TIPS FOR YOUR DEMO

1. Follow the manual

2. Show qualified customers

3. Have fun!

• Send a confirmation email to your customer after booking your presentation (or as soon as possible)

• Send a reminder text to your customer the morning of your presentation

• Do your best to see husbands and wives together

• Be energetic and SMILE!

• Collect stories and written testimonials from past customers

• If your customer asks for prices in the middle of your presentation, say: “I don't want to give away the end of the movie, I’ll go over all the prices at the end!”

• Be patient with any technical issues

• Follow this manual word for word!

SHOWING CUTCO OWNERS

• • Still do the FULL presentation. It’s great practice for you and many customers forget the important details!

    • EX: “As a reminder, we’ve been around since 1949, we’re dishwasher safe, and we have a Forever Guarantee..."

  • Use the section titled "Closing for Cutco Owners" at the bottom of the "Gifts and Accessories" page to close.

  • Cutco owners love upgrading to sets, adding accessories, and buying gifts!

Page 1

BUILDING RAPPORT / SOCIAL ETIQUETTE

(Recommended 5-10 minutes)

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

Catch-up with them – nothing CUTCO related:

Family – How are things? How are the kids? Pets too.

Occupation – How’s work? Or what do you do for work? They’ll ask, ‘how’s school?’

Recreation – What are your plans for the summer / season / upcoming holidays / etc?

Transition – Thank you so much for taking the time to see my presentation.

Example questions:

-what have you been up to during shelter in place?

-what keeps you busy during the summer

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)

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).

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! :)

___________, like I said on the phone, you don’t have to get anything. I get paid $18 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.

Mrs. _________, since I just started, I’m going to be reading from my manual. Is that okay?

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'd like to show you a short video that illustrates the quality of Cutco. 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 know:

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!

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 world's finest set of cutlery!

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 Features and Benefits

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.

• 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.

Page 6

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.

Paring Knife (2 3/4”)...

Everyone needs a good paring 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. 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!

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.

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.

Next slide.

Petite Chef (7 5/8”)

________, please click "play" on the video.

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.

Page 7

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.

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.

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.

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

Play leather video. Then, next slide

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.

Our sets come with a free cutting board, as well. It’s really important to use soft plastic cutting boards because glass, granite, and marble cutting boards are all too hard and will dull your knives.

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!

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.

________, if you're like most people, you probably haven't had the chance to price fine cutlery. No worries! High-quality cutlery is like anything else—there's a wide range of quality and prices available. But, because Cutco is top-rated, we only compare to the best brands.

I have a price comparison here for our top competitors: 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.

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.

Now, even for that kind of money, these sets are worth it. Wusthof and Shun both have full-tangs, high-quality handle designs, high-carbon, stainless steel blades, and limited warranties. There are, however, some major differences between these sets and Cutco.

These sets have straight handles; Cutco sets have our universal, wedge-lock handle.

These sets have straight and serrated edges, which can't be sharpened; Cutco sets have straight and DD-edges, which stay sharper longer and can be sharpened.

Lastly, these sets have limited warranties; Cutco sets have a Forever Guarantee.

Now, on the guarantees alone, I'm sure you'd agree that Cutco is at least twice as good as Wusthof or Shun. 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. Now, let me remind you what you'd get.

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, the cheese knife, which is the ultimate utility knife, the petite santoku, the Rachel Ray knife, and the hardy slicer, your BBQ knife. It also comes with 10 table knives.

If you were considering one of these sets, would you choose the basic (next slide) or the family set?

Now, the great thing about these sets is they're not $4,000. In fact, they're not even as much as the Wusthof or Shun sets that I showed you earlier.

(Quote only the price of the set they are interested in)

The Family Set—for the people who like to cook—is ... if you can write this down Mr. and Mrs ____... only $_____.

Back one slide.

And, the Basic Homemaker Set—which is the same size as the $3,435 Wusthof set—is... if you can write this down Mr. and Mrs ____... only $_____

Now, what most of my customers do when they invest in one of these sets is they split the cost into five, interest-free, easy-pay, payments. So, they actually only put down... if you can write this down as well Mr. and Mrs ____...

(Quote only the price of the set they are interested in)

• $____ for the Family Set

• $____ for the Homemaker

Smile and pause.

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

The "Buy-Now Bonus" allows me to give you FREE Cutco when you place an order my first time meeting with you. So, when you get the ____________ Set today, I can give you the Entertainment Pack or the SUPER SHEARS for free!

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

Be completely quiet and wait for answer. Smile!

When Yes: Congratulations! You’re going to love your Cutco. While I write that up, let’s look at some accessories.

If No: No problem! I completely understand. You probably didn't wake up this morning thinking you'd spend over $_____ on knives. But, if you don't mind me asking, do you think that the _________ Set is too much money, too many pieces, or a little bit of both?

If too much money/too many pieces/both: handle the objection and drop down to the Galley Set.

HANDLING KNEE-JERK REACTIONS

"Too much money/can’t afford it": I completely understand. $_____ is a lot all at once. That’s why most of our customers split the cost over five months, interest-free. It would only be $____ per month. How does that sound?

"I need to think about it": I completely understand. $_____ is a lot of money to be impulsive. That’s why most customers take advantage of our 15-day trial. If you don’t love your Cutco after a few weeks, you can send it back and get a full refund. On the 5-month plan, you can try it out for only $___ today. How does that sound?

"Need to talk to my spouse": I completely understand. That’s why most customers use the 15-day trial. If your spouse doesn’t love it, feel free to send your Cutco back and get a full refund. On the 5- month plan, you both can try it out for only $____ today. How does that sound?

