections. Objections made by
customers may be struck down with factual
Handle with Care information regarding the product. That
Obviously, merchandise that is damaged will information usually comes in the form of
diminish in value in the eyes of our customer. This product knowledge. Being well versed in not
is one very good reason that we should handle our only your products, but similar products sold
products with care: the majority of the damage that by competitors, allows you to easily counter
occurs to our merchandise is the result of improper objections.
handling, merchandise not being properly protected
by padding, and merchandise not being adequately
secured. In other words, most product damage is
done and prevented—by us!

Here’s a statistic for you: cosmetic damage caused
by improper handling can lower the value of
merchandise by 50-75%.

What else can be damaged when our products
are mishandled? Our coworkers are injured daily
by not using proper lifting techniques or by using
poor judgment around corners, up stairs, or down
hallways.

It is important to develop the habit of always
protecting merchandise from damage before moving
it by using padding to protect it. There are three basic
types of pads that the company purchases to protect
merchandise:

❶ Furniture pads or blankets
❷ Sofa/chair pads

❸ Appliance pads

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