1. MODULE II: SELECTING TRAVEL GEAR
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2. WELCOME
MODULE I: VICTORINOX TRAVEL GEAR OVERVIEW should now be complete and all collections reviewed
This training module will cover:
Suggesting the right travel gear to the consumer based on observation and a series of questions
Why suggesting additional products to the consumer will increase sales and improve the consumer shopping experience

3. GREET THE CONSUMER Smile and say hello
Welcome the consumer into the store and observe
Did they go into a specific section or touch a particular item?
Introduce yourself and the brand
Tell the consumer your name
Let the consumer know why you are the best person to help them find what they are looking for
Let the consumer know about new products or promotions
Once the consumer is comfortable, they will approach you with their needs
Be prepared to ask specific questions
TRAVEL | BUSINESS | EVERYDAY

4. TRAVEL - ASKING THE QUESTIONS
Destination
Are you traveling internationally or domestically?
Is this a business or leisure trip?
Duration
How long is your trip?
How often do you travel?
Features
What type of bag are you looking for?
What happened to your previous bag?
What did you like and dislike about the bag?
What feature is the most important in a new bag?
TRAVEL
TRAVEL | BUSINESS | EVERYDAY

5. TRAVEL - DESTINATION ANSWERS
Destination-oriented questions will help identify the applicable carry-on size and collection to suggest
Answers
When traveling in the U.S., most airline carriers allow a carry-on bag totaling a maximum of 45 linear inches or 56 cm
Suggest a 22″/56 cm carry-on upright as it will meet most airline regulations
When traveling for business, choose a bag that will perform over time
Suggest a bag from the Mobilizer NXT Collection as it is built for the road warrior
TRAVEL

6. TRAVEL - DURATION ANSWERS
Duration-oriented questions will help identify the applicable bag size and collection to suggest
Answers
For trips longer than 3 days, something larger than a carry-on upright is needed
Suggest a Werks Traveler 24″/ 61cm upright as it is lightweight and offers maximum capacity
Purchase a bag that will endure the demands of frequent travel
Suggest the Mobilizer NXT and Werks Traveler collections as they each have superior framing construction and abrasion resistant ballistic nylon that will withstand repeated abuse from airline travel
TRAVEL

7. TRAVEL - FEATURE ANSWERS
Feature-oriented questions will help identify what style of bag and collection to suggest
Answers
4-wheel bags are popular and easy to use
Suggest a 4-wheel bag which offers 360°maneuverability from the Spectra, Werks Traveler and Avolve collections
Travel gear reflects our unique lifestyle
Suggest a bag from the CH-97 Collection when travel takes you on an adventure
TRAVEL

8. MOBILIZER NXT Destination Duration Features
For frequent business travelers
Duration
Travel is frequent but length of travel varies
Features
Durable
Convenient suiter in all uprights
Wider range of garment bags
Swiss Tracker Bag Tracking Program
TRAVEL

9. SPECTRA Destination Duration Features Any type of travel
Trip lengths vary
Features
Lightweight
Global Carry-On is 5.7 lbs/2.6kg
32”/83 cm 8-Wheel Travel case is 9.7 lbs/4.4kg
Dual-Casters
Variety of color options
TRAVEL

10. WERKS TRAVELER Destination Duration Features
For casual, seasoned travelers
Duration
Trip lengths vary
Features
Lightweight
Dual-Caster and 2-wheel options in uprights
Convertible 2-in-1 hybrid bag offers the versatility of a garment bag and a duffel bag
Variety of color options
TRAVEL

11. AVOLVE Destination Duration Features For casual and business travel
Trip lengths vary
Features
Single casters
Spacious 22″/56 cm has 3356 cu in./55L of capacity
Simple organization
TRAVEL

12. CH-97 Destination Duration Features For adventure travel
Trip lengths vary
Features
Outdoor-inspired styling
Docking Day Bag easily attaches to uprights in the collection
Wheeled backpack options
Wheeled duffel options
TRAVEL

