Upselling, Best Ways to Fold, and Sanitizing Inflatables

Value Meals- Learning from the Fast Food Industry

By Scottie Claiborne ©2006   

You're pulled into a fast food restaurant for lunch. You're hungry, but not all that hungry- you think maybe a sandwich and a drink would be plenty. Scanning the menu, you calculate the price for your lunch and then the value meals catch your eye… for .20 more you could have french fries too! It seems silly NOT to order the value meal (even though you know you don't need all that fat) so you order the #3, pay your money, and head off on your way, satisfied that you got a good deal on your lunch.

Add a Value Meal to Your Rentals

What does this have to do with the moonwalk rental industry, you ask? It's all about packaging. How can YOU get more money per setup for your business? Would you rather get $100 per delivery or $150? Make it your goal to upsell every moonwalk rental with additional items. Whereas your competitors try to get more business by discounting, you'll be increasing value by getting more money for each rental by discounting accessory items and not the moonwalk itself.

You probably already have bought some concessions or small games, maybe you even have some tents and chairs. It's time to make a value meal!

Write up some specials that include a moonwalk, table and chairs or a moonwalk, concession item and game or even goody bags for the kids. You can afford to discount the packages because the biggest fixed cost you have is delivery- and you (or your delivery person) are already spending the time and gas to get there. One more thing in the truck takes a small fraction of time, but can add up over the long term to real money. Don't give away the farm when pricing your packages, but do make the discount appealing.

Big Ticket Value

Festival and carnival packages are very appealing as well. School and church event coordinators are usually volunteers. They have a million other things to do in addition to booking inflatables for the event.

Set up packages with pre-assorted inflatables, concessions, and games to make it easy for them to book. Include everything they'll need like a generator, supervisor and ticket tent to make it easy- no hidden costs. Where they might not want to add on, for example, the generator as a line-item charge, when it's already accounted for in a package that fits their budget they are more likely to accept the whole deal (and it makes your life easier!)

The same way the counter attendant is trained to ask you, "Do you want fries with that?" train yourself (or your office staff) when booking a moonwalk to ask, "Would you like to add on a shade tent for only $35 more? Or a bubble machine for $10 more? " It's all about suggestive selling. It really works!

Get the Word Out

Now that you've created some packages, write up your specials for your web site and feature them prominently. A star or bright-colored link to draw attention to your specials will help get them noticed- people are always looking for a deal. Make it easy to find what you offer- don't make them have to call for details. Many won't bother.

As consumers, we've been trained to look for and ask for discounts, so give them! People LOVE to feel like they've gotten a great deal for their money. But do it by adding value and additional items, not by reducing prices.

Instant Shelter 10x10 Canopy

By Scottie Claiborne ©2006   

Canopies or pop-up tents are an excellent add-on item for your inventory. They can be rented along with your inflatables to provide shade for the supervising adults or shelter for the table for the birthday cake. They make great carnival game enclosures. They add a professional touch to concession sales. And... they fold up small for transportation and storage.

So, you are convinced, right? Now- what brand should you buy? Your choices in 10x10 canopy tents range from $50 at the local discount store to $400 or more for professional models.

In my business, I owned EZ Up and Norstar canopies and was relatively pleased with their performance. However, each season we lost 1-2 canopies to storms or heavy wind- the aluminum frames would get bent and were too fragile to bend back into shape. While they only ran about $200 each, it was still annoying to have to replace them each year.

I did try some of the cheapie tents from the discount stores, but wasn't pleased with their looks or their durability. The angled legs got in the way when setting up several side by side and overall, they looked cheap. They quickly ended up in the trash along with their more expensive cousins.

This year, I needed an inexpensive shade for my deck. Without expecting much from it, I picked up an First Up Instant Shelter 10x10 Canopy from Wal-Mart for $88.92. I set it up and left it in the yard for 4 weeks now, through several large thunderstorms and quite a bit of wind and I am pleased to report it's done even a better job than the $200 models I used to own. I'm very impressed!

The top is vented, helping to prevent that wind sail force that can sweep a canopy over before you know it. The expanding legs have wide levers instead of the rounded buttons used on the more expensive models, so raising and lowering the legs is much easier. I don't have to find a screwdriver to force a stubborn button back into it's hole in order to lower the leg.

The legs are straight, not angled and the top is coated for durability. The canopy comes in a rolling storage bag for easy transport and storage. It comes with 4 tie-downs as well as holes in each foot for staking.

The Instant Shelter has less structure in the top frame, with most of the support at the edges where the more expensive models have framing throughout the top. This has actually been a plus- when water pooled up on the top after a particularly heavy storm, there were no supports to break. I simply pushed the fabric back up to dump the water out and the canopy was perfectly fine.

