Hot Tub Forum
Original => Hot Tub Forum => Topic started by: J._McD on May 07, 2006, 10:01:47 am
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In another thread the question was raised, why does this industry “negotiate” prices.
(How the spa industry became one where you price dicker. Fear of the unknown and NOT wanting to pay more than others are the basis of this issue.)
The general consensus was that the consumer initiates this concept when they ask a question like, “can you do any better on price?”, “can you include the extras at no charge?”, “I can get it for less from another dealer?”, “the other dealer was including that?” And then, the dealer who wants your business contributes to the concept because he does not want the business to walk out the door.
As consumers, do you all try to negotiate the price on anything or everything you shop or is it just hot Tubs.
The reason I ask is, a long time customer comes in ready to change out their 18 year old product that we never sold them, but we have extended our services to them for the past 16 years of handling the manufacturer that has now been taken from us and given to a new player in town. We still have remaining stock we need to sell and they want what we have, but they pit us against the other dealer for cheaper pricing. We need to release the unit, they want to buy it, the other dealer would like the sale also, and we graciously gave them a serious and substantial discount because of our relationship over the past 16 years, and they could not make a decision.
My take on it is they want to go to the other dealer to see if he will do better. And, I would also assume, IF they return, they will expect that deal to be still on the table, to which, I am inclined to say that it is not an acceptable deal to us any longer. Yes, I am offended that they can not recognize a real deal when they see one.
Now all of you have shopped and most of you have dickered:
• Was the deal still on the table when you returned?
• Did you accept the deal when it was presented?
• Did you dicker with everyone you shopped knowing you can only buy from one?
• Did you use it as a bargaining chip at the next dealer?
??? ???
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McD,
I did do a bit of negotiating, but it was not for the same spa. I got prices from both dealers and had already made a choice; if I got the one I wanted (HS Grande)at the right price, I was going to go for it, but if I didn't, then the other one was acceptable and I would have gotten beter value.
At the time I was buying, neither one had the spa I wanted at the store. They would have to order it. The HS dealer initially told me that the factory was doing their annual shut down and it would be months before my spa was available. The other guy could get the spa in about a month.
I used the delivery issue to negotiate, so that I was not just negotiating on price. The HS dealer came up with a package price that was high. I responded that with the high price and long delivery, I was less interested, and I went back to the other dealer. The HS dealer called back in a day to say that he had gotten a better delivery date (2 weeks) and he improved the package price and threw in more chemicals and filters as sweeteners. That was enough to seal the deal. I put a deposit down immediately.
I know of few things at this price point (Around $10,000) that are not negotiable in some way. Just the way of the world.
In your case, I too, would have been dismayed that service was not factored in. I hope you get a chance to say that in a diplomatic way. In my case, they both were unknown. The one I bought from has been good on service, so that would affect the next purchase.
BearBath
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I only feel like dickering is expected if the prices are not posted - 90% of the tubs I looked at, had no price posted. In fact, I did not dicker at all when I finally decided which tub I wanted. I asked the price and that is the price I paid.
• Was the deal still on the table when you returned? Yes
• Did you accept the deal when it was presented? No, I was still comparing tubs.
• Did you dicker with everyone you shopped knowing you can only buy from one? No
• Did you use it as a bargaining chip at the next dealer? No
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Since I started the now famous thread I would to respond to yours. I think that as great as the information highway has become, it also can have it's drawbacks. Because of forums like this one we now have the ability ot see what other consumers are paying for there spas. With that I would feel maybe taken if I find where someone else purchased the one I want for less than I did. The problem for other dealerships is if one of there competitors is pricing there spas at a point where they are actually putting themselves and others that follow out of business.
I personally want a fair price that I can live with. It doesn't have to be the lowest price.
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I always wondered who was the first person to say "If you buy from me right now, I'll throw in..." Because that person started a bad trend for both parties.
