Hot Tub Forum
Original => Hot Tub Forum => Topic started by: Steve on May 23, 2004, 11:37:56 pm
-
This has been an area with differing opinions.
Should dealers display the price of the tub in the showroom? What is the benefit to doing so?
I don't do it but I would like some feedback from shoppers and dealers alike.
Thanks,
Steve
-
Steve I would say Yes. The first thing I want to know is whether the tub I am looking at is in my price range.
If I have no idea of the cost of a spa it gives me a benchmark to plan from.
The price does not have to be the final price as everyone likes to get a deal and the dealer has to be flexible when putting all the extras in the package.
I do not like to be oversold. I like to do my homework before I even talk to a salesperson. I will already know all the features a specific tub offers.
There has been a lot of posts asking for the wholesale cost of a spa. I believe a dealer has to make a living and be in business when I need services in the future.
It is not too hard to compare dealers in my trading area and come up with a median price which is fair and equitable to both the dealer and consumer.
ps; The Beachcomber dealer I decided to go with (Coquitlam Beachcomber) had prices and features on all his spas, which just seemed to me to be an honest way to start. The other Beachcomber dealer did not post prices, and I could not pin him down on cost which turned me off.
Regards Zz
-
Depends on how the dealer wants to sell. If he really WANTS to haggle with every client then I see dealers putting RETAIL prices on their spas. I personally don't like it but I also wouldn't walk away. It gives me a frame of reference for that particular line (ie. The 200 model is $800 less than the 300 model which is $800 less than the 400...). If the dealer wants to NEVER haggle, he can put the "No haggle" price on the tub. This will OFTEN backfire as the dealer has no opportunity to compete against educated competitors. I know the first thing I would do is learn that dealers "no haggle" figure and then simply quote my unit a hundred dollars lower. Tell the client that he could buy mine cheaper and it's a better brand. The client is welcome to go back to that dealer and try to get the price down, but if the "no haggle" dealer then (somehow) lowers his price, it puts additional caution into the buyers head. Rather, I would put a retail and my store price (20% discount) on the spa. This would leave me room to handle haggler's and also give me a good discount for the none hagglers (as well as the option to add some "freebees" to seal the deal for those not trying to "wear me down" on price.
-
I like it when prices are posted on any merchandise I'm shopping for.
Brewman
-
I guess I got use to the way it is, but I would be in favor of it if the price listed wasn't some fantasy number that you hope you could sell a spa for. And don't have a sale everyday. But maybe the horse has already left the barn and closing the door won't help now, all of us consumers are telling our family and friends don't pay the list price.
We've been making comparisions to the auto industry, but here where I live the jewelry industry are the real pirates. They always have diamonds or gold at 70% off. I believe there is a law, not sure if it is state for federal with jewlery that you must sell the item at its non-sale price one day every so oftern (I think its 90 days). I sure feel sorry for anyone who comes in the store that day.
-
When we visited with the HS and Sundance dealers the HS had not posted prices but the Sundance dealer did. I found my discussion with the HS dealer a little les condusing because I did not have a pre-concieved notion of what the cost would be. The Sundance dealer's price came in fairly close to what his advertised price was but I did need an explanation as to the difference. Which was simply a couple of items that we wanted extra at very little cost to us.
Both sales experience were positive from my point of view.
-
Steve-
I believe in posting prices-
The benefit in my view is that some prospects simply assume that if a price isnt posted, it must be too expensive... Kinda like the concept "If you have to ask the price, it's probably too expensive."
Cars unless used, always have a sticker, appliances too are usually priced conspiculously, and even Starbuck's has a tote board for their $3.00 coffees (See?- even they dont have any shame for what they charge for water steeped in ground up beans.)
The other benefit I can see is that having prices posted is its self-stratifying. Prospects with a buget in mind will walk right past the models outside their percieved budget needs- I think this can be a time saver as a salesperson-- Youre not wasting time pitching a prospect on a product that they cant or wont buy because of budget.
Plus, when you see them get the 'deer-in-the-headlights' look over prices-- you dont have to ask them about what they want to pay-- they will have already told you. You as a salesman can then focus on other needs, such as features, reliability, and earning customer confidence.
