general sales question

[mc-motorsports]

What is the advantage or purpose of having a website or catalog with products ranging in price from $100 to $500,000, they tell you anything and everything about the product, but you have to contact a sales person for pricing?

This might sound dumb, but what is the major advantage? I can understand machinery sales where service and availability of replacement parts would be more critical than the price of the equiptment... But what about tooling, tool holders ect., why do they not post prices on thier website or catalog? What is the advantage of making customers contact a sales rep to buy a $100 part that's probably going to be a one time purchase?

Just wondering.

[dertsap]

lots of times the stuff is over priced and they try to justify it over the phone or email , plus your on their mailing list once theyve got your email

[LaserImage]

Anyone that sells $500,000 equipment needs to build a relationship with their (prospective) buyers, you don't just buy that type of equipment based on price. What better way than to start with the small stuff? You may think it's a one-time purchase but it may lead to something else down the road.

just my .02

Gary

[Geof]

Originally Posted by mc-motorsports .... why do they not post prices on thier website or catalog? What is the advantage of making customers contact a sales rep to buy a $100 part that's probably going to be a one time purchase? Just wondering.

They are terrified their competitors will see their prices and undercut them.

I used the little smiley, not the big one , to indicate I am semi-serious; I have had people tell me this.

There is some logic to it, I think. If your prices are around the lowest in the market then you might just as well publicize them because you can be confident no-one is going to try to beat you. However, if you are over-priced and unable to cut them because you are inefficient you want to entice people into calling so you can give them a song and dance about how wonderful your product is.

[mc-motorsports]

Thanks guys. I was thinking it was more about customer relations, but I figured there had to be more to it than that. I can see something where service is critical, but off the shelf parts seems silly (tool holders for example), unless they want a chance to explain why your paying 4x what the product is worth.

[Geof]

Originally Posted by mc-motorsports .... unless they want a chance to explain why your paying 4x what the product is worth.

The definition of what something is worth is surely the price someone will pay for it? So how can you pay 4 times its worth.

[mc-motorsports]

Originally Posted by Geof The definition of what something is worth is surely the price someone will pay for it? So how can you pay 4 times its worth.

You normally woundn't, isn't that why they don't advertise the price?

[Geof]

Originally Posted by mc-motorsports You normally woundn't, isn't that why they don't advertise the price?

Well yes.