"OK Mr. Burger King Mgr, Ron down at the McDonalds says your frying oil isnt filtered with a 100% no by-pass system and his is; AND if I buy from him he will super size me for free AND throw in 6 nuggets. What are going to do for me" ?
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I just remembered another one.
A guy I used to work with had a transmission go out on his car a month after the warranty ran out. He went to the dealer and tried to get it fixed for free but they wouldnt. So he called the manufacturer and stated his case... eventually he got a high enough manager that offered to cover 25% of the repair costs. He wanted more so he complained more and they upped the offer to 50%. Finally one more call he figured would get the whole thing paid for but this time the factory guy said:
"It is obvious that we are not going to be able to satisfy you 100% so all offers are withdrawn. You are on your own."
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When I was shopping for a tub the nebulous pricing on the spas really turned me off. It is one reason I did not buy a Hot Springs, the dealer did not have the price posted and he only gave me vague generalities on pricing. The dealer I bought my tub from had the prices posted on all the spas and it was clear that this was the price. I really liked this, maybe if I had gone in knowing that buying a spa was like buying a used car then I would have been ready for the sales tactics. Price was not a major factor in my purchase so I really liked the straight forward pricing from my dealer.
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And my guess is, that's the last time that manufacturer is ever going to get any of your friends money, but it does remind me of an old joke...
A husband and wife have been eagerly awaiting the birth of their child.
On the blesed day, much to their dismay when the baby was born it was only a head.
The parents did the best they could to raise and take care of the head, and the head became a fine adult head.
On the heads 21st birthday the father took the head out for it's 1st beer.
After downing the 1st beer the head suddenly sprouted a torso!
Amazed and delighted the father got his SON another beer.
After the second beer the son sprouted arms and legs.
So overcome with joy the father was able to hug and be hugged by his son and they ordered another beer together. They toasted and all by him self the boy lifted the glass with his father and drank his third beer and instantly died.
Saddened the bartender looked up at the father and said...
You should have quit while he was a head.
I just remembered another one.
A guy I used to work with had a transmission go out on his car a month after the warranty ran out. He went to the dealer and tried to get it fixed for free but they wouldnt. So he called the manufacturer and stated his case... eventually he got a high enough manager that offered to cover 25% of the repair costs. He wanted more so he complained more and they upped the offer to 50%. Finally one more call he figured would get the whole thing paid for but this time the factory guy said:
"It is obvious that we are not going to be able to satisfy you 100% so all offers are withdrawn. You are on your own."
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Negotiate? Yes.
But not so much on the tub as on accessories and supplies.
1. Knew my budget "top-dollar".
2. Wet tests guided me to several choices.
3. Determined fair market price from several sources, this forum being one.
4. Struck my "deal" on the tub, then negotiated for accessories. (Figured there is more mark-up there.) Had no problem buying "floor model of last year's umbrella," etc.
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I typically don't negotiate but I do shop. I will go to many stores or get quotes from a number of contractors to see what prices are. In everything pricing is varied and I do look for the best value, not necessarily the cheapest.
I've done that with my tub, car, furnace, siding ... It costs me time but it doesn't cause hard feelings with the selling individual. If they are in the ballpark as far as features to price - great; if not I keep looking.
My tub and siding weren't the cheapest but the best value IMO. My car and furnace were the cheapest and best value.
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Now all of you have shopped and most of you have dickered:
• Was the deal still on the table when you returned?
• Did you accept the deal when it was presented?
• Did you dicker with everyone you shopped knowing you can only buy from one?
• Did you use it as a bargaining chip at the next dealer?
??? ???
deal still on the table- yes
accept when presented? No, I still had lots of looking to do, and would never make such a big purchase without at least overnight to think about it.
Dicker with everyone? No, until I knew which spa I wanted, I just kept track of each dealer's offer. Once I decided which one I wanted, I did make a counter offer slightly less than what I had been quoted.
bargaining chip at the next dealer? No. But each spa I was looking at was a different brand, so that would seem an unfair thing to do. If two dealerships for the same brand were in my area, I'd expect their prices to be the same.
