E-mail pricing-opinions please
 

I get a lot of inquiries on new Formulas from Boat Trader. Many times a phone # is not included,and the inquiry is something like" What is your best price?" I always reply that I need to know where you are due to territory restrictions,and that I don't e-mail pricing but will gladly give my best price by phone if you call me. Too many times in the past they would print my email and show it to another dealer as a bargaining tool.Never had a problem with my new policy,,the serious prospects call and we try to work a deal by phone. The ones that don't call,I assume were not buyers anyway. Today I got a nasty e-mail saying if I woudn't e-mail my price,he would take his business elsewhere. My question is if you inquired about a new Formula, did not include your#,and I asked you to call for pricing,would you be offended? Would not a serious buyer for a 200K boat not mind picking up the phone?

I've called a few times on the "Call for pricing" (not you by the way) and find that usually the reason is they are asking way above what the boat is worth. Without an asking price I always pass it by. Even this spring I called on one, starting price was $60K over what comparable boats were being listed for, and reinforced why I shouldn't be wasting my time.

In fact of the 6 of the 7 boats I have bought since 1997 all of them had an asking price and the 7th was a new build and I had an e-mail price before I ever talked to the builder by phone.

Let me ask this, when you go to a boat show do you put an "ask the sales person" sign on the boat instead of a boat show special price? If not why is this any different?

I've tried several times the "call" and never bought one, never even close. Also the next generation of buyers would rather text than call so ways to communicate are changing and we all have to adapt.

15 years ago, boats listed on the web was a new thing...

Let him walk. If he is a serious buyer, then he is going to contact you and whoever else has the boat he is looking for, and is going to negotiate the best price accordingly. People willing to drop $200-large in this economy is doing so because they are a savvy buyer and know that there are deals to be had. He isn't going to write off one dealer (you) simply because you asked for a contact number. Surely this guy knows that the best number is going to be contingent on many a variable. A realtor wouldn't negotiate their best price on a $200K house without at least some sort of verbal interview with the potential buyer, and he knows that, so why should it be any different for a $200K boat?

I wouldn't bother dealing with you if you couldn't provide me with a price. An email takes a few seconds and a phone call will always take longer and may even cost me a toll fee.
With an ever present selection on the web of boats, emailing helps knock your list of possibilities down faster then calling and speaking to someone or playing voicemail tag.

I too have had the same bad experiance of contacting someone without a price only to find it's out of line. I no longer bother if your ad doesn't list a price, at least a starting price to deal on.

As stated previously email and text are the preferred way to communicate now a days. Just the harsh facts.

Von B,good question.At a boat show,I always post my best cash price on each boat.Never use that insulting"As Low As $---",it is my best price on that particular boat. But with Formula on the internet, there are differences.They will only allow me to post internet pricing of 15% off on current boats and 20% off on non currents. Since that is considerably higher than my pricing,I would lose sales calls due to the higher pricing if I posted it. And the guy that got mad,how do I know he is not in LOTO and about to buy a boat from my buddy Selpel,and just wants a hook to beat him up with.And how do I know if he wants the Formula financing,or cash rebate? Both of those scenarios affect the price. I always price my used boats,but I am talking new boats her. It is a tough call,and I am trying to figure out the best way to handle it,but I am between a rock and a hard place. The internet can be both a blessing and a curse,and you make a good point.

if one is buying local, customer service/mechanical service would enter into the equation. If your not buying local, price is the major consideration. Anytime you turn on the tv or radio, Crazy Al is screaming at you that he will beat anyones price or it's free!!!! You are already assuming this guy is going to shop your price out. Email him a price, a little high and include in the email that you think your price is good, but feel free to shop around. Once he has price shopped, if your not the best price, bring the best pice to you and go from there. In this economy, people know the deals are out there on big ticket items, and they are going to look for them. It's a buyers market might now, there's no way around following the buyes lead.

IM4A2Z, I notice you have a Sunny 288 w/ a 525. A guy I know has one, that's a helluva nice boat. I bet when you were shopping for it and finally found it you fell for it instantly. Good thing it wasn't in an ad with no price, or else you wouldn't be so fortunate to own it. And I'd be willing to bet that at that time you found it there weren't multiple copies sitting on dealer lots lined up like Chevy Impalas.