13. TRAVEL SOLUTION - STYLE AND SIZE
Carry-On is classic and suitable for business and leisure travel
Checked for extended trips or when traveling with companions
Wheeled offer maximum packing capacity for casual travelers
Non-Wheeled for carrying travel documents or reading materials
Companion piece for items that are not suitable for checked luggage
Wheeled for business professionals or travel where formal attire is necessary
Non-Wheeled for shorter trips
TRAVEL
TRAVEL | BUSINESS | EVERYDAY

14. BUSINESS - ASKING THE QUESTIONS
Content
Do you carry a computer, tablet or both?
What size is your laptop?
Do you carry files?
What other items do you place inside your bag?
Style
How do you prefer to carry your bag?
What is your business attire?
BUSINESS
TRAVEL | BUSINESS | EVERYDAY

15. BUSINESS - CONTENT ANSWERS
Content-oriented questions will help identify the appropriate bag size to suggest
Answers
Our business cases offer computer and tablet protection based on the size of your computer
Suggest bags from the Architecture and Werks Professional collections as they feature dedicated pockets to accommodate 13″/33 cm, 15.6″/40 cm and 17″/ 43cm laptops and tablets
Our business cases offer flexible storage options for the business traveler
The Parliament and Rolling Parliament from the Architecture Collection and the Officer 17 from Werks Professional offer storage options for clothing
BUSINESS
TRAVEL | BUSINESS | EVERYDAY

16. BUSINESS - STYLE ANSWERS
Style-oriented questions will help identify the appropriate bag style to suggest
Answers
Leather business cases are appropriate in formal office settings
Suggest leather cases from the Architecture Collection: Wainwright Leather and Monticello Leather
Business cases are no longer just standard briefs and there are many options available based on your personal style
Suggest the Architecture or Werks Professional collections as they offer standard briefs as well as attachés, backpacks and wheeled business case options
BUSINESS
TRAVEL | BUSINESS | EVERYDAY

17. ARCHITECTURE Content Style Multiple laptop size options
Dedicated tablet pockets
Files
Options for clothing
Intuitive storage
Style
For the business executive that requires multiple options in classic, conservative styles
Multiple wheeled options
Security Fast Pass options
Swiss Tracker
BUSINESS

18. WERKS PROFESSIONAL Content Style
Designed for advanced technology: tablet and/or computer
Options for wrinkle-free packing
Style
For the modern professional that requires multiple options in casual, lightweight styles
BUSINESS

19. BUSINESS SOLUTION - STYLE AND SIZE
Casual option for tablets/iPads
Attachés offer simple organization of files, tablet/iPad or various laptop sizes
For professionals that carry both computer and files
Functional bags that can accommodate overnight travel
For business professionals that travel outside of or commute into the office
BUSINESS
TRAVEL | BUSINESS | EVERYDAY

20. ALTMONT
For the Almont Collection, match the consumer to their bag by asking a series of questions:
Do you prefer backpack, shoulder bag, brief or something smaller?
What items will you be placing inside your bag?
EVERYDAY

21. ALTMONT
Answers:
The Slimline Laptop Backpack is a great option to carry both your laptop and tablet.
The Flapover Digital Bag is a great option to carry and store your tablet.
The Orbital Waist Pack is a top seller. It’s great for small items that you need quick access to.

22. ALTIUS
For the Altius Collection, match the consumer to their wallet or document holder by asking a series of questions:
How much organization will you need?
Will you need to carry travel documents?
What type of identification do you carry?
EVERYDAY
TRAVEL | BUSINESS | EVERYDAY

23. ALTIUS
Answers:
The Oslo provides protection and storage for your passport as well as credit cards and receipts.
The Barcelona offers the ideal amount of organization for your identification, currency and credit cards.
The Rome is a great everyday wallet for simple organization.

