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Vendor Pricing

derrickwoolfson

Getting Refreshed
Sep 10, 2014
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Derrick
Why can't vendors add their pricing to the website? Why do you have to go through an entire pitch to get a price? Even if they just said "XYZ" service starting at just $XXX per month? Thoughts?
 

Jeff Kershner

Founder
May 1, 2005
3,509
1,113
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Jeff
They love to train dealers on how to present price but they play the same'ol tricks!! Truth is, most of the providers in our industry negotiate on price more than dealers do. Plus many have a ton of resellers and aren't sure if you've been quoted a different price from a reseller, so they like to feel ya out first.
 
Reactions: craigh

joe.pistell

Uncle Joe
Apr 7, 2009
3,993
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Joe
Why can't vendors add their pricing to the website? Why do you have to go through an entire pitch to get a price? Even if they just said "XYZ" service starting at just $XXX per month? Thoughts?
A few thoughts:
  1. Lead Gen. No price = more leads. Try it on your car dealer site.
  2. No Price = Its negotiable. What you'll pay isn't what the other guy pays.
  3. The product is complex and its benefits are greatly enhanced with a presentation and discussion.
  4. Leadership sees higher ROI when they slow you down and force you into a discussion.
Sounds a lot like the old school car sales tactics we're trying to kill? ;-)
 

Alex Snyder

President Skroob
May 1, 2006
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Alex
The product is complex and its benefits are greatly enhanced with a presentation and discussion.
I think this is a lot of the case. Especially as many vendors' marketing departments struggle with explaining their own products. And many marketing departments are held accountable by lead volume for the sales team.

It would be interesting to see a truly SAAS software come to automotive that didn't require a deep sales presentation nor training. I get the pleasure of seeing what that could be like every time we employ a new technology on DealerRefresh. Setting up Agile CRM was probably the most eye-opening experience I've had yet. Their pricing is fully disclosed all over and the "sales presentation" I requested was more for Jeff and me to ask a few questions.
 

derrickwoolfson

Getting Refreshed
Sep 10, 2014
77
24
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First Name
Derrick
@alex, that is awesome! And agreed, I can certainly understand that. But at the same time, whats more frustrating is having to deal with several pitches just get a presentation. More often than not their demos are cliche and do not often answer or address questions. Then again, half the time dealers do not even know what questions to ask!!
 

Alex Snyder

President Skroob
May 1, 2006
2,823
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Alex
The barrier to entry, into the automotive industry, sure ain't high.
 

derrickwoolfson

Getting Refreshed
Sep 10, 2014
77
24
8
First Name
Derrick
@Joe, a very good point there! I am surprised though as to how long it takes for a vendor to give you a callback! Especially for the vendors that are all about how to handle sales calls, ha!
 

Alexander Lau

Sr. Refresher
Feb 11, 2015
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Alex
Having worked for a web platform provider in the past, they want to feel you out (find out what they can get away with in charging = you could be big; you could be small) and cloak their pricing from their competition.