Point here is, people shopping for high end boats know what they want and have a tendency to be particular in their selection. Additionally, people shopping for high ticket items are also fairly business savvy when it comes to spending their money, unless we're talking a lotto winner of someone who just got handed a large inheritance check.

Furthermore, if the Formula boat Magicfloat has is exactly the boat this guy wants; right color, right power, right options, etc......and this guy inquiring about it is really and truly interested to the point that he is scared he may lose it, then what is so wrong about asking for a contact number? If the guy isn't in love enough to give his phone number, then something tells me he's not ready to write a check for $200K.

Magic, you posted your reply as I was typing, If that is the case, tell the customer that. "the best price I can give you via email is $XXX, thats due to contractual obligations on price posting by the MFG. If I were to actually talk to you things may be a bit different" This way your starting your exchange with the cuswtomer on an upfront honest level. That goes a long way with some people. case in point.. several months ago I was looking for a cheap laptop, got a bestbuy mailer with a decent deal, went down there, asked the sales KID about it, got the usual " oh we are out of those" I asked if he had anything else comparable and was told the next one is $150 more. I looked around andfound 2 differnt models on the shelf for less than the sale one, worked out a deal (with memory upgrade) then all of sudden "if you want the restore and software discs it will be $20 more and with this computer, it will need 2 memory sticks not one..yada yada yada" I looked at the kid, grabbed my card out of his hand, told him this is NOT how I do buisness and walked out. So be honest and upfront. let the customer know upfront you want to make adeal not that your wheeling and dealing. withholding information makes on think the latter.

I rarely call those "call for pricing" because typically they are OVER priced. I understand your concerns though and can't tell you how to respond. Could you list something close to the lowest allowed advertised price then put something in the ad suggesting further discounts are available to qualified buyers? (on the phone, the definition of "qualified" could be a heartbeat and a W-2 :)) Maybe call them "regional" discounts so you can firgure out where they are.....or flat out tell them the price is too low to be advertised.

I've never seen a "call for price" sign on a house. Even the million dollar ones.

The call thing now a days strikes me as "we don't want to tell you because we might leave $1000 on the table"

Again it's just me talking, some people thrive on making the deal, I thrive on going boating and get tired of negotiating.

VB,with me it is not "I don't want to tell you" It's "Formula won't let me tell you on line or by email,but call me and I will tell you". I may not like it,but I play by their rules.Read some of my ads,I try to explain my pricing situation,but it is tough at times.If someone wants my best price,I give it to them,no money on the table.If I left money on the table then it is not my best price,so I lied.Would you buy a boat from someone who lied to you? This may turn into a very interesting thread.:ernaehrung004:

Sorry I edited my prior post Robert and left out part of it,

I understand the situation you are in with Formula, you need to put that in your ad because when you don't, the above is what I think.

We are all aware that sometimes Sellers aren't allowed to price because of restrictions on new items, but I'd just out say it in the ad. Other products do, and that I understand.

Something to the extent of:

"Due to factory restrictions please call and ask for Robert for best pricing and mention you saw this ad on XXXXX"

I'll admit, that wasn't a very good analogy.

What I'm trying to convey here is that if someone is too busy, too proud, too 2008, too whatever to have a phone conversation about a possible purchase of something $200K!!!, then there is an unbelievably slim chance that he is a legitimate buyer. Maybe I am severely jaded here, but that's the way I feel.

If these dealers sold one boat for every 50 tire-kickers they waste their time with, they'd all be millionaires.

As long as we are talking about selling, You want to make sure I never even consider your boat, list it with 3 different brokers that have 3 different prices on it...that really drives me insane or the same broker but using different prices on different websites.

That just screams stay away to me.

I hear ya, I was just poking at you because I knew what you ment and housing was a bad example, exotic car dealer would be a lot closer:D


But I think both our points emphasize that you and I have different ways of starting the buying process and that's what I am trying to pass along, I don't think in sales you can discount a way of attracting or communicating a sale. I always talk to the seller at some point and all but once met with them in person at some point before closing.