24. LIFESTYLE ACCESSORIES
For the Lifestyle Accessories Collection, match the consumer to their item by determining what travel or everyday problem they are looking to solve
What type of items are you looking to store? How secure do you need the item to be?
What items need organizing?
Do you travel with any electronics?
EVERYDAY

25. LIFESTYLE ACCESSORIES
Answers:
The Deluxe Concealed Security Belt can be worn underneath your clothing to protect and conceal important travel documents and currency.
Our All-In-One Adapter Plug is designed to pack easily wherever your travel may take you.
All-In-One Adaptor Plug

26. EVERYDAY SOLUTION Packing, organization and security of your items
For multiple types of currency and documents
For daily use
EVERYDAY
TRAVEL | BUSINESS | EVERYDAY

27. SHOW THE ITEM After asking the questions: Demonstrate the features
Be detailed by explaining how the features will provide solutions to their needs
Assess the consumer
The consumer will give signals if the information becomes too much
If the consumer is short on time, pick the top 3 features most important to the consumer
Test drive
Encourage the consumer to try the item
Show them how to use the item

28. SHOW THE ITEM Share travel tips and/or story
Share your personal experience with a similar item
Share fun facts about the item
Have an alternative to show (if necessary)
Be prepared to show the pros and cons of both items while keeping the needs of the consumer in mind
Try to not show more than 2 items
The consumer may get confused and back out of the sale

29. SUGGESTING ADDITIONAL ITEMS
Suggesting additional items will:
Increase sales per transaction which leads to increased overall sales
Increase consumer experience in the store by introducing consumers to other products in the store and how the product relates back to their original item
TRAVEL | BUSINESS | EVERYDAY

30. SHOW THE ITEM AND SUGGEST OTHERS
While showing the item, offer companion pieces that can enhance the use of the item
Example: While showing the add-a-bag feature on an upright, you notice that the consumer’s business case is looking worn. Take a business case and show how the add-a-bag feature works. This can open up conversation about the consumer’s business case needs.
Example: While showing the interior of an upright, demonstrate how the bag would look full by showing toiletry kits and packing accessories. This can open up conversation about the consumer’s packing needs.

31. SHOW THE ITEM AND SUGGEST OTHERS
By listening to the consumer’s problems, you can offer solutions
Example: While closing a business case sale, you notice that your consumer chose a case with laptop and tablet organization. The consumer also used their cell phone while in the store. Suggest the travel power strip to help the consumer stay powered up while traveling.
Example: While closing a 24”/61cm upright sale, you remembered that the consumer’s original problem was paying the additional fees to the airline from going over the weight allowance. Suggest a packable duffel.

32. CLOSING THE SALE
Your consumer will give hints to let you know that they are ready for the purchase
If they don’t, ask “Which one will you be taking today?” This will prompt them to make a decision
Once the decision is made, follow-up with “Excellent choice, I think you’ll be very pleased with it” or “It’s very popular in our store. One of our top sellers.”

33. THINGS TO NOTE
If you’ve tried everything, ask another employee for help
Consumers love the attention
The other employee gives another point of view and justifies your knowledge and tips
Sometimes, you may not be the right fit for the consumer
Rather than lose the sale for the store, pass the consumer off to another employee
Not everyone will be ready to make a purchase
Be prepared to hand them a business card with your name so that when they are ready for that purchase, they will have your contact information

34. ROLE PLAY SCENARIOS
Practice what you learned through the following scenarios:
Scenario 1 - Consumer is looking for travel gear
Scenario 2 - Consumer is looking for a business case
Scenario 3 - Consumer is looking at accessories
TRAVEL | BUSINESS | EVERYDAY

35. NEXT STEPS
After the scenarios are completed answer the following questions:
Were you successful in completing the sale? Why?
If not, where did you get stuck in your approach?
What could you have done differently?
Proceed to MODULE III: 10 STEPS OF AIRPLANE TRAVEL