-
I too like to see merchandise prices displayed. Among other things, it helps me avoid stores that list prices grossly out of line with what other stores in the area post. Depending on how much prior research I've done, it also alerts me to ask what improvements make model X worth so much more than model Y. Sales staff knowledge can make a big impact at this point.
Starlight
-
I think the posting of prices is a good...I think what some dealers fear....is both that when you post what you need to sell in this a case a spa for.....you still always get the shoppers who feel they must haggle for a better price....the funny thing is I do not think it really even matters to that type of shopper if the posted price is fair and in line with prices paid else where for the same product.....they feel that if that is what you posted there is still always room to lower.....also.....when those who come see the price and might not fully understand what the price may include....( lifter....delivery....etc....) and than another store has no prices posted but gets someone to think they are really getting a deal when they tell than this what we normally sell for but for you this specail is x....and the first dealer may not get the chance to really show why thier price is overall better......I think over all it is better to post the price....
-
I'm going to say I would like to see the price! Of course, I was one of those customers who called (even before walking in the store) and asked about pricing on the models I had liked while visiting the manufacturer's websites (and I also asked what was included, i.e. lifter, chemicals, ozone, etc.). The Sundance dealer had no prices posted. The HotSpring dealer had some of the tubs marked. The LA Spa dealer had the "sticker shock" prices posted. The Jacuzzi dealer had prices posted, but considering he was desperate to sell (closed his doors a week after wet testing). But, having called and gotten the price quote over the phone, I knew what was in my budget before I walked into the store. That way I wasn't tempted to look at models I couldn't afford.
But that is just me!!!
-
I think the posting of prices is a good...I think what some dealers fear....is both that when you post what you need to sell in this a case a spa for.....you still always get the shoppers who feel they must haggle for a better price........
That makes sense, I also think the dealer would fear that if he put a reasonable price on a tub, he has fired the first shot and if that customer shops around, all the 2nd guy has to to say is "I think I can better that" and he might do so without the original seller having a 2nd opportunity.
-
For two years I didn't post prices. Had always difficulties to calculate all the options in reasonable time. just to find the custumer trying to lower the sum, when I got to the total.
This year I started to post prices on models shown and find it easier to talk about the realy important stuf. I will see in a year or two, what is better for me. Could be different for you, though.
-
That is what I meant Bill..the second dealer has an advantage and what happens many times ...is that he basicaly buys the deal from the first dealer who many times helped to educate the buyer...so that the buyer has a better idea of what they are looking for ... and are focusing now more on price.....
-
That is what I meant Bill..the second dealer has an advantage and what happens many times ...is that he basicaly buys the deal from the first dealer who many times helped to educate the buyer...so that the buyer has a better idea of what they are looking for ... and are focusing now more on price.....
I agree that this probably happens, and certainly with customers who view price as the sole input into the buying equation it will always happen. It need not though. The dealer I started with helped educate me about the product line and helped get a spa filled for me to wet test. We established a relationship during this process so that when I visited another dealer in the area who had posted prices MUCH lower, I went back to the first dealer to discuss price. I wasn't going to beat him over the head and insist that he match or beat the price; neither did I think it was reasonable for me to pay that much of a price differential for the identical item. We worked out a price that made both of us feel good. During this process, I did not soak up much staff time at the second dealer, nor did I try to get the dealers into a price war. I guess my point is that if the dealer can establish some kind of relationship with the potential customer, the dealer will not necessarily lose the sale to a lower-priced dealer.
-
when i see retail listed i know that thats a number used to make you feel like their other price listed is a deal..lol...sure they have to start somewhere i guess.
I WISH a dealer listed an amazing price including cover/steps/chemicals so they whole bantering over price would jyust go away.
I mean say you walk into a sundance dealer.....you want an optima..you know its about 7900-8500 depending on where in the usa you get it.... with all the options(stairs/cover/lightingZ)....so if you were a dealer y not post 7500.00 price.....no haggle.....you know its a good price and FAIR.....no questions...just wetest and if you come back in 2 weeks its still 7500.00
what i hate is these dealers who say buy today and its xxx...but next week it will bexxxx......i want to slap them silly...lol...
