Page 1

BUILDING RAPPORT / SOCIAL ETIQUETTE

(Recommended 5-10 minutes)

Get to know your customer and/or catch up with them

Ask several questions before getting started!

Thank you so much for taking the time to see my presentation—it really means a lot...

PERSONAL STORY

Share your screen and show your customer your "Me Page"

Let me tell you a little bit more about myself... (school, major, hobbies, family, dream job)

Before we get started, go ahead and pull up www.YourCutcoDemo.com

Stop sharing your screen and instead have your customer share their screen.

Okay ______, go ahead and scroll down a little bit on the page until you see the white and blue slides that say "Thank you for helping me reach my goals!" and "What Is Cutco?"

Do you see those?

Okay, we're off to a great start! :

TIE INTO GOALS

___________, do you mind if I share my goals with you?

I’m working with Cutco because... (skills / experience / resume / future)

I just started my Fast Start Contest and I have a goal to complete ______ presentations and sell $_______ in my first 10 days on the job. This goal is really important to me is because... (share why your sales goal is important to you)

Also, if I sell enough Cutco, I can earn a President’s Club letter, which would look great on my resume. It's a hand-signed letter of recommendation from the President and CEO of our company!

As a student, I have a chance to win an All-American Scholarship to help pay for school, too. Earning this scholarship would... (share how the scholarship will help you in the future).

___________, like I said on the phone, you don’t have to get anything. I get paid $20 just to do this presentation. But, if you see something you're interested in—which most people do—not only would you be getting a great product, but you would be helping me out toward my goals, as well!

By the way, I only work through referrals, so my main goal today is that you like Cutco enough to tell some of your friends about me.

TRANSITION TO DEMO

___________, I'm here to show you Cutco, the world's finest set of cutlery.

• We have been in business for over 7 decades (1949)

• We're a product enjoyed by over 16 million customers

• Cutco products are made here in America at our factory in Olean, NY

  • Fun fact: Cutco is a family company! The population of Olean is about 13,000 and 800 people work in the Cutco factory. The average length of employment is 20 years!

• We are the top selling American-made brand in the United States with annual sales of over $200 million.

• Additionally, Cutco is a proud sponsor and producer of KA-BAR Knives, which are the knives used by the United States Marines.

• _______, the bottom line is Cutco is awesome! You can buy sets or pieces and we have tons of accessories and gifts, too.

Page 2

PRODUCT VIDEO

I know that you already understand the quality of Cutco, but I'd like to show you a short video that reminds you how great Cutco is! It's about 10 minutes long, and I think you'll love it. After that, I’ll show you the pieces in our basic set.

A few things to remind you:

1) These are real customers. Some of them have had CUTCO for decades.

2) The Forever Guarantee is what makes Cutco a top-selling brand in North America. Essentially, if anything ever happens to your Cutco, you can send it back to the factory and they'll sharpen, replace, or refurbish it for free!

If in the North Shore Office: __________, you can also bring your products into the Cutco Kitchen store on the corner of Lake and Skokie Boulevard in Wilmette. They will service your Cutco for free, as well!

Now, please click "full screen" on the video and make sure your volume is up. We'll watch it together!

FEATURES AND BENEFITS

As you heard in the video, there are five features that make Cutco the greatest product in the history of the universe!

1. Handle design

• The first feature is the universal, wedge-lock handle, which fits any size hand.

• Your thumb and forefinger lock into place for safety and control.

• You won't see this design anywhere else!

• While this handle design does make Cutco more expensive, it's worth it because it's comfortable and safe.

2. Handle material

• The second feature is our thermo-resin handle.

• Although thermo-resin is an expensive material to use, it's worth it because it won't ever crack, chip, break, or splinter.

• Unlike wood, thermo-resin won't absorb odors or moisture.

• And, unlike plastic, thermo-resin wicks away moisture, so the handle won't get too slippery.

• Plus, it's dishwasher safe!

3. Full-tang, triple-rivet construction

• We manufacture our knives using extra steel.

• While this does make Cutco more expensive, it provides extra strength and balance.

4. High-carbon, stainless steel blade

• The fourth feature is our high-grade steel.

• Although it's expensive to use, it's worth it because it's the "best of both worlds."

• Our steel stays sharper longer than any other steel and it resists rusting and corroding. It really is the ideal steel for kitchen cutlery!