As far as the overall theme of dealers being offended or irritated by people trying to negotiate with them, I'd say you should change your profession if this really bothers you. Whether it is fair or not, big ticket items are going to be viewed this way by consumers. Spas, furnature, home electronics, even houses are sold this way. (Houses do differ, admittedly- sometimes going for MORE than asked, depending on the market) Even if you dont like to bargain, many of your collegues engender this policy. At least 1/2 of the dealers I spoke to indicated that they could "work with me" without me asking for any deals.
There is another aspect to it that came up a month ago or so- some people, because they are so habituated by the way other big-ticket items are sold, HAVE to bargain. They cant bear to know that they did not try to save a little more. It is not that they are trying to abuse the dealer, it is more like a personal achievement.
I said above that I did give my dealer a counter offer. There were two reasons for this.
1) I had in my own head what I felt was the relative value of that tub compared to the others I had looked at. It was not the least expensive model that I wet tested by far, but I felt I knew where it fell in the spectrum of value, trying to compare apples to oranges. That determiend what I felt I'd be willing to part with to have the tub.
2) I'm guilty of the above need to know that I tried. ::)
FWIW- if I had felt all warm and fuzzy for my dealer, I would have given what he first asked, no bargaining, as I would have known that years of good support were to follow. As it was, I felt that I was buying an item from someone who was going to be of some, but limited help in the future, so I did not feel bad trying to ge the best price I could.
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In my experience in this industry I've come to find one thing to be true:
Weaker dealers don't price their tubs while stronger ones do.
Steve
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In my experience in this industry I've come to find one thing to be true:
Weaker dealers don't price their tubs while stronger ones do.
Steve
I find that to be a gross overgeneralization. And we price our spas.
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What do you expect from a rep? ;)
We have price tags as well, that show MSRP, and OUR price.
I find that to be a gross overgeneralization. And we price our spas.
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deal still on the table- yes
accept when presented? No, I still had lots of looking to do, and would never make such a big purchase without at least overnight to think about it.
Dicker with everyone? No, until I knew which spa I wanted, I just kept track of each dealer's offer. Once I decided which one I wanted, I did make a counter offer slightly less than what I had been quoted.
bargaining chip at the next dealer? No. But each spa I was looking at was a different brand, so that would seem an unfair thing to do. If two dealerships for the same brand were in my area, I'd expect their prices to be the same.
As far as the overall theme of dealers being offended or irritated by people trying to negotiate with them, I'd say you should change your profession if this really bothers you. Whether it is fair or not, big ticket items are going to be viewed this way by consumers. Spas, furnature, home electronics, even houses are sold this way. (Houses do differ, admittedly- sometimes going for MORE than asked, depending on the market) Even if you dont like to bargain, many of your collegues engender this policy. At least 1/2 of the dealers I spoke to indicated that they could "work with me" without me asking for any deals.
There is another aspect to it that came up a month ago or so- some people, because they are so habituated by the way other big-ticket items are sold, HAVE to bargain. They cant bear to know that they did not try to save a little more. It is not that they are trying to abuse the dealer, it is more like a personal achievement.
I said above that I did give my dealer a counter offer. There were two reasons for this.
1) I had in my own head what I felt was the relative value of that tub compared to the others I had looked at. It was not the least expensive model that I wet tested by far, but I felt I knew where it fell in the spectrum of value, trying to compare apples to oranges. That determiend what I felt I'd be willing to part with to have the tub.
