We normally list the common options only. Most people want crown, soft close doors and drawers, and lazy susans in the corner bases. Every other option that we offer is listed on a separate price sheet that we give the customer. This includes spice trays, special rollouts, different finishes, special glass, price per foot for panelized backs, ends, etc.
We used to have a showroom with different styles of cabinets on display. They were configured to act as a sort of rorschach test.
One side of the showroom had really expensive stuff and the other side featured more modestly priced work. At the time the primary differentiation was whether or not the cabinets were flush inset with exposed pin hinges or flush inset with concealed european hinges.
I don't think it really matters how you demarcate the different price points, only that you do. The rorschach test came in watching which display they gravitated towards. If money was less of a concern they would fondle the polished nickel hinges. If saving money was paramount they would start investigating the lower cost options. I stood ready to support either option depending on the clues they gave me.
Within either of the displays everything, of course, looked the same when the doors and drawer fronts were closed. Behind the drawer fronts I showed melamine drawers with Blum 230 slides, apple ply plywood drawers and machine cut dovetail drawers. I also had a really beautiful hand cut dovetail drawer box that I would trot out.
I learned from this exercise that the particular drawer box you proffer is the one they want. The customer simply did not care whether or not the drawer was a dovetail (and still does not care). This is just a metric that cabinetmakers find important but not something of intrinsic value to the client.
For a long while we offered nothing but dovetail but as our processes became leaner we found more and more we were waiting for the dovetail drawer boxes to show up.
We now exclusively sell an appleply plywood box and use the dovetail as an internal index about whether or not the customer will be needy or not. Those who get hung up on this particular detail also generally tend to make every hill a hill to die on elsewhere in the project.
Sometimes you can tell by what the customer is asking for but if we just get a set of house plans with no other information we normally quote a painted kitchen with 42" uppers. We use solid wood dovetail drawers, blum under mount soft close runners, blum soft close arm hinges as standard. Then we will show stain, glaze, and inset doors as options on the quote.
When I meet with a kitchen client it is a personal meeting that is a time to go over the space or plan at hand. I ask questions and find out exactly what they like or want or don't like or want.
I formulate a quote not an estimate but the real price to do the job. I include everything we talked about . I have it is much easier to go down on price than up in general this is true in most all types of sales.
In over 35 years I think I have had several ask about dovetails and I think 1 may have asked how I join my face frames.
My perspective is from working directly with the end users in most cases. Also wanted share that typically when I meet with the potential clients I try to educate them to be able to make decisions easier.
I have found that most clients don't really know which questions to ask or what they should be concerned about so this process really helps.
Giving quotes on plans with no conversation makes me think the bottom line is all that matters not so much the content.
I could write essays upon essays about this, but I think the most important point is know your customer and know your market.
Coming in at a competitive price and listing extras separately is what I believe to be the best of both worlds.
Don't forget to make the customer aware of your strong points. Is your customer service great? Have you got a flawless record of delivering on time? Are you better quality then your competitors? These are the things that aren't reflected in a price on a piece of paper but are very important.
Coming in low on price and adding items as you go can be seen as deceptive (even if it's genuine).
At the end of the day if a customer comes back to you and says your price is higher than the others, they are giving you an opportunity to justify it, or do something about it. I always tell customers at this point that there are design options and material selection choices that can be made that won't affect the quality of the end product but can significantly reduce the costs. This asserts our focus on service and quality and let's them know we won't compromise on either. If they won't work with that then they aren't the customer for us. our values aren't aligned.
FORUM GUIDELINES: Please review the guidelines below before posting at WOODWEB's Interactive Message Boards(return to top)
WOODWEB is a professional industrial woodworking site. Hobbyist and homeowner woodworking questions are inappropriate.
Messages should be kept reasonably short and on topic, relating to the focus of the forum. Responses should relate to the original question.
A valid email return address must be included with each message.
Advertising is inappropriate. The only exceptions are the Classified Ads Exchange, Machinery Exchange, Lumber Exchange, and Job Opportunities and Services Exchange. When posting listings in these areas, review the posting instructions carefully.
Subject lines may be edited for length and clarity.
"Cross posting" is not permitted. Choose the best forum for your question, and post your question at one forum only.
Messages requesting private responses will be removed - Forums are designed to provide information and assistance for all of our visitors. Private response requests are appropriate at WOODWEB's Exchanges and Job Opportunities and Services.
Messages that accuse businesses or individuals of alleged negative actions or behavior are inappropriate since WOODWEB is unable to verify or substantiate the claims.
Posts with the intent of soliciting answers to surveys are not appropriate. Contact WOODWEB for more information on initiating a survey.
Excessive forum participation by an individual upsets the balance of a healthy forum atmosphere. Individuals who excessively post responses containing marginal content will be considered repeat forum abusers.