I really wish they would cut all the bull crap...and give you an amazing price and even tell you to please wetest others and if you like ours better please come back and of course its still 7500.00.....so off you go to hs and caldera and d1..and on and on to wet test....and they all say the same thing and give you their amazing prices....then you decide. simple huh?
Too bad its rare as hec....
Ok...sure there will be people who will pay 8200.00 in the door with no questions asked...but i feel dealers size up people and adjust prices based on this. I know when i go in i am so familiar with prices and options by reading and visiting boards that i cut to the chase and tell them what i expect to get.In a nice way of course....but if they blow me off so be it. Believe me i have heard it all from these dealers..from i gotta eat!! As i see them order food out for lunch(instead of maybe making luch and bringing it?) to "my overhead" as i see a new hummer parked in front with the plates spaguy on it.....
No offence meant here to anyone but others have to be fed up with the treatment too...
-
Thanks all for your input and insight.
Here's my take on it.
If someone comes into my store and has been to a handful of stores, they immediately determine if ours are a "good value" by the price displayed. Let's face it, most shop by price and although I understand we all have budgets to work within, true value can't be determined by one price.
The customer see's a tub they like but at the last store they were at, the similar one was $500.00 less. Do you run the risk of letting them walk?
It's the same philosophy when someone comes in and ask's, what's the price of that spa... what's the price of that spa... what's the price of that spa. That just irrate’s me to no end. How can one truly determine value before finding out about a product. I don't want a sign to sell the spa, I want a salesperson to earn their money. Now granted, pricing will give people an idea of the type of spas they're looking at, but that's about it.
We've all seen it many times where someone comes in with a certain budget in mind, but often finds the spa that best suits their needs is a thousand or two more than what they thought it was going to be. The majority of the time, they have no problem spending that money to get what they want.
I guess the other aspect to consider is how you do business. Any price we quote will be what the customer pays for the tub. We have factory direct promotions that add value to any spa and we write everyone up that comes in looking at spas. Your closing ratio increases dramatically by doing that as well. :o
So after spending an hour with us, the customer not only knows about our company and product, they have a real quote with the pricing of everything included when they walk out the door. I don't mind doing it as it's so difficult to really compare apples to apples. They will also have all the extras marked down on that quote with a total savings.
We've done it this way for 15 years and it might be an issue for 4 or 5 people a year. When asked, I just explain that we want to take you through the entire process and let you decide if the pricing is really a good value or not. Without that knowledge, ricing means nothing. It's a starting point for many dealers that use it as a tool to build value on. They run the risk of "sticker shock" for sure but then try to make it a real value when they come down $1000.00 from that price.
Cars, appliances and such are items we have all purchased and we have an idea of brands and features and such. Hot tubs are a new purchase for 98% of the people walking into your store and I believe they deserve our time to take them through the buying process and let them decide if the product has value by then of the presentation. Just my concept anyway... ;)
I see not many of you will be buying a tub from me anytime soon!! ;D
Steve
-
Thanks all for your input and insight.
I see not many of you will be buying a tub from me anytime soon!! ;D
Steve
Perhaps not, but seeing as how I don't live in the same country as you, and the fact that I already own a spa.
;)
I prefer that prices are marked on the stuff I am shopping for, but I would not rule out dealing with a store that did not have prices marked.
You certainly seem to have a successful business model, so what you are doing must be working. More power to you!
Brewman
-
Steve, ;D
I want to see a price posted on each spa. Frankly, there is a big black mark in my mental picture of dealers of who do not post prices, no matter what the product is. The same for cars, pianos, clothes, airplanes, firecrackers, food, houses, etc. By the way, the best dealer that I encountered was a home seller in Arlington, Virginia in 1982 who posted prices outside on their new model homes, ranging from $139,999 to $489,999.
The dealer can easily tell customers who are interested if and how much the prices might be negotiated. It works either way. Note that Saturn cars are very successful with folks that just hate the whole negotiating thing. They pay about midrange of what others might pay. More folks than not like the negotiations, so that is your best bet. Unless, you can have more than one store, in which you should definitely have one that negotiates and one that has a flat price.