There is no right or wrong here i don't think.

Check out my 382 ad at www.nelems.com and tell me what you think of the wording. Maybe I should put this in all my ads.

I'd only change it to say "will be worth your time" instead of "may" and if there's a way to bold the disclaimer about pricing I'd add that too.

Just my $.02 and that and another $3 will get you a cup of coffee today.

I'm not sure that what we're discussing here is that a phone call isn't justified for this kind of purchase, but that without a price to begin with you won't make the short list to get that phone call.

List a starting price and then perhaps state "Call for Best Price"

Seriously? For a brand new boat someone would scrap a deal because it might cost them $1 for a phone call? The sad thing is, once somebody actually speaks to Robert they'd actually enjoy talking to him.

Simple email response: "Formula will only allow me to quote XX% off MSRP in my ads or via email. But tell me when and how to get hold of you, or just call me, and I'll share my best price." And make sure you have the necessary "been in business XX years, never an unhappy customer, customers all over the country" etc.

In your ads you can again reference the factory restriction and tell people they WILL get a better price when they actually call. You have to put that at the beginning of the ad also, not at the end. Hook 'em up front. :D

I'm just not cynical enough to believe that people are too full of themselves to think their time isn't worth a 5 minute phone call. Don't lose sleep over this one Robert. He was too cheap to make the phone call, but he had enough time to write a nasty email. He'd be the customer you'd rather not deal with.

I have dealt with the same issue. I don't pretend to think that I have dealt with it successfully.

In my experience, the serious buyers pick up the phone.

T

a bit off topic, but are those actual its boxes on it or just regular extension ones?

Its

Robert, the ad sounds good. Anyone interested in a 382 should be swayed enough to give you a call. Personally, before I would call on boat, I would always do a little research.

Perfect wording...When my buddy called you on your new 353, it was "well below" the quote he got local.
If anyone is in the market for a new Formula, you need to call Nelems.

Well ready for my 2 cents worth.......................

Robert I agree with what you say about sending my BEST price to someone that will not pick up the phone and talk to me one on one!
I have been shopped by everyone from New York to San Diego and will not undercut some other dealer in his area. I need to know where he is going to use the boat, if he has a problem with his local dealer what is it and can I help them make it right.
I usually send them an e-mail back with MSRP of the boat they are asking about and a spec sheet on the boat. We provide toll free numbers for people to call on and give them our private phone numbers to call me direct.
As for the gentlemen that talked about texting a price is the latest rage.........you can back the truck up because that aint going to get you any answer because it cost about the same as a short phone call and if you can type me a message it only takes 10 numbers to talk to me direct.
I agree with Robert that if you take the time to call then you deserve a great price on the boat you are looking for.
If you think I am wrong ......thats OK but I would NEVER buy anything until I could speak with someone on the phone or in person to make sure this is someone I can trust. Our boats gentlemen are NOT cheap and you deserve the best price you can get on your next purchase..........BUT it needs to be from someone you feel good working with and know your best interest is being looked after..........
Opinons..........573-216-4392 Steve Lemens:cool:

Well said,Selpel. I am very easy to deal with,but all I ask is give me some assurance that you are serious,and you will get my best price.We are not car dealers,we have only one shot at a very small group of real buyers.We don't have tires to kick,we have,with Formula,the best boats you can buy,IMHO.If you agree with that,and you are in my territory,or an open territory,and you seriously want to buy a Formula.I am pretty much sure I can sell you one.The internet is a great start, and a personal phone call is all it takes to finish it.

For some of you internet shoppers.......................
Try getting your best price by e-mail on a new Bentley, Lexus or any other top of the line auto with just an e-mail and see how many answers you get! Bet you will be surprised!!!.............:cool:

What I said was the up and coming generation uses e-mail and text to communicate, much more than someone even in their late 20's. Ignore it if you wish but it's a fact. I never said texting took less time, it takes more time and sometimes irritates me. I said it's becoming more and more a way business gets done, especially with younger people and with the professionals, I see it a lot with my doctor customers. Lots of e-mails sent from blackberrys.. Many times after normal hours.