Responses that initiate or support inappropriate and off-topic discussion of general politics detract from the professional woodworking focus of WOODWEB, and will be removed.
Participants are encouraged to use their real name when posting. Intentionally using another persons name is prohibited, and posts of this nature will be removed at WOODWEB's discretion.
Carefully review your message before clicking on the "Send Message" button - you will not be able to revise the message once it has been sent.
You will be notified of responses to the message(s) you posted via email. Be sure to enter your email address correctly.
WOODWEB's forums are a highly regarded resource for professional woodworkers. Messages and responses that are crafted in a professional and civil manner strengthen this resource. Messages that do not reflect a professional tone reduce the value of our forums.
Messages are inappropriate when their content: is deemed libelous in nature or is based on rumor, fails to meet basic standards of decorum, contains blatant advertising or inappropriate emphasis on self promotion (return to top).
Libel: Posts which defame an individual or organization, or employ a tone which can be viewed as malicious in nature. Words, pictures, or cartoons which expose a person or organization to public hatred, shame, disgrace, or ridicule, or induce an ill opinion of a person or organization, are libelous.
Improper Decorum: Posts which are profane, inciting, disrespectful or uncivil in tone, or maliciously worded. This also includes the venting of unsubstantiated opinions. Such messages do little to illuminate a given topic, and often have the opposite effect. Constructive criticism is acceptable (return to top).
Advertising: The purpose of WOODWEB Forums is to provide answers, not an advertising venue. Companies participating in a Forum discussion should provide specific answers to posted questions. WOODWEB suggests that businesses include an appropriately crafted signature in order to identify their company. A well meaning post that seems to be on-topic but contains a product reference may do your business more harm than good in the Forum environment. Forum users may perceive your references to specific products as unsolicited advertising (spam) and consciously avoid your web site or services. A well-crafted signature is an appropriate way to advertise your services that will not offend potential customers. Signatures should be limited to 4-6 lines, and may contain information that identifies the type of business you're in, your URL and email address (return to top).
Repeated Forum Abuse:
Forum participants who repeatedly fail to follow WOODWEB's Forum Guidelines may encounter difficulty when attempting to post messages.
There are often situations when the original message asks for opinions: "What is the best widget for my type of shop?". To a certain extent, the person posting the message is responsible for including specific questions within the message. An open ended question (like the one above) invites responses that may read as sales pitches. WOODWEB suggests that companies responding to such a question provide detailed and substantive replies rather than responses that read as a one-sided product promotion. It has been WOODWEB's experience that substantive responses are held in higher regard by our readers (return to top).
The staff of WOODWEB assume no responsibility for the accuracy, content, or outcome of any posting transmitted at WOODWEB's Message Boards. Participants should undertake the use of machinery, materials and methods discussed at WOODWEB's Message Boards after considerate evaluation, and at their own risk. WOODWEB reserves the right to delete any messages it deems inappropriate. (return to top)
Forum Posting Form Guidelines
The name you enter in this field will be the name that appears with your post or response (return to form).
Personal or business website links must point to the author's website. Inappropriate links will be removed without notice, and at WOODWEB's sole discretion. WOODWEB reserves the right to delete any messages with links it deems inappropriate. (return to form)
Your e-mail address will not be publicly viewable. Forum participants will be able to contact you using a contact link (included with your post) that is substituted for your actual address. You must include a valid email address in this field. (return to form)
Subject may be edited for length and clarity. Subject lines should provide an indication of the content of your post. (return to form)
Thread Related Link and Image Guidelines
Thread Related Links posted at WOODWEB's Forums and Exchanges should point to locations that provide supporting information for the topic being discussed in the current message thread. The purpose of WOODWEB Forums is to provide answers, not to serve as an advertising venue. A Thread Related Link that directs visitors to an area with inappropriate content will be removed. WOODWEB reserves the right to delete any messages with links or images it deems inappropriate. (return to form)
Thread Related File Uploads
Thread Related Files posted at WOODWEB's Forums and Exchanges should provide supporting information for the topic being discussed in the current message thread. Video Files: acceptable video formats are: .MOV .AVI .WMV .MPEG .MPG .FLV .MP4 (Image Upload Tips) If you encounter any difficulty when uploading video files, E-mail WOODWEB for assistance. The purpose of WOODWEB Forums is to provide answers, not to serve as an advertising venue. A Thread Related File that contains inappropriate content will be removed, and uploaded files that are not directly related to the message thread will be removed. WOODWEB reserves the right to delete any messages with links, files, or images it deems inappropriate. (return to form)
The editors, writers, and staff at WOODWEB try to promote safe practices.
What is safe for one woodworker under certain conditions may not be safe
for others in different circumstances. Readers should undertake the use
of materials and methods discussed at WOODWEB after considerate evaluation,
and at their own risk.