These are not commercial quality canopies- they won't last forever. But at this price, I find them a much better value than the $200 models. For such a small investment, you can afford to rent them for very little or even add them on as a freebie to really give parents and event organizers that "wow-what-great-service" feeling.

Find them in the Camping section of your local Wal Mart!

First Time Folding- What Do I Do With This Thing?

By Kenneth Smudzinski,©2006

Springtime... this is the time of year when inflatable manufacturers shift production into high gear. It also coincides with the same time of year that a huge number of newbies get into the business.

This time of year generally leaves them with two questions in their heads

There are generally two ways to fold/roll a moonwalk. They can be folded into thirds or into fourths. This almost totally depends on the individual but not quite. Thirds are easier to handle but fourths are usually better. Much better. Here's some common sense reasoning.

People have various ways of transporting moonwalks. They are generally transported by truck, trailer or van. Folding in thirds makes a taller and skinnier roll. This is great for enclosed trailers where you have to maximize space.

It's very unsafe to transport these standing on end in a truck bed when folded this way. You have to remember that these will be taller than your own children when rolled into thirds. I'm sure you wouldn't have your children standing in the bed of a truck in motion- think of how unstable that would be.

Folding into thirds is totally useless for vans. If you drive a van or a truck, measure the space between the wheel wells. You'll see what I mean. You'll never get a moonwalk to lay down in a van or truck rolled/folded in thirds. If you fold in fourths, you can either lay them flat or stand them up on end.

My Ford Windstar and GMC Safari both have wheel wells spaced 49 inches apart. Coincidentally, a Chevy Silverado has roughly the same size spacing. A 16 foot wide combo when divided by four equals four feet. (48 inches). The same combo folded into thirds will be 63 inches. This won't work ladies and gentlemen.

When I originally got my combo, I would bring a tape measure along to make sure I folded it small enough. I repeat, you will not get a moonwalk to fit inside either of those two makes of vans when folded into thirds.

• A 15x15 will be 60 inches when folded into thirds.
• A 13x13 will be 52 inches, but only about 39 inches when in fourths.

The rolls may be stubbier and thicker but again, the main reason you fold into fourths is because they transport better in an enclosed dry van. I can fit 4 properly rolled moonwalks into my GMC, if they are mixed 2 13x13 and 2 15x15.

Just this past weekend, I had my 24 ft obstacle course, 15x15 modular and two 13x13 moonwalks all in my van at the same time. This includes all related blowers, toolbox, shop vac and cords. I can even fit my combo and 2 15x15 in my van at the same time. This can never be done rolled into thirds.

If you've never tried rolling your inflatables into fourths, I suggest you give it a try! You'll find that you have more options when transporting and storing them.

About the author: MSgt Kenneth P. Smudzinski is the 33d MOS Security Manager and owner of Party Time Bounce Moonwalks. If you read the AIRCO Bounce House Rental Forum, he's also known as PTBounce!

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Are You Cleaning and Sanitizing Your Inflatables?

By Alan Scott ©2006

There are many givens in this world, and as it relates to the moonwalk business you can be assured there will always be someone wanting to rent one and there will always be mothers worried about how clean they are.

Customer Concerns About Cleanliness

I recently started a moonwalk rental business Katy Bounce House LLC in Katy, TX. I've gotten enough calls and e-mails to have a number one frequently asked question. "Do you clean and sanitize your moonwalks after each rental?" My answer: "Yes I do." While I tend not to get into the details with my customers about how I clean them I do let them know that it's taken seriously by me and I pride myself on providing them clean rentals.

Is Cleaning the Same Thing as Sanitizing?

When I look at the specifics of the customer's question, I really see two parts to it. "Do you clean them?" and "Do you sanitize/disinfect them?" Are these the same thing? I think not, and while you may find many rental companies simply vacuuming the moonwalks out and maybe wiping them down with a wet rag or some Simple Green I feel this does not address the sanitized question. If you're going to sanitize something it needs to be done after each rental and not just once a week. Is the product you're using killing germs and bacteria?

Researching the Options

Many of us in the industry are members of moonwalk organizations that focus on safety, whether it is a professional organization that requires memberships or a free forum, where ideas are shared and support is given by the inflatable veterans of the industry. In my time spent researching this issue I've heard many different opinions on how to clean your moonwalks. While I respect everyone's input I feel some methods do not address the sanitized part of the customer's question. Me personally, I want my customers to feel comfortable knowing I use a product that is going to kill bacteria, viruses, mold and mildew.

The First Step- a Good Vacuum

After each rental our process starts with a good vacuuming. When permitted and if it is not to dark or cold out we prefer to clean the moonwalks at time of pickup, onsite at the customer's location. This will show the customer that we do indeed clean the moonwalks. Some like to clean them at the beginning of a rental, in front of the customer, but I would rather have it ready to go as soon as I set it up and then show them I clean them afterwards.

