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Display pricing in showroom? Your thoughts..

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poopsy:
well i bet s cal have way more competition..thats the problem here...sure there are 3 or 4 stores to go see same brand but they are all owned by the same store-chain so all same price and spiel. oh well..

poolboy34:
Steve,

I respect your opinions as a professional.  But saying that we won't sell our high priced premium tubs b/c we start our presentations with models at the bottom of the price chain is out of line.  Your way works for you and you are very successful with it.  The way we sell our spas works best for us, and has enabled us to become the US's number one dimension one Spa s dealer.  we received a reward stating this.  So obviously both ways work.  By showing a customer first what spas are offered at the lower price rnages it is very easy to move up the scale, building value as we go.  We find that it's easier to build-up then it is to move down the chain.  It's also how D-1 and also Watkins trains new dealers.  we don't get into price unitl almost the end of the presentation when we(sales staff) Know what features a customer wants to have in their new spa, and also what size and style they want.    Point being is that every salesperson has their own selling technique that works for them, are some techniques more successful then others???  yes, of course.  I'm not saying your way is wrong, b/c you are obviously very successful, but say that the way that my company chooses to sell spas is wrong is a statement of opinion and not a fact.  We are obviously a very successful dealership in our own right.  Just my rebuttal.

Jason,
Store manager for a D-1 and Caldera Dealer

Julie:
The only dealer which I went to who had prices on their spas was the dealer where I bough mine (sells MAAX Elite/Jacuzzi/Sundance).  Their sticker prices were the actual sale price, not overblowned MSRP.  I liked it, because when we first went to look at spas 2 years ago, we quickly realized  that our project would have to wait a little bit.  Sure there were models at 5-6k (CAN$), but after just a little presentation from the saleperson, we realized we didn't want that.  So we went back home and waited to save our money.   However, it wasn't a factor at all in our shopping.  Most dealers would tell us immediatly about price when asked.  

What was the big disadvantage for some dealers/brands, was the overblown starting price strategy: "Well, this is a 12k model, but once you've decided to buy, I'll see what I can do".  I don't  give into that.  When I get out of a dealer, I need to know how much the product will cost to me ±700$.  Otherwise, how can I compare products and see if I can afford it.  I'm not looking for the cheapest/rock bottom price, but if a similar product is 2000$ more that the competitor, I won't buy it.  Now, if their real selling price would have been 1200$ less, a 800$ price difference is not that big for that type of product, and I wouldn't have crossed it out!  This hurted the Artic and Catalina dealers.  In fact, our final choices were Beachcomber and Sundance, both of which told us: "Go and think about it, it's still slow right now, but don't worry the price will be the same in 2 weeks from now".  I know you do that Steve, and I think for most people who value service and quality, it's a very good attitude to use.

Steve:

--- Quote ---Steve,

I respect your opinions as a professional.  But saying that we won't sell our high priced premium tubs b/c we start our presentations with models at the bottom of the price chain is out of line.
--- End quote ---


I didn't mean to insult you Jason and if I did, I apologize. It was more of an attempt to help and in doing so, I maybe stuck my nose where it doesn't belong. I meant no disrespect as I also value your knowledge and obvious sales achievements.

Steve

poolboy34:
no hard feelings steve.  Your comments just kinda struck me the wrong way that's all.  I've always respected the advice you give on this board.  And I should note that b/c of you my opinion of Beachcomber spas has been improved a great deal.  Here the states, atleast in NY state anyways, it seams that most of the beachcomber dealers are few and far between and also lacking in good dealership skills.  You have definitly opened my eyes to the beachcomber spas.

Jason,

Store manager for a D-1 and caldera spas dealer

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