2) I'm guilty of the above need to know that I tried. ::)
FWIW- if I had felt all warm and fuzzy for my dealer, I would have given what he first asked, no bargaining, as I would have known that years of good support were to follow. As it was, I felt that I was buying an item from someone who was going to be of some, but limited help in the future, so I did not feel bad trying to ge the best price I could.
anne's post pretty much sums up my thoughts! Thanks for saving me some typing! :)
On a personal note, I hate negotiating, but I definitely shop around, and by that I mean look at different dealers and see what they have, at what price. And why wouldn't I? I've saved thousands of dollars on my home improvement jobs alone by not accepting the first quote I was given. I realize that some people are very unreasonable, and it must be trying for the dealers here. In fact, from some of the horror stories that have been posted, I don't think we even realize how bad it is. I guess my only thought is, put yourself in our shoes (consider however you would deal with buying a large-ticket item that you don't know much about), and then try and be fair in weeding out the normal people just trying to make their dollar go the farthest from the crazy nutcases and 'spend a dollar to save a penny' people.
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I find that to be a gross overgeneralization. And we price our spas.
;D And I don't...Which one of us is right? ;D
Steve
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On a personal note, I hate negotiating, but I definitely shop around, and by that I mean look at different dealers and see what they have, at what price. And why wouldn't I? I've saved thousands of dollars on my home improvement jobs alone by not accepting the first quote I was given. I realize that some people are very unreasonable, and it must be trying for the dealers here. In fact, from some of the horror stories that have been posted, I don't think we even realize how bad it is. I guess my only thought is, put yourself in our shoes (consider however you would deal with buying a large-ticket item that you don't know much about), and then try and be fair in weeding out the normal people just trying to make their dollar go the farthest from the crazy nutcases and 'spend a dollar to save a penny' people.
You took the words right out of my mouth, too! I was feeling long winded, though, so I did not elaborate. There is SOOOOO clearly a difference between just wanting to make sure you get a good deal and being a total PITA. Nobody should have to put up with that.
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What do you expect from a rep? ;)
Other than to solve all the worlds problems if you're like MOST dealers, probably not much! ;)
Steve
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Because the sales method used by most every hot tub dealer invites negotiation...
Each of the nine (yes... nine) dealers I visited used the same sales method. Typically went like this... "The price for this hot tub is $11,000 but we're having a sale this week and can let you have it for $9,500." Probably the most common sales method in the retail world, but it's a fact of life that most shoppers are motivated to negotiate when they encounter it. Also, while some dealers confirm their prices are displayed (MSRP and/or sale price), most do not in my experience. Of the nine dealers I visited, only one displayed any prices and it was an admitadly inflated MSRP. I think that puts consumers even more on the defensive and makes them more prone to haggle.
I have no problem with a dealer quoting MSRP or a similar "starting price." Some shoppers will not question the cost and make the dealer a fat profit <caveat emptor>. For the rest, that number gives a buffer to offer a "great sale price" and still leave room for... dare I say it... negotiation.
If a sale price is offered and the customer asks for something less and/or other concessions (e.g., accessories, GFCI panel, etc...), the dealer always has the option of saying no; just as the shopper has the option of walking out the door.
To any dealers who feel their customers shouldn't be negotiating for lower prices, there is only one solution I am aware of. Take a cue from Carmax and Saturn and advertise a no-haggle, no-commission, stress-free shopping experience. Openly display a single, no-haggle price on all your hot tubs. By all means, please let us know how it works out after a year.[/i]
For any specialty retail market, hot tubs included, I always attempt to negotiate for a better deal. For me this includes car and home stereo/theater equipment, furniture, artwork, home improvement products/services, and hobby equipment (e.g., bikes, boats <just kayaks for me; I'm not that well off :P>, exercise gear, fishing, photography, etc...)
Here's my answers to J McD's questions: [/u]
• Was the deal still on the table when you returned?
Always
• Did you accept the deal when it was presented?
No. I did my research to identify a reasonable and obtainable target price for the spa I wanted and negotiated to get it.
• Did you dicker with everyone you shopped knowing you can only buy from one?
No... and yes. I never wasted a dealer's time if I had no interest in a given hot tub. After starting my research I only entered serious negotiations for the spa I bought. For the other hot tubs that interested me, I always "dickered" enough to get a first "best offer" rather then the typical MSRP price that was first mentioned.