5. Double-D® edge

• The fifth—and final—feature is Cutco's Double-D® (DD) edge.

• Cutco is the only company that offers the DD-edge design. Although it's expensive to manufacture, it's worth it because:

  • It's not a serrated edge, so it doesn't rip and tear at foods.

  • It can be re-sharpened.

  • If used properly, it will remain sharp for 7-10 years.

  • It cuts finer, cleaner, easier, and faster than any other edge on the market.

Can you see how Cutco could save you time and energy in the kitchen?

_________, because of these unique features, Cutco does cost more than most knives. But, everyone who owns them will tell you that they are worth every penny! After all, Cutco is the only product that you can buy once, use every day, and never have to replace again

AFTER VIDEO ENDS

BUILDING COOKING RAPPORT

Now, before I show you our product line, I'd like to get to know your cooking style a little bit.

Write down your customer's cooking habits in a notebook.

• How long have you owned your Cutco?

• Do you remember who you bought it from?

• What are your favorite Cutco knives that you own?

• Do you prepare food because you like to, love to, or have to?

• Would you say you typically prepare food 1-3 nights a week, 3-5 nights a week, or 4-7 nights a week?

• What are your favorite vegetables to prepare? Fruits? Meats?

• Do you typically buy all of your fruits whole? Or do you buy them pre-cut?

• What is your favorite meal to prepare for your family?

• What's the hardest thing in your kitchen to cut?

• Do you ever cook with anyone else?

Great! Thank you for sharing, _________. With that information, I can now show you the pieces in our most popular set: the Homemaker+8.

Please scroll down a little bit past the video until you see the slideshow called "Homemaker Set Pieces." What I'd like for you to do is hit the "full screen" button on the slideshow—it's next to the gear wheel at the bottom. Now, hit the spacebar. You should see the first slide which shows the Homemaker+8 set. Do you see that? Okay, great.

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NAMES AND USES (HOMEMAKER+8)

___________, while you can buy individual pieces, most customers agree that over a lifetime, sets are a much better value. After all, it's really important that you have the right tool for the right job; a high-quality set of tools will save you time, money, and energy.

Cutco has two larger set options for customers who love to cook. They are called the Complete Set and the Family Set.

But, as promised, I’m going to start with the pieces in our basic set, which is our most popular set. It’s called the Homemaker+8. It has the minimum number of tools to do 100% of the jobs in your kitchen as efficiently as possible.

It really is the best value for the average family, and it starts with your paring knife.

Go ahead and hit your spacebar to see the paring knife page. Can you see it alright?

Next slide.

As you go through the pieces, write down the pieces in your notebook that the customer DOESN'T have

Paring Knife (2 3/4”)...

Everyone needs a good paring knife.

Do you have this knife?

Cutco’s “air knife” has a long handle, and makes peeling and paring very comfortable. Go ahead and click "play" on the video to the right—you'll see for yourself!

________, you’ll use this knife for small jobs in the air like peeling and paring apples, strawberries, and bananas. But, you'll rarely use it on the cutting board. That’s why you have your trimmer.

Next slide.

Tip: in the video, you'll see pictures showing some additional uses for each knife. Point them out if you can

Trimmer

This is your “small utility knife” for small fruits and vegetables.

Do you have this knife?

Go ahead and click "play" on the video to see just how smooth this knife is. You’ll never smash a tomato again!

It's also great for cucumbers, oranges, lemons, and limes, and for slicing raw chicken into strips.

Everyone loves the versatility of the trimmer, but it’s never really used for spreading or serving. That’s why you have your spatula spreader.

Next slide

Spatula Spreader

___________, press "play" and let's watch this video!

Do you have this knife?

As you can see, the wide, flexible DD-edge on this knife allows you to cut, spread, and serve sandwiches, bagels, lasagna, and cake! It's perfect for getting peanut butter out of the jar or for getting brownies out of the pan.

But, you’ll never use it on meat or large vegetables. That’s why you have your petite carver and turning fork.

Next slide

Petite Carver (6 3/4”) and Turning Fork

_________, go ahead and play the video!

The petite carver—or “large utility knife”—is your everyday knife for cooked chickens and small roasts. It’s also great for large summer fruits and tough vegetables. Wait until you see this knife glide through a pineapple!

And, the turning fork has three sharp tines that make it easy to turn meats and vegetables on the stove or grill.

Do you have these pieces?