"Too many pieces": I completely understand. At first, 10 pieces seems like a lot. After 15 days, if there is a piece or two that you’re still unsure of, you can return them and get refunded for those specific pieces. How does that sound?

****"Can I just buy pieces?": Of course! However, our sets are discounted, they’re safer, and you get free product. If you don’t mind, I’ll show you all of our sets and if none of them appeal to you, we can pick out whatever pieces you want!*****

"I definitely want to buy later": ______________, you don’t have to buy anything today. Do you mind if I go through the rest of the presentation just so I can practice?

Have your customer pass the next 2 slides until they get to the Galley+6 Set.

Page 10

DROPPING DOWN

Next is our GALLEY SET:

It’s a few less knives for a lot less money!

Explain pieces in set.

As you can see, it has the paring knife for the air, the trimmer for small stuff, the spatula for sandwiches, a meat knife, a serving piece, a vegetable chopper, and a bread knife. This set comes with or without 6 tables knives...which would you prefer?

The Galley+6 Set is... if you can write this down as well Mr. and Mrs ____... only $________ or $________ per month for 5 months.

The basic Galley is is... if you can write this down as well Mr. and Mrs ____... only $________ or $________ per month for 5 months.

(Quote only the price of the set they are interested in)

When you get this set today, I can still include the Entertainment Pack or super shears for free!

What are your thoughts on this set?

When yes: Congratulations! You’re going to love your Cutco! While I write that up, let’s look at some accessories.

If maybe: If it makes any difference, I can give something else for free instead!

Call your manager. Free items may be substituted for items of equal or lower value.

****Common Question:"Can I just buy pieces?": Of course! However, our sets are discounted, they’re safer, and you get free product. If you don’t mind, I’ll show you all of our sets and if none of them appeal to you, we can pick out whatever pieces you want!*****

If no: No problem! We also have some smaller starter sets.

Next slide.

Page 11

DROPPING DOWN - STARTER SETS

These next two slides show some other starter sets. These are great for building up over time and for gifts for friends and family.

Explain each set.

Essentials+5: This set comes with just the basics: the paring knife, spatula spreader, turning fork, petite carver, and chef knife.

Studio+4: This is our smallest block set, but still comes with four great pieces: the paring knife, trimmer, petite carver, and spatula spreader.

Next slide.

All Knife and Kitchenette Sets: These two tray sets are great for people who want to keep their knives stored in a drawer.

The All Knife Set comes with the paring knife, trimmer, chef knife, carving knife, and spatula spreader.

And, the Kitchenette Set comes with the bread knife, turning fork, petite carver, paring knife, and trimmer.

Out of these starter sets, which do you like the best?

Present price of their favorite starter set only.

That set is only... if you can write this down as well Mr. and Mrs ____... only $____ per month for 5 months or $ ____ in full.

When you get the __________ set today, you can still have the super shears for free! How does that one sound?

May substitute free item for item of equal value. You can always call your manager for help.

When yes: Congratulations, you’re going to love Cutco! While I write that up, let’s look at some accessories.

If no/unsure: Most people like to customize their own set! Let me show you how that works!

Next slide.

Easy-Pay Options:

• 2-Months: $70 minimum order,

• 3-Months: $200 minimum order

• 5-Months: $400 minimum order

Page 12

CUSTOMIZING OPTIONS

___________, you can customize your own knife set and I can still get you something for free!

Special #1:

Just for fun, let’s make a list of your 5 favorite Cutco pieces—those you see yourself using the most!

Write said pieces down in your notebook.

“Great! Can you give me one minute to work on those prices?”

Add up the individual prices of the 5 knives 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.

Okay, __________, I'm ready with the prices! The total for your customized set is... if you can write this down as well Mr. and Mrs ____... $______ which breaks down into $_____ per month for ____ months.

Now, when you get these 5 knives today, I can give you the super shears or 4 table knives for FREE! Which option would you prefer?

If neither, call your manager to determine what else can be given for free.

Great, what are your thoughts on your customized set?

When 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!

Go to Special #2. Next slide.

Special #2:

This special is really popular. It's your Buy 3 Get 1 Free!

Mr. and Mrs. ________, out of your five knives, which one could you live without?”

Cross off that knife in your notebook.

Okay, please give me a minute to calculate the new price.

Add up the price of the 3 highest-priced knives on the list. The lowest-priced is knife will be given for FREE. Then, divide total by (5 if over $400, 3 if over $200, and 2 if over $70). Write down the prices in your notebook.

So, ______, for the (name the four knives) that’s only... if you can write this down as well Mr. and Mrs ____... $______ in full or $_______ for ____ months. Does that sound better for you?

When yes: Great, 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, _________! Which are your two favorite knives? Okay, give me one minute so I can show you our last special.

Add up the price of the 2 favorite knives, calculate the monthly payment, and write it down in your notebook.

Special #3:

_________, for those (name the 2 knives), it's... if you can write this down as well Mr. and Mrs ____... only $______ in full or $_______ for ____ months. And, I can give you the ice cream scoop, vegetable peeler, OR large cutting board for free! How does that sound?

When yes: Great, 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: Go to "Reserve Your Buy-Now Bonus"

RESERVE YOUR BUY-NOW BONUS—GET ONE PIECE!

Mr. and Mrs. _______, what is your #1 favorite piece of Cutco?

Perfect! The _______ is only $______. And, if you'd like, you can still split the cost into two payments!

Would you like to get that piece today?

When yes: Great, you will love that piece! 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.

Now Click Here for the next part of your manual and showing Cookware/Flatware/Gardening/Gifts