• Did you use it as a bargaining chip at the next dealer?
No, but not because I chose not to do so. There is a very large number of hot tub dealers in the Washington DC area but for all my options, there were no two dealers that sold the same brand for anyone to use that tactic. With so many brands of hot tubs for a new dealer to choose from, there's no reason one of them would set up a Macy's right across from Gimbels.
Again, my approach was to do my research and identify the average prices in my area, then identify a target price to use for negotiation; never to play one dealer's offer off of another.
I just remembered another one.
A guy I used to work with had a transmission go out on his car a month after the warranty ran out.... He wanted more so he complained more and they upped the offer to 50%. Finally one more call he figured would get the whole thing paid for but this time the factory guy said:
"It is obvious that we are not going to be able to satisfy you 100% so all offers are withdrawn. You are on your own."
Your story is a good one and it makes a solid point. As a dealer you have every right to refuse business to a consumer, just as that consumer has every right to walk out if he's not satisfied with the deal. Just as there are some terrible salesmen out there, there are certainly a fair number of equally incorrigible customers.
For any specialty retail store I tend to negotiate for the best deal I can. The key is being respectful to the dealer, fair with his time, and not demanding the unreasonable. The store employees deserve to earn a living too.
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As consumers, do you all try to negotiate the price on anything or everything you shop or is it just hot Tubs.
I try to negotiate every major purchase. In some markets the item is not negotiable (usually items carreid by a large chain store, and the sales folks are not on commisson). However, many of these type of stores offer price match and sales.
But for the most part, yes, cars, tubs, pools, appliances, I ask for the best deal, shop around.
It is my money. I have choices where to buy.
Repete: It's my money.
If I am dealing with an independent store, and the product does have room to negotiate, (as in hot tubs) I most certainily negotiate.
"Negotiate" is not a bad word. It can be done in a freindly,
fair way. There is an art and skill to it.
My take on it is they want to go to the other dealer to see if he will do better. And, I would also assume, IF they return, they will expect that deal to be still on the table, to which, I am inclined to say that it is not an acceptable deal to us any longer. Yes, I am offended that they can not recognize a real deal when they see one.
Be preapared to loose this sale and loose this customer.
If it was truley, a one time price, you should have told them "look, we liquidating this line. You've been a great customer, I want to keep you. I'm giving you the best price I can, but I need you to make a decision today, because I can not afford to hold this inventory".
IF they customer said, "Well, let me check and think this over and If I come back tomorrow, and you still have the tub available, you wont give me the price? I understand this tub could be gone, but you are going to "punish"me for looking for the best deal?"
Honesetly J. I'd be offended.
If I came back and said "Take another 10% off, because your comeptition is the same price. I wouldn't be offended if you said "Can't do it".
But if your costs haven't changed, and you still have the product. I don't understand your reasoning. It might work on some folks, but not me. I'd leave.
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i think that must be really annoying for dealers. why dont all of them get together and decide on what mark up is neccesary and stick to it? how does harley davidson do what they do? they act like if they let you out the door for only 500 over msrp, you are doing good. i have seen used late models in the paper here advertised for msrp. is is because there are more hot tub dealers? i dislike negotiating and i always knowing other people pay less by being sneaky or dishonest. i think things should be priced where it makes sense for everyone.
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Most buyers will experience buyers remorse for a big ticket item unless they feel they paid a fair price. Most will assume that mark ups are too high and so they will try to negotiate on the price.
The fact the prices are not posted on the spas may make a consumer feel as if the price will vary from one customer to the next based on their ability to negotiate. So they will try to be one of the customers who gets the "good deal"
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It's called competition.
If you, as a seller of a product, do not wish to do what you believe is necessary to compete, then you will lose a sale. If another seller feels it is necessary to lower the price or throw in some schwag to get the sale, they are doing what is necessary to compete.
It's not unfair, it's simply competition. It's the nature of the consumer to get the best deal, it's the nature of the seller to sell his product for the best price(most profit).