As I'm sure you have noticed, none of the pieces so far are used for larger foods, so that’s why you have your butcher knife.

Next slide.

Butcher Knife ( 8-1/8")

Play the top video first, and then the bottom video.

The butcher knife is the most important knife in your set. This “heavy duty” knife disjoints large meats, and is also great for melons and squash and separating frozen foods like hot dogs and hamburgers. It actually protects your other knives because it's the only piece in the Homemaker+8 set that is strong enough for those jobs. But, it’s not a chopping knife. That’s why you have your petite chef knife.

Do you have this knife?

Next slide.

Petite Chef (7 5/8”)

________, please click "play" on the video.

Do you have this knife?

Every kitchen needs a good chef knife, and Cutco's high-knuckle clearance makes it comfortable and safe for dicing, mincing, and chopping onions, peppers, garlic, fruits, and nuts. This “delicate chopper” is great for the 6 S’s—soup, salad, stir fry, stew, stuffing, and salsa! But, chef knives are for chopping, not slicing. That’s why you have your slicer.

Next slide.

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Slicer (9 3/4”)

Let's play that video, too!

The Cutco slicer is the best bread knife in the world—you'll never smash or tear fresh bread again! The long, DD-edge makes it great for cutting cakes, shredding lettuce, and slicing boneless meats, as well. But, it’s not meant for anything with a bone. That’s why we have your master carving set.

Do you have this knife?

Next slide.

Master Carving Set

_________, go ahead and click "play" on the short video.

Your master carving set is like your “spare tire.” You won’t use it every day, but you’ll be glad you have it when you need it!

Do you ever BBQ or host family dinners? Great! You’ll need your master carving set for all of your BBQs, big roasts, and family occasions.

Do you have these pieces?

Now, ____________, having both forks in your set is important; the turning fork picks food up while the carving fork holds meats down.

So, pretty much, the basic set is just four little knives, four big knives, and two forks.

Can you see how over a lifetime of cooking you’re going to use every tool in your basic set?

Next slide

Table Knives

To complete your set, your table knives are used for every meal: breakfast, lunch, and dinner. The wide blade and rounded tip makes them great for spreading, but with the DD-edge, they cut just like steak knives!

We do recommend two table knives per family member just so you don’t have to wash them after every meal.

Do you have any table knives?

Yes: How many? Because most customers use them for everything, would you agree that it might be better to have more of these?

Let’s see how our table knives work on some tough leather.

Play leather video. Then, next slid

As I hinted earlier, our two larger set options are the Family Set and the Complete Set. The Family Set comes with 10 table knives, and the Complete Set comes with 12. Either one is perfect for the holidays or when you have company.

STORAGE OPTIONS

__________, as you could imagine, it would be dangerous to have really sharp knives floating around in a drawer. Fortunately, our sets come with a solid oak woodblock, which looks great on the counter. We also have storage trays for storage in a drawer or on the wall.

Do you already have a woodblock?

Next slide.

ENTERTAINMENT PACK

To complement your Homemaker+8 Set, we have some incredible gadgets.

Our 4-piece Entertainment Pack has comfort-grip handles and is, of course, forever guaranteed.

Next slide.

It has our four most popular gadgets in one pack!

Go ahead and click "play" on the first video. As you can see, the peeler works in both directions!

Now click "play" on the second video. The ice cream scoop glides through rock-hard ice cream, and is great for removing the seeds from melons!

Now click "play" on the third video. As you can see, the pizza cutter blade can be removed for easy cleaning. The pizza cutter will cut a pizza a week for 100 years (that's 5,000 pizzas)!

Lastly, please click "play" on the fourth video. The cheese knife has several holes to prevent the cheese from sticking to it. This household favorite is also great for potatoes, apples, and pepperoni. This knife is truly awesome!

Do you have any of these gadgets?

Page 8

SUMMARY

____________, let me review why so many people choose to invest in Cutco and Cutco sets:

• You’ll always have sharp, American-made knives that are comfortable, safe, and sanitary.

• Cutco is guaranteed to last forever, so it would be the last set of knives you’d ever buy.

• Cutco sets have the right tools for the right jobs.

• Sets have built-in discounts.

• Sets come with free product.

• Sets are safer because they come in a block or a tray.

• And, we have interest-free, monthly investment options, so you don’t have to pay for your Cutco all at once!

Okay, __________, now we're going to exit the full screen. You can just hit the "escape" button and you should be back on the original page.

