APA Open Community

Thank you for everyone's help, but I guess using the word price or cost is not allowed in this discussion forum. 

Jamie

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Jamie Haynes
Custom Awards & Embroidery, Inc.
Urbandale, IA
customae@gmail.com
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Jamie, I am not sure if the Association allows pricing discussions on the forum. From memory, when I was on the ARA / APA Board a few years ago I think there was a discussion that price discussions were not allowed on the forum. With that said, make sure you are quoting an apples to apples product, same size, thickness etc. 

Some Retails will purchase acrylic sheets and cut them with a higher powered laser themselves which helps keep their costs down. Make sure your customer understands all the costs included. If you are local to your customer and can deliver or they pick up that will save over the costs of shipping from Florida or Ohio. 

Remind them how much you support the local schools and sports leagues. Chances are you supplied something to them or their kids which an out of State company probably didn't do. 

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Vince Frank
President
Catania Medallic Specialty Inc
Avon Lake OH
400.933.9595
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I know what you mean, Jamie. If I don't think it's worth my time to try and match the price, i don't take the job. I'll tell the customer that it's a trademark piece for that company. That said, when I've been very busy I have purchased from other companies and resold. I don't make as much, but I also don't have to do the work.

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Anthony Daurio CRS
Awards & More
Uniondale NY
516.538.0705awardsandmore@verizon.net
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If a customer is bringing up cheaper online options, I emphasize the quality of my work, personal service, quicker turnaround time, etc.

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Sadie Mininni
Unforgettable Engraved Gifts
Lambertville NJ
609.483.5282
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I totally agree with Sadie,    If a customer wants to compare our prices with an "on-line" provider, we emphasize quality of product and service.   We have samples of "on-line" and "Big Company" items in our showroom to compare the quality of our product or workmanship.   We show them how sheer cut black enamel steel plates will rust and tarnish in our humid FL environment as opposed to our more expensive black enamel brass plates.   We also show them the cheaper nametag magnets that are used with larger companies as opposed to our plastic coated mags that will not rust and ruin clothing.   We have sandblast etched glass side by side with laser etched glass.  No comparison in quality.  A lot of "big companies" will only laser etch glass because it's quicker and less labor intensive.   It's up to you to "Educate" your customer as to the value of your products and services over "on-line" purchasing.    If you client insists on focusing on only price, my experience tells me to let them go.  My business has not only focused on selling award products but also building customer relationships.  Those relationships will continue to feed your business with orders and referrals.  

Wishing you many new customers,

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Kenneth Levanti
President
Sarasota Trophy & Awards Inc
Sarasota FL
941.780.2214
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Original Message:
Sent: 08-03-2024 11:36
From: Sadie Mininni
Subject: Cost from Big Companies

If a customer is bringing up cheaper online options, I emphasize the quality of my work, personal service, quicker turnaround time, etc.

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Sadie Mininni
Unforgettable Engraved Gifts
Lambertville NJ
609.483.5282
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In addition to what Sadie said, we remind customers that they need to confirm if the online company will replace any broken awards at their cost, as well as the time frame to do so. If we are shipping our awards to another state/location, we let the customer know that we will replace a broken award at our cost and that we will ship a new award out that day or the next (if possible), depending on if it requires additional drying time. This usually sells them. Several years back, we hooked up with two different clients when their entire case of awards came in broken from an online source and they refused to replace them. We did business with both until they closed those particular divisions during Covid and opted not to reopen them. 

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Suzanne Owen-Wright CRM
Engraver/Sales
Sign Master Inc
Sevierville TN
865.428.4244
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I understand what Suzanne and Kenneth are saying, but in reality, these days, clients are trying to cut costs any way they can.  We have samples, too, but they are stuck on price.  They were a long-term client, too until they found this company.   Just can't compete or convince them. Also, a gentleman from OK called me the other day please email me at customae@gmail.com

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Jamie Haynes
Custom Awards & Embroidery, Inc.
Urbandale, IA
customae@gmail.com
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Original Message:
Sent: 08-05-2024 10:14
From: Suzanne Owen-Wright
Subject: Cost from Big Companies

In addition to what Sadie said, we remind customers that they need to confirm if the online company will replace any broken awards at their cost, as well as the time frame to do so. If we are shipping our awards to another state/location, we let the customer know that we will replace a broken award at our cost and that we will ship a new award out that day or the next (if possible), depending on if it requires additional drying time. This usually sells them. Several years back, we hooked up with two different clients when their entire case of awards came in broken from an online source and they refused to replace them. We did business with both until they closed those particular divisions during Covid and opted not to reopen them. 

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Suzanne Owen-Wright CRM
Engraver/Sales
Sign Master Inc
Sevierville TN
865.428.4244
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I think it's about knowing "who your customer is" and what you want your business to be about. If you want to try competing with those big businesses - go for it. Personally, as a small business it's 1) not even feasible and 2) feels like a race to the bottom. Yes in today's economy customers want to cut costs, but there still are those who understand you get what you pay for and have the budget for it. I'd rather target that segment and make more on fewer sales, than drive myself crazy trying to do more sales for less. You can always offer discounts to established customers to help them and hopefully keep them.

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Sadie Mininni
Unforgettable Engraved Gifts
Lambertville NJ
609.483.5282
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Original Message:
Sent: 08-05-2024 15:32
From: Jeff Haynes
Subject: Cost from Big Companies

I understand what Suzanne and Kenneth are saying, but in reality, these days, clients are trying to cut costs any way they can.  We have samples, too, but they are stuck on price.  They were a long-term client, too until they found this large company in FL.   Just can't compete or convince them.  I wish businesses in the state would stay in the state as much as possible.  Also, a gentleman from OK called me the other day please email me at customae@gmail.com

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Jamie Haynes
Custom Awards & Embroidery, Inc.
Urbandale, IA
customae@gmail.com
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Original Message:
Sent: 08-05-2024 10:14
From: Suzanne Owen-Wright
Subject: Cost from Big Companies

In addition to what Sadie said, we remind customers that they need to confirm if the online company will replace any broken awards at their cost, as well as the time frame to do so. If we are shipping our awards to another state/location, we let the customer know that we will replace a broken award at our cost and that we will ship a new award out that day or the next (if possible), depending on if it requires additional drying time. This usually sells them. Several years back, we hooked up with two different clients when their entire case of awards came in broken from an online source and they refused to replace them. We did business with both until they closed those particular divisions during Covid and opted not to reopen them. 

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Suzanne Owen-Wright CRM
Engraver/Sales
Sign Master Inc
Sevierville TN
865.428.4244

Discussions around pricing can be a challenge. Try to steer the conversation away from price, and towards value. Price is one-dimensional. Value includes price, but also materials, and workmanship, and time-frame, and supporting local employment/taxes/economies, service during the sale, service after the sale, and so much more. If you are working with someone that will only talk about price, they may be a one-dimensional thinker, destined to buy the cheapest of everything in their life from their car to their tv to their ice cream. But hopefully you can shift the conversation from price to value. Because who wants to eat cheap ice cream and drive a rotten car!

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Dan Messerschmidt
Sioux Falls SD
605.339.4010
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Warning, warning! Antitrust regulations apply to this thread. As an association, we cannot share this information on this forum.

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Lisa Higginbotham CRM
Owner
FiveStar Awards & Engraving
Cary NC
919.954.1130
fivestarawards.net
lisah@fivestarawards.net
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