Electro
-
""The customer see's a tub they like but at the last store they were at, the similar one was $500.00 less. Do you run the risk of letting them walk? """""
Well...i dont knoe about there but here in denver colorado they do just that..let you walk and will even open the door for you...lol
I am serious..here is the setup....there is 1 store chain (lets say called spa1)..AND they carry sundance and sweetwater...then another store chain carries(spa2) sweetwater and caldera.. for example.
Ok spa 1 and spa2 have 2-4 stores in the colorado area....and since they have a monopoly on the brands they set the prices....if you say spa 2 has a tub i like that is like your sundance tub but its 1000.00 less...they just say.....well ours is a better tub...blah blah blah...
and they WILL let me walk.....
Essentially all the stores do this cause no SEPERATE other owned store carries that same brand....so they have you in a bind-aka pricefixing in a way.
Now if there was another store(spa3) who carried the same tubs as spa 1 then you would have some serious competition. Meaning more reasonable pricing. I AM DEAD SERIOUS on this.
I just feel since dealers are set up like this they just let you walk away
-
I agree that this probably happens, and certainly with customers who view price as the sole input into the buying equation it will always happen. It need not though. The dealer I started with helped educate me about the product line and helped get a spa filled for me to wet test. We established a relationship during this process so that when I visited another dealer in the area who had posted prices MUCH lower, I went back to the first dealer to discuss price. I wasn't going to beat him over the head and insist that he match or beat the price; neither did I think it was reasonable for me to pay that much of a price differential for the identical item. We worked out a price that made both of us feel good. During this process, I did not soak up much staff time at the second dealer, nor did I try to get the dealers into a price war. I guess my point is that if the dealer can establish some kind of relationship with the potential customer, the dealer will not necessarily lose the sale to a lower-priced dealer.
...That really is the way it should be...and it was very nice and considerate of you to give that first dealer a chance to see if his price could be more inline with the other...not all shoppers will do that...not all dealers costs and or retail prices are always going to be the same but they should be with in reason...I hope you enjoy your spa...
-
Steve - The sign is the opener. The salesperson is the closer. It's that simple. It's up to the sales person to identify the value the client sees as a benefit and then to align that with the spa they are seeking. A good sales person can make the customer feel that the price is secondary. THAT's how to sell spas IMHO.
-
We don't post prices on our spas. This is b/c we want the members of sales staff to get to know the customer and find out why they truly want a spa, and what features they want their new spa to have. We also typically start our customers at the least expensive models and work our way up the chain to show the differences and build value into each spa based on the increasing number of benefits and features they offer. Plus our prices are ALWAYS higher then our competitors and posting our prices on our spas would give our sales staff no opportunity to give a proper presentation.
Jason,
Store manager for a D-1 and caldera Spas dealer
-
We also typically start our customers at the least expensive models and work our way up the chain to show the differences and build value into each spa based on the increasing number of benefits and features they offer.
Personally, I think you are doing yourself and the sales staff a HUGE injustice by starting at the least expensive. I'm not saying to oversell your customer, but once you show them all the features and benefits of your higher end, they'll reach a point where they just to want to go without certain features.
By starting at the least expensive, you will sell spas to people that would have otherwise purchased a more expensive one. That I will guarantee Jason and I have done both for many years. I would seriously look at making a change in the way you present your line and you will sell more of the higher end spas. Believe me, and I think anyone who has been in sales for any length of time will tell you the same thing. It's well worth it and you will benefit from it as well.
Plus our prices are ALWAYS higher then our competitors and posting our prices on our spas would give our sales staff no opportunity to give a proper presentation.
This may be a reason that others talked about where you're afraid to show it based on your price alone. I wouldn't display the price even if we were the cheapest in town. Regardless of wether or not signage is used, it doesn't prevent the exact same presentation from your sales staff. Price may well be the first question some ask and I'm more than willing to give it, but at the same time, people making this purchase have disposable income to spend. They are in our stores (and not at a department store) for a reason. They want quality and a dealer that's going to look after them. Though value is critical, the question of pricing doesn't come up until later in the conversation in most instances I've found.