Remember the platnum rule...treat people how they want to be treated, not how you want to be treated. Or as they used to say, the customer is always right but you were clear to point out how you do things:rolleyes:

I'll close my participation in this thread by suggestion you "may" be leaving some sales on the table by not taking electronic forms of communication seriously.

I've read each post and agree with alot of you. I remember when the internet wasn't really a form of communication or advertisement, but technology has evolved into other forms of communication; email and texting. As a boat salesman, I'll gladly take any lead I can get on a boat, especially in the current economy. I respect and understand someones reasoning for just an email, I do it too!

I've been successful with email in that I'll get aggressive on my price once I've learned enough to get down and dirty. I don't feel that one email with the question, "Whats your best price?" deserves my best price. As in a phone call, open communication is still the key and if someone is willing to communicate with me online, I'll do what is necessary to sell a boat as long as its not conflicting with another dealers territory or to low ball another salesman whom the buyer will usually go back to and play us against each other.

I usually pass on the call for price ads to be honest, as stated they "usually" are way to high this is not always the case thou, now if I was seriosly shopping NEW boats i would probally just pick up the phone, so I see your point also.
On the other hand I would love to no what your price is on that 271. and thats just a curiosity thing:grinser010:

Send me an e-mail,and I'll price it:ernaehrung004:

Yup. I prefer email over phone calls. I'm just more comfortable with it. When boat shopping last year, I had a broker that would not even send an offer to the seller unless I called them first. They said that is how it is done. They lost a deal because of it.
Last month when car shopping, I used one of the online pricing sites to email four local dealers at once for pricing. All of them said in one of their first two emails that I needed to call them, that the number I had supplied on the form was dead(duh). I pointed out that I was trying to deal with the internet sales manager, not the phone sales manager. I got realistic pricing from two dealerships, and went to meet both of them. I bought it from the one I got a better vibe from.

If you are sent a one line "best price on xxxxx" email, I would say a call for best price response would be appropriate, but probably not the best choice.
If the email was more detailed, and has enough info for you to see it's not just some kid messing around, a reply with the best price you are allowed to give online and an explanation why would be good. The same reply would probably be my standard one no matter how blunt the person who inquired was. Getting back a price and an explanation as to why it is the price you are quoting even if it may be out of line with others I have seen would be enough to get me to pick up the phone and call.

I guess I am old school when it comes to spending a substantial amount of money on a major purchase. I want to talk to someone that is listening to my wants and needs.

I understand that everyone is looking for the best deal they can find and e-mail is the easiest way to shop. But by shopping by e-mail you do not know who you are dealing with ,do they know everything about the boat, is it a internet tech person responding with the standard pricing format.

I have always tried to work hard for my customer and help them find that perfect boat at the price they want to pay. Some have started by e-mail and I respond to all that I receive, and I always ask for them to give me a chance to earn their business by giving me a call to discuss their needs. I also ask them to e-mail me their phone numbers if that is ok with them.

I am proud to say that I consider my customers as friends and I take care of as such....................:cool:

Here's my 2-cents. Like it or not, a Formula boat is a commodity. Whether you buy one from NY or CA, it is the same high quality production boat. I built my new 292 using the Formula website and knew what I wanted. I don't live near a Formula dealer. I emailed and called several dealers to negotiate a best price. There was quite a range quoted and I saved 'substantial' $$ driving 500 miles to pick-up my new Formula. Any service needed is performed by local qualified technicians.

Now I understand Formula would prefer that dealers sell boats to customers in their territory, but the savy customer will work hard to explore all options and obtain the best deal regardless of territory. There has to be some type of competition to work in our favor!:ernaehrung004:

A serious buyer picks up the phone and follows up if prompted, internet shoppers(people that have nothing better to do) are probably not serious buyers anyway. I would'nt sweat it.
If I was in the market for a 382, after reading the ad you have, I'd pick up the phone and drop a dime to see what you had to say,,below dealers cost pretty much would get my attention.