Please scroll down to the next slideshow called "Set Options" and click "full screen" on that one.

SELECTING THE BEST OPTION

• First, let's go to the slide where you see a Wusthof and Shun brand comparison.

• _______, I know that you already own some Cutco, and that's AWESOME!

• Do you happen to remember how much you paid for your Cutco?

  • YES: So I'm sure that you remember that Cutco is REALLY REALLY expensive, but you get what you pay for and that's why I'm happy to show it :)

• Before we move on, I just want to go through a brief price comparison with a couple of our top competitors... they're called Wusthof and Shun... have you heard of them before?

• Okay! Well, Wusthof and Shun create very high-quality sets made overseas that have almost everything you'd want in a set of kitchen cutlery. They have high-quality handle designs, high-carbon, stainless steel blades, and limited warranties. There are, however, some major differences between these sets and Cutco.

• As you can see, the price of this Wusthof set—which is comparable to Cutco's Homemaker+8—is $3,435. And, the price of the Shun set is even more: $4,350. Sometimes you can find these sets on sale between $2,000 and $2,800.

• Anyway, because you already own Cutco... you already know that Cutco is at least twice as good as either of these sets.

• And, when a product offers twice the quality and twice the value, it really should equal twice the price. __________, at twice the price, you'd be talking over $4,000 for a basic set of Cutco.

• The cool thing about Cutco, though, is that Cutco doesn't even cost as much as the Wusthof or Shun sets that I showed you.

• The basic Homemaker set that I originally went through with you, which is the same size as the $3,435 Wusthof set, is actually only $1,326... so it's a product that has an infinite value because you'll have them forever, at only a fraction of the cost!

• Now, _______, since you already own Cutco, it doesn't make sense to buy a full set. Most Cutco owners either upgrade to their favorite set, or pick out some pieces to supplement what they already own. Either way, if you decide to add more Cutco to your collection, I'll be able to give you the best possible deal...

• So, just for fun, I'm going to show you some of our larger set options.

Next slide.

Page 9

As I mentioned earlier, our Homemaker+8 is our most popular set because it covers all your basics. It’s perfect for families that cook 1-3 times a week. It has the 10 basic tools that I explained earlier, 8 table knives, the woodblock, a cutting board, and a sharpener for the straight edges.

Next slide.

Our Family Set is great for the people who cook 3-5 times a week and entertain. It has all your basic tools, and the most popular Cutco accessories like the:

• Super Shears

• Cheese Knife

  • "Everything sticky knife"

  • Perfect for starchy and water-dense foods like potatoes, zucchini, and cucumbers.

  • It has the three holes in the knife so there is no surface area for anything to stick to the knife

• Petite Santoku

  • "Baby chef knife"

  • Favorite knife for most moms

  • Only 5" in length, so it's not too intimidating, but because it has that pointed tip, it's great for slicing, dicing, and chopping.

• Hardy Slicer

  • One of a kind specialty knife (unlike any other knife on the market)

  • Known as the Trimmer on steroids because it's 3x as thick

  • Blade is curved upwards, so as you're cutting through the foods, it actually splits the foods

  • Great for thick foods, like squash,

• The Family Set block also has room for 10 Table Knives.

Next slide.

Our Complete Set is our largest set. It's great for people who love to cook and entertain 4-7 nights a week, and also for people that like the best of the best.

It comes with all your basic tools and all of Cutco's specialty tools, like the:

• Salmon Knife

  • Thin slicer knife (that’s also exceptionally light)

  • Best knife for melons

  • Most flexible knife Cutco makes

  • Uses: delicate fillets, cured salmon or fish, roast beef slices like Arby's

  • Fun Fact: you can slice a grape up to 10 times with this knife

• Cleaver

  • 2 pounds of American made muscle: heaviest knife Cutco makes

  • Uses: split ribs, smash whole chicken, cut through a hard-shelled coconut, remove fish heads

  • Use the back of the blade to pound and tenderize meat

  • Known as the spare tire – you’re not going to use it every day, but when you need it, you’ll be so glad you have it

• Boning knife

  • It’s one of the sharpest knives we make

  • It’s your daily raw meat knife, protein prep knife, and fajita/crock-pot knife

  • Twice as fast and easy to remove fat because there is no friction like a Double D edge

