[bikerboy]

After reading a post about the virtues of SW or BM I noticed that there was groups that thought one was higher than another. Or that one brand was "harder" to get competitive pricing from.
I am not a prolific writer like Ken Fenner or Brian but after working in sales 10 years and being beat up on price, I hope to give you a few tips on getting better pricing from your paint dealers.

1. Get friendly with your dealer. Nobody wants to help a jerk. The time you take to build a relationship will pay off not only in pricing but also in future service, or a special favor when you really need it. (Read "How to make friends and influence people") Buy the guys lunch, if you have a sales rep, make time to see him, listen to his pitch. (enjoy the free meal or coffee)
2. Don't lie about the pricing you get elsewhere. If you get Self applying super deluxe in an eggshell for $3.00 a gallon from another dealer, and you want a better/similar price on a similar product from another dealer, be ready to prove you get that price. Sales reps are not dumb and they have heard it all before. Have an invoice ready with the price you just paid.
3. Be prepared to "give" something. Usually a promise of more business will get you a better price.
4. Think fair and competitive. Go for equal or competitive pricing.
5. Treat the guy or girl with respect.
6. Stop asking for free stuff. Nothing got on my nerves more then everybody wanting a freebie. You hear it all day long and usually from some "employee" who does not spend a dime. My employees get reamed for begging. Myself and employees get freebies, but we don't ask. (Like you'd give a "freebie" paint job)
7. Don't be afraid to ask what it takes to get better pricing/service.
8. Now is the time to move. With new construction at an all time low, some dealers are trying to broaden thier customer base. They really want your business, even a piece at a time. Just don't expect dealer "A" to give you the same pricing as "B" when you spend 1/10th of the dollars with him. (The best way to eat an elephant is a bite at a time)

Hopefully some of this has been helpful. Maybe not. After seeing some of the prices quoted on here, I know that I have done something right and we are not a huge business, just a three (temporarily) person shop. You can do it too.

Good Luck.

 

[timhag]

I have sales Reps. with the different companies that take care of the pricing.

 

[bikerboy]

Only have one sales rep, but I use the same ideas and tactics with the two companies that get the bulk of my business, actually with all of them.
Know just about every employee, in each store.
In fact my sales rep gave me some decent pricing, but if I go to one particular store, the pricing on a few products is better than what the rep gave.
And it is not just about pricing. It really is about the overall value. What service, support and special help we can receive in return for my business.

 

[KCT]

I'm dumb about this. Is it about volume sales or something? Once I made an equipment purchase at a paint store and then asked casually about product x-- I said, "Is that stuff xx per gallon?" (I needed a ballpark price for a quote) and the sales guy sez, "Yeah, we could probably do that." I'd never understood before then that the prices were flexible!!

 

[bikerboy]

They have a full retail price. In a perfect world, this is what they want everybody to pay. Then there are levels of pricing based on purchase history, either actual history or projected sales (which is not really history).

The reps and probably store managers are required to keep a certain profit margin and probably get some kind of bonus for maintaining a higher than average margin. The reps normally work on a base pay plus commission. So they walk a fine line between growing sales and maintaining margins.

Remember a good agressive rep (or store) wants as much of your business as he can get. Whithin reason he will do what is needed to earn it. Just remember that when they cut you a deal, some of it comes out of thier pocket.

Independantly owned stores are altogether different. They are only accountable to themselves. So the only pressure is from the owner. The best deals we get across the board is from an independant dealer I have know for 30 years. We both started in the business as teenagers. Needless to say we have a very good relationship.

The post above mentions that you need to build a relationship. The most important relationship is the one with the decision maker.

 

[NEPS.US]

I have no problem telling competing paint stores how much I spend at their competitors. If they want my business and volume they can compete for it. One of my reps takes me golfing, sporting events, lunches and gives me free product.... not to mention great pricing...I've grown to be pretty loyal to him but not exclusive.