I think we as salespeople and business people put far too much emphasis on PRICE and less on value. This is why some get frustrated when shopping because we focus more on lowering price to show value than showing quality. Why is it we feel the need to lower price and display it when all we really want is the opportunity to show how great of a product we have and the reason why these people should be purchasing from us?
Steve
-
Thanks all for your input and insight.
I see not many of you will be buying a tub from me anytime soon!! ;D
Steve
Steve don't worry you got in the back door. After reading the many intelligent, thoughtfull and informative posts you have written, if I were in Edmonton you would be my Spa Guy.
I still like to see the price together with The model name and a list of the features and added value features of each spa when I walk into a showroom.
With the Model and features listed it gives me a springboard to ask the Salesperson about the spa and get a brochure.
Keep up the good work,
regards, Zz
-
We don't post prices on our spas. This is b/c we want the members of sales staff to get to know the customer and find out why they truly want a spa, and what features they want their new spa to have. We also typically start our customers at the least expensive models and work our way up the chain to show the differences and build value into each spa based on the increasing number of benefits and features they offer. Plus our prices are ALWAYS higher then our competitors and posting our prices on our spas would give our sales staff no opportunity to give a proper presentation.
Jason,
Store manager for a D-1 and caldera Spas dealer
I would not buy a spa from you.
Personally, I like to see the the "fair discounted street price" of the spa listed, without options. We can haggle over the extras and determine what is a fair price for those, but not putting the price on a spa is like negotiating in a foriegn street market with much more $$$ at risk.
Custormer thinks he is getting a good deal, until he finds out that he did not and he is forever angry and won't walk back in the door, or tell his friends about his positive experience.
-
I still like to see the price together with The model name and a list of the features and added value features of each spa when I walk into a showroom.
With the Model and features listed it gives me a springboard to ask the Salesperson about the spa and get a brochure.
Hey Zz and thanks. Just for clarification, we do have the model and details listed on each spa in the showroom but not pricing.
Take care my friend,
Steve
-
I think that after being in retail sales for 27 years that the single biggest thing sales people do. Is to short cut the selling process...it is something you constantly hear about in training and yet it happens all the time.... it really is a disservice to the customer. . That if you do not take the time to find out the wants and needs of the customer you can than not try to match them with the product that bests fits those needs...the tough part is many times in things like a spa purchase is that when the price is posted people may not give the sales person the time to find the best spa that fits those needs.... and the sales person may not also have the chance to build any value into their product without a proper demonstration.... I guess the issue of price gouging is of fair concern…it is just something that has not been a part of the places I have worked…as well the competitive market keeping you inline...I have always thought it is better to be fair with people and that in the long term serves both yourself and the customer better….
-
wait a sec.... correct me if i am wrong but what are a persons needs when looking for a tub? I mean....that seems a bit of more sales jargon to me...kind-of...no offence but....
most people want a tub to relax in right? I have been in maybe 20 hotubs total in my life and they all "do" the same thing.....bubble and relax you...i mean it isnt rocket science..right?
Now each company has its own bells and whistles but those bells dont really cater to a persons needs in a tub in general.Do you see where i am going with this? when i 1st went to look at tubs all i heard was> this one has more jets...thisone a lounger....colored lights....waterfalls..well for an extra 800.00 this one has a stereo....oh and this one a popup tv........
so please tell me how these can be considered needs? The hotub in general is a luxury item. if i walk in your store you asked me my needs i would wonder what angle you were going at.I would answer..well...my needs ar relaxation and quality...dependabilty...
So every store says this is their tub.,,,so as we all know a wetest is the clincher....more then price...cause even if the price is good ,if you dont like the wet test..its no sale.
So the problem really is when someone wet tests a few tubs and they all are decent..then he sees 1 is 7000 and the other is 8000..he must now factor price into it.
Maybe i am way outa line here..if so i am sorry ...but apart from size-color--lounger or not..i suspect everyones(or the majoritys) needs are the same....in fact just using the word needs seems a bit silly and glorifying that fact that its just a hot tub....
Its like a car...basically it goes from point a to point b...but some have this image of them in a sports car or suv or???? whatever so maybe its the same for hot tub......I just keep thinking of when i am driving around and see all these suv's with 1 person in them guzzling gass and looking spotless....slowing over rr tracks and thru small puddles when they have beefy suspension which was an advertised feature ...people really buy into all kinds of stuff it seems...