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In my experience, people are often willing to pay higher prices if they think they will get quality service (for instance, getting car repairs done by the dealer). If there's a new gun in town, they're probably trying to prove themselves and cut into the market and thus may have more aggressive pricing.
I think one of J._McD's points is that new outfits can come in, charge lower prices and make a lot of sales, but might not have the service it takes to hold up their end of the bargain and could fizzle out after a few years, whereas his dealership has withstood the test of time and is reliable. It's really up to the customer though to balance the reliability and (perhaps) higher price against the risk of going with the "other" guy. Hopefully if you have a great track record of service, and good marketing/advertising of that, your customers will be willing to pay a little bit more to get that assurance.
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I watched a program a few years ago where some "expert" said that everything is negotiable. Even your phone bill. ???
I always try to get the best deal while also getting a quality product. Ultimately I decide.
I saved over $100.00 last week on a new set of tires for my Silverado by negotiating.
The bad news is, that $580.00 came from my tub fund. :'( :'(
I was dealing with three tub dealers. All three have been more than patient and helpful.
I called all three and explained why I can't buy right now. That's the least I could do for how professional they've been. I told each of them I'll be back when I replenish my tub fund for updated quotes.
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I
I think one of J._McD's points is that new outfits can come in, charge lower prices and make a lot of sales, but might not have the service it takes to hold up their end of the bargain and could fizzle out after a few years, whereas his dealership has withstood the test of time and is reliable. It's really up to the customer though to balance the reliability and (perhaps) higher price against the risk of going with the "other" guy. Hopefully if you have a great track record of service, and good marketing/advertising of that, your customers will be willing to pay a little bit more to get that assurance.
IF J_McD didn't make this point known (which I doubt), He didn't do a good job in selling the tub and has done a great diservice to himself, his business (and employees) and the customer.
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The largest retailer of home appliances and electronics in Indiana, H.H. Gregg, built ,2 years ago, the largest retail outlet of it's kind in Indiana, Castleton area. They devoted 2000 sq. ft. to their service department and began running their advertizing to reflect their commitment to quality and service. Within ONE year, they reduced the size of the service area to 500 sq. ft. BECAUSE, people when buying things do NOT care about service. They care about the bottom line period. Cheaper, cheaper, cheaper period! If service were as important as everone that comes on here and hollers about, our service departments would be 4 times as large and staffed as they are. The customer can hear over and over again..."we've been in business in this market for 20 years and staff our own service department and delivery crews to proved excelent service." What the customer hears....Blah blah blah blahblah Yadda YaddaYaddaYadda Waaa wa wA wa waaa wa ninethousandfivehundred dollars. Lest anybody think I'm stressed out or jaded or what ever, this is not the case. I am a realist. People buy things based on their percieved value and it's PRICE.
In my experience, people are often willing to pay higher prices if they think they will get quality service (for instance, getting car repairs done by the dealer). If there's a new gun in town, they're probably trying to prove themselves and cut into the market and thus may have more aggressive pricing.
I think one of J._McD's points is that new outfits can come in, charge lower prices and make a lot of sales, but might not have the service it takes to hold up their end of the bargain and could fizzle out after a few years, whereas his dealership has withstood the test of time and is reliable. It's really up to the customer though to balance the reliability and (perhaps) higher price against the risk of going with the "other" guy. Hopefully if you have a great track record of service, and good marketing/advertising of that, your customers will be willing to pay a little bit more to get that assurance.