By cleaning them afterwards you also do not eat into any of their rental times and can take longer to clean them correctly. If it's dark or cold out I just set them up the next morning at my shop for the cleaning. I try to avoid this as much as possible as it eats into your bottom line by doing double the work. The way I see it we can not cut corners when it comes to cleaning our inflatables but we can be smart about it.

We use a Ridged vacuum with a twenty foot hose and a twenty foot cord. I prefer the longer hose because it keeps the body of the vacuum outside of the moonwalk, eliminating dust that may blow out the container and any scuffs on the vinyl from rough edges caused from dragging it around inside. Cordless vacuums are a second choice for me, I prefer to have the safety net of my batteries not running out in the middle of a cleaning or running low batteries and losing valuable suction. Remember, if I have to set the moonwalk up again back at the shop then it is my time wasted.

Make Sure You Get It All

I've noticed while vacuuming that where the side walls are attached to the floor there is a half inch over hang where the two pieces are sewn together, at least there is on my models. This is a great hiding place for grass and other things and if missed, it will find its way loose after you roll up the unit. To your surprise, when you go to set this unit up at the next location you may be embarrassed to find it looking a little dirtier then you left it! In my case I make sure to push on the side walls exposing this little hiding place and vacuum through it.

The Second Step- The Wipedown

The second step in our cleaning process is also done after every rental. We use a clean damp towel, and a product called Orange Blast. Orange Blast is designed to clean many things including vinyl. We mix this product 10 parts water to one part Orange Blast as indicated on the bottle. We proceed to wipe down the inside columns, the entire floor including the crevasses and the safety step. This product does a fine job at removing any left over dirt or debris that may be caked on the vinyl.

The Third Step- Sanitizing

We feel this addresses the clean part of the customer's question, but not necessarily the sanitized part. So in addition to the general wipe down I spray and wipe the inside down with a Clorox disinfectant that kills bacteria, disinfects, eliminates odors and prevents mold and mildew growth. Both the Orange Blast and the Clorox spray have their own fresh scents. I began using Orange Blast because it seemed to come highly recommended by some of the veterans to the business, but I feel it is lacking in the disinfected area.

I wrote the maker of Orange Blast with some questions on its ability to disinfect and its long term use on vinyl. As I get updates I will update this article. Going forward I intend to switch over to another product that was recommended called Matt-Kleen. This is a cleaner/disinfectant all-in-one used for sanitizing gymnastic mats. I have read of its use in hospitals, schools and gyms. The advantage to this product is it will allow me to save time and skip the whole process of wiping down the inside of the moonwalk with two different purpose cleaners.

Cleanliness is Part of Safety

What ever your method is we all have the same goal and that is to have safe, clean moonwalks for our customers. Each chemical we choose to use comes with its own pros and cons and I am not saying one is better then the other. In my decision-making process, I choose to listen to those that have been around longer then myself and have been using these products and seen their effects over the years on the vinyl and stitching

Remember that kids play hard, get hot, and sweat while coming into EVERY INCH of the interior of your moonwalk, so play it safe and make sure you clean AND sanitize after every rental. The safety and health of the children is worth the extra step.

Hot Threads at the Forum

Interesting Discussions

Wrap Up

Winners of the AIRCO Prize Drawing!!

Congratulations to our prize winners in the AIRCO membership drawing!

• Magic Jump Indoor unit: Jolly Jumpz Amusements Llc, RDCooter
• Magic Jump Indoor unit: Let The World Know, vslg1
• Ninja Jump Cash Cube is: Wandas Starglazer Moonwalk Company, trainman
• Pool Shark game from Partyzone Sales: Solid Rock Sports Llc, beanstalk
• Turkey Toss game from Huffer Games: Play 'til, MannyT
• Lifetime Listing in the Moonwalk Rental Directory: Jump To It, Inc., Ratliff
Congratulations to all our winners!!

Moonwalk Magazine

We're having some technical delays on the first issue of Moonwalk Magazine, but it will be worth the wait. The first issue is now scheduled for late June/early July. Verified AIRCO members will recieve a free years' subscription as part of their membership but anyone can subscribe. Our first issue of Moonwalk Magazine is scheduled for late May/June. Subscriptions will be $26 a year but you can get the first issue for free by sending an email with your name and full mailing address to freesubscription@moonwalkmagazine.com. Try it before you buy it! The subscription system will be set up shortly for those who are ready to subscribe.

As always, if you've got a great idea for an article, send it to us at scottieclaiborne@a-irco.org. Your ideas are more than welcome.

See you next month, or feel free to join us at the AIRCO moonwalk forum anytime, day or night. We'd love to hear from you!