-
wait a sec.... correct me if i am wrong but what are a persons needs when looking for a tub? I mean....that seems a bit of more sales jargon to me...kind-of...no offence but....
Just a note, some people use hot tubs for therapy for medical conditions. Arthritis and other conditions are benefited by the theray hot water will give, as well as the whirlpool effect!
Yes, most people by tubs for relaxation, I was one of those. But there are people who have "needs" and if a sales person asked me, I would tell them.
-
I wouldn't display the price even if we were the cheapest in town. Regardless of wether or not signage is used, it doesn't prevent the exact same presentation from your sales staff. Price may well be the first question some ask and I'm more than willing to give it, but at the same time, people making this purchase have disposable income to spend. They are in our stores (and not at a department store) for a reason. They want quality and a dealer that's going to look after them. Though value is critical, the question of pricing doesn't come up until later in the conversation in most instances I've found.
I think we as salespeople and business people put far too much emphasis on PRICE and less on value. This is why some get frustrated when shopping because we focus more on lowering price to show value than showing quality. Why is it we feel the need to lower price and display it when all we really want is the opportunity to show how great of a product we have and the reason why these people should be purchasing from us?
Steve
I whole heartedly agree with you. Quality and service are number one in most peoples mind. Granted your going to get the bottom feeders and penny pinchers who regret it down the road. However the higher percentage of tub shoppers are looking for A high Quality product thats going to last,and a high quality dealer thats going to be there when service is needed. This is a big investment for many people.
No prices in our store, I think they take away from the beauty of the tubs themselves.
-
1.The customer see's a tub they like but at the last store they were at, the similar one was $500.00 less. Do you run the risk of letting them walk?
2.We've all seen it many times where someone comes in with a certain budget in mind, but often finds the spa that best suits their needs is a thousand or two more than what they thought it was going to be. The majority of the time, they have no problem spending that money to get what they want.
3.So after spending an hour with us, the customer not only knows about our company and product,
4. We've done it this way for 15 years and it might be an issue for 4 or 5 people a year.
5. When asked, I just explain that we want to take you through the entire process and let you decide if the pricing is really a good value or not.
6. I see not many of you will be buying a tub from me anytime soon!! ;D
Steve
Wow, Steve great post, so much to read and think about, but I wanted to touch on a couple of your points.
#1, For me $500 out of $6-7K wouldn't have been too big a deal for me if there was something I liked about the brand or dealer, but to me every dealer will tell me why their brand is better and I would expect that pitch, but if it was a well reasoned (to a first time buyer with no tub experience, but good common sense) I'll listen as long as the dealer isn't pushy or speaks badly of the other brand.
#2. This happened to me, but my dealer let me come to this decision on my own, otherwise I would have felt like I was "bait and switched" I felt good about the decision afterward since the dealer let us come to it on our own. In the end it was his positive sales approach and low key that won us over.
#3. The dealer we bought from spent 3 hours with us (excusing himself when needed) and that really made a difference with us. We never felt pressured.
#4. If you deal with enough people you will find some that think high gas prices are caused by the fact that Elvis is still alive and living in the next comet coming to take us all away, so you can't convince or win everyone over.
#5. "let you decide " Important words.
#6. Your right, but had I found this forum before I bought, I definitely would have considered Beachcomber had there been a closer dealer at that time based soley on your posts here.
-
wait a sec.... correct me if i am wrong but what are a persons needs when looking for a tub? I mean....that seems a bit of more sales jargon to me...kind-of...no offence but....
most people want a tub to relax in right? I have been in maybe 20 hotubs total in my life and they all "do" the same thing.....bubble and relax you...i mean it isnt rocket science..right?
Now each company has its own bells and whistles but those bells dont really cater to a persons needs in a tub in general.Do you see where i am going with this? when i 1st went to look at tubs all i heard was> this one has more jets...thisone a lounger....colored lights....waterfalls..well for an extra 800.00 this one has a stereo....oh and this one a popup tv........
so please tell me how these can be considered needs? The hotub in general is a luxury item. if i walk in your store you asked me my needs i would wonder what angle you were going at.I would answer..well...my needs ar relaxation and quality...dependabilty...