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The largest retailer of home appliances and electronics in Indiana, H.H. Gregg, built ,2 years ago, the largest retail outlet of it's kind in Indiana, Castleton area. They devoted 2000 sq. ft. to their service department and began running their advertizing to reflect their commitment to quality and service. Within ONE year, they reduced the size of the service area to 500 sq. ft. BECAUSE, people when buying things do NOT care about service. They care about the bottom line period. Cheaper, cheaper, cheaper period! If service were as important as everone that comes on here and hollers about, our service departments would be 4 times as large and staffed as they are. The customer can hear over and over again..."we've been in business in this market for 20 years and staff our own service department and delivery crews to proved excelent service." What the customer hears....Blah blah blah blahblah Yadda YaddaYaddaYadda Waaa wa wA wa waaa wa ninethousandfivehundred dollars. Lest anybody think I'm stressed out or jaded or what ever, this is not the case. I am a realist. People buy things based on their percieved value and it's PRICE.
I believe this to be true.....As much as we all hope that providing competent and reliable service is foremost in the consumers mind....the numbers at the end seem to be of much greater influence.... also .....does anyone think the "other guy" is telling them how poorly they will be treated after the sale or are they putting the best possible spin on things and touting how great they are.....I think we all learn after the fact the service does matter and we may all rethink a purchase or two if we knew today what we did not know back than.....
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Pricing does play a large (if not THE largest) role in buyer-seller negotiations. But, as has been alluded to, perceived VALUE on the part of the potential customer is where the nutcutting occurs. For example:
This weekend, I sold a 110V Sovereign to a couple. The lady half of the couple was referred to us by her mother and father (who have purchased 2 Sovereigns from us), her sister (who purchased a Sovereign from us), her sister's boyfriend (who purchased a Grandee from us), her chiropractor (who purchased a Siberian from us).
After all these happy customers gave us glowing reviews, they STILL went and looked at other spas because they thought our spas were "expensive." After a week of shopping, comparing, and research, they came back to us and bought from us. Why? Were we cheaper? No. Did we offer more 'swag'? No.
According to them:
"The Sovereign is the best value for the money and for our requirements. No one else we looked at came close."
Terminator
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In my tub buying experience.
I didn't go for the best value per say. But the tub we wet tested and liked the best. Did I feel it was a fair price? Yes I did. Could it have been lower? Maybe. But we wanted the Caldera and went with it. The Jacuzzi dealer here seemed a little fishy. He had lower prices on the higher end models but I didn't think he'd be there in the long run for us especially with service. He would always call and tell me how busy they were and we need to get on the deal if we're gonna want the tub. Sale might have been it with him. The hot springs dealer was good and pricing was competetive but like I said we liked our Tahitian wet test the best. So we worked in a few chemicals and took the deal.
• Was the deal still on the table when you returned?
Always
• Did you accept the deal when it was presented?
No. Me and the wife did a little talking and discussed our wet tests and what we were willing to spend
• Did you dicker with everyone you shopped knowing you can only buy from one?
No. Like I said one dealer tried to rush me and that only sort of pushed me away. I never wasted their time. I always asked why they sold what they did and let them "buy me."
• Did you use it as a bargaining chip at the next dealer?
No. I never said "well I can get this comparable model at so and so's for $500 cheaper." I just worked on what I thought was fair
But also it was easy since my dealer has a very good reputation.
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Pricing does play a large (if not THE largest) role in buyer-seller negotiations. But, as has been alluded to, perceived VALUE on the part of the potential customer is where the nutcutting occurs. For example:
This weekend, I sold a 110V Sovereign to a couple. The lady half of the couple was referred to us by her mother and father (who have purchased 2 Sovereigns from us), her sister (who purchased a Sovereign from us), her sister's boyfriend (who purchased a Grandee from us), her chiropractor (who purchased a Siberian from us).
After all these happy customers gave us glowing reviews, they STILL went and looked at other spas because they thought our spas were "expensive." After a week of shopping, comparing, and research, they came back to us and bought from us. Why? Were we cheaper? No. Did we offer more 'swag'? No.
According to them:
"The Sovereign is the best value for the money and for our requirements. No one else we looked at came close."
Terminator
Yep when you have the benefit of a 3rd party that someone knows and trusts it is a huge help in earning the trust of the buyer. And you must have done a great job of showing them the spa in total and building the value of your product.