  • If you eat meat, you’ll wonder how you ever lived without it

• Santoku

  • Japanese inspired – a fantastic all-purpose knife

  • Even weight distribution makes it easier to chop, rock, and slice

  • Many of our sets come with both because choppers are used daily

  • Uses: big onions, peppers, or vegetables

  • Fun Fact: Santoku means “3-in-1” (chop, rock, slice)

• Vegetable Knife

  • Best chopping knife we make

  • Widest blade of anything Cutco makes – easily transfer ingredients from cutting board to pot/pan

  • Slicing thin, wide cuts of fruits and vegetables

  • Cubing hard vegetables, like squashes and potatoes for roasts or soups

  • Uses: cut through thickest parts of carrots, zucchini, squash, smash/chop/mince/transport garlic

• Petite Slicer

  • Great for cutting smaller loaves breads and bagels

• 4" Paring Knife

  • Also known as the mom knife, grandma knife, or perfect sized fruit knife

  • Big enough blade to use on the cutting board

  • Uses: cherry tomatoes, fruits, and veggies

• The Complete Set block also has room for 12 Table Knives.

Bundle and AFTO

________, if you were considering upgrading to a set of Cutco, which set would you get the most use of: the basic Homemaker Set, the Family Set, or the Complete Set?

Pause.

Great!

Just for fun, ______, what I'm going to do for you right now is price out what an upgrade would look like. Just give me a few seconds, please, while I put a package together! Is that okay with you?

Add up the individual prices of the knives and block they picked. Divide the total by 5 if it's over $400 and by 3 if it's over $200. Write down the full and monthly payments in your notebook. -- If you need help with packaging items, call your manager.

Okay, __________, I'm ready with the prices! The total for your set upgrade is $______, which breaks down into $_____ per month for ____ months.

Now let me explain our "Buy-Now Bonus."

The "Buy-Now Bonus" allows me to give you FREE Cutco when you place an order on my first visit. So, if you upgrade to the ____________ Set today, I can give you ____ for free, or I can give you a price cut! Which would you prefer?

If neither, or if you know something else that the customer would like, call your manager to determine what else can be given for free.

Now, __________, I wouldn’t be doing my job if I didn’t ask, would you like to upgrade to the _________ Set today and get your FREE gifts?

If Yes: Amazing, you will love your Cutco! Let's take a look at the accessories just so you know what else is available to add to your order (either now or in the future). Go ahead and open the third slideshow.

CLICK HERE to jump to the "Gifts and Accessories" page.

If no: No problem!

If the customer only has a few pieces, talk about potential Galley upgrades... otherwise, move to wishlists.

Wish Lists

What I normally like to do at this part of the demo is make something called a wish list. Now ______, your wish list is not necessarily anything or everything that you'll be buying today, it's just anything that you can see yourself using either now, or in the future, or giving as gifts.

So ______, please go to slide 9 of the second presentation, where it says "Customizing Your Own Set"

I know that it says to choose 5 knives, but there's no limit... let's just pretend that Cutco is free, and we'll make a really fun wish list :)

So what is the first piece that you'd like to add to your wishlist?

Write down items in your notebook, and have your customers write down their wishlist as well.

How many?

What else?

________, we're now going to move on to the gifts, accessories, cookware, and flatware. Again, this is just a wish list, so don't be afraid to add everything that you'd potentially be interested in either now, or in the future!

CLICK HERE to jump to the "Gifts and Accessories" page (return back to this page when you're done adding items to the wish list).

After the customer adds all their favorites to the wishlist, make 1 to 2 suggestions based on their cooking habits.

Of course I'm going to tease you with some sharp specials, so just for fun, ______, what I'm going to do for you right now is price out what an upgrade would look like. Just give me a few seconds, please, while I put a package together! Is that okay with you?

Add up the individual prices of the items on their wishlist. Divide the total by 5 if it's over $400 and by 3 if it's over $200. Write down the full and monthly payments in your notebook. -- If you need help with packaging items, call your manager.

Okay, __________, I'm ready with the prices! The total for your customized set is $______ which breaks down into $_____ per month for ____ months.

If Yes: Amazing, you will love your Cutco! Please give me a second while I write up your order!

If no: No problem! Drop down SLOWLY

• If 6 or more items: "Which two items could you live without?"

• If 5 or less items: "Which item could you live without?"

Package up the new wishlist and share new prices with customers.

WRITE UP ORDER AND ASK FOR RECS :)