So every store says this is their tub.,,,so as we all know a wetest is the clincher....more then price...cause even if the price is good ,if you dont like the wet test..its no sale.
So the problem really is when someone wet tests a few tubs and they all are decent..then he sees 1 is 7000 and the other is 8000..he must now factor price into it.
Maybe i am way outa line here..if so i am sorry ...but apart from size-color--lounger or not..i suspect everyones(or the majoritys) needs are the same....in fact just using the word needs seems a bit silly and glorifying that fact that its just a hot tub....
Its like a car...basically it goes from point a to point b...but some have this image of them in a sports car or suv or???? whatever so maybe its the same for hot tub......I just keep thinking of when i am driving around and see all these suv's with 1 person in them guzzling gass and looking spotless....slowing over rr tracks and thru small puddles when they have beefy suspension which was an advertised feature ...people really buy into all kinds of stuff it seems...
..
Well Poopsy....
Wants and Needs? You sort of answered this yourself...as for A TV...a stereo...A waterfall.... are not important to you but to some people they are.... Do you need this tub for just yourself..?.... Or you and your spouse? Your family? Are you using this for a pleasure or relaxation spa? Or buying it because of a medical condition…? If so than perhaps ease of entry should be a consideration...do you want or need a lot of jets...? A lounger...? Do you want it run off of 110 or a 220? ...Do you want wood or synthetic siding...? Do you want an ozonator? Or do you not care? Do you care about a micro band surface? Do you care about it being a fully foamed tub? Or do you like the idea of thermo design for insulating? Do you want it to use a 24-circulation pump? Or do you prefer hi flow filtering? Etc.Etc.... so if you care about what’s important to your customer you need to spend some time with to find what best meets those wants and needs…
-
I really wish they would cut all the bull crap...and give you an amazing price and even tell you to please wetest others and if you like ours better please come back and of course its still 7500.00.....so off you go to hs and caldera and d1..and on and on to wet test....and they all say the same thing and give you their amazing prices....then you decide. simple huh?
Yeah, Poopsy, in theory your idea works. In reality the consumers instigate the "bull crap." Even IF a Sundance dealer told you he would sell his spa to you with all options included at a bottom line price of $7500.00, "and if you must, go wet test the others, cuz my price will be the same." You are going to walk in next week AND STILL ASK FOR A BETTER PRICE. It's not the dealers that create this bartering dealing system, it's the consumers. Remember, the customer is NEVER right, just don't let them know.
-
i know...i am fighting a loosing battle..lol...customer is always wrong....funny thing is if roles were reversed by a snap of my fingers....i bet that the slaesguy(now customer) would want a better deal...and i would likely give it to him as word of mouth is more powerful then advertising....and if i need to decrease my prices by 500-1000 dollars to get 50% more sales i would do it.
again no offence meant to anyone on this board.Sometimes i just get the feeling that when i go into these stores(not all) but many...there is this attitude of elitism from the sales staff and the classic let me call the boss-dissapearing into a back room think for 20 minutes and returning with sorry no... and my questions on price werent insulting just intelligent...cause i know about retail-wholesale and the way it all works.... where as most people i see come in there when i notice dont get into it with price cause they wouldnt really question it. Like people who obey walk lights..and a person comes up and sees no traffic so he walks across against the sign..and certain people will follow while others will stay///....
Ok so i am a person who needs to know how something works and y...i ask lots of questions and am a fanatic about details...sure a salesmans worst nightmare maybe yet a teachers dream..lol....so after 4 months of research i know more about the spa then the salesguy cause for him its just a job but for me its an 8000.00 investment.
-
Poopsy..
You should get your questions answered...You should be able to ask anything you wish...It is a big investment...I would just say to you....to give the sales person a fair chance to answer...if they do not than thats on them...I am surprised that you are having so much trouble getting good service...I guess where I am from SO CAL....it is so large and competitive that you could not operate for long if you treated people like that...
-
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..
-
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
-
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,
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.
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
-
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
-
lol...Jason....Steve,
Maybe you two should get a room.... : :o.... ;)