WHY SHOULD I BUY FROM A DEALER WHEN I CAN BUY DIRECT FROM THE MANUFACTURER?
BILL RICHTERMEYER
SALES MANAGER
ALAMO FOOD EQUIPMENT & SUPPLIES, INC.
You want to buy a new piece of processing equipment. You have talked to fellow processors, attended trade shows, looked at catalogs and the internet and now you think you know what you want to buy.
You know you do not want to risk buying a piece of used equipment. The manufacturer of the equipment you want to buy will sell directly to you. Why should you consult with a dealer? Isn’t it cheaper to go direct?
Most dealers are the primary sales arm for the manufacturers. It is much less expensive to pay a commission to a dealer, when he makes a sale, than to hire a full time salesperson to try to cover all of the processors in an area. In order to preserve that relationship, the manufacturer will sell direct, when that’s what the customer wants, but he will sell at MSRP or list price. The dealer will normally offer a discount off MSRP or list price. How can the dealer do this? Most dealers represent many manufacturers and therefore when they make a sales call they have many opportunities to sell something, where the manufacturer has only one option. The dealer cost of sales is spread over many products and he can afford to provide more consistent coverage and sell as a smaller profit margin.
The dealer also has had a lot of experience with processors like yourself, and can often share knowledge that will help you find the best possible solution to your equipment needs. For example, yes, all vacuum machines will pull a vacuum and seal a vacuum pouch, however if you consider the sizes of the pouch that you will be using and the length of the seal bars on the vacuum machine you are considering, you may find for a little larger investment you can buy a machine that will double your output. Some machines are very good for certain applications; others will not prove to be satisfactory in the same application. Some manufacturers are aware of this and will share that with you, others are spread so thin that they are not always aware of their products limitations and will happily sell you whatever you ask for.
After the sale the manufacturer will be dependent on a dealer or the purchaser to set the machine up and provide training to the operator. Dealers are trained to do this. If there is a problem, the dealer will take care of it on the spot. You, on the other hand, will have to contact the manufacturer; he in return will have to contact a dealer and negotiate a price to handle the problem. This does not happen as quickly as you would like, not matter how fast it happens.
After initial set up, if the machine needs a repair, the dealer that sold it to you will do his best to make you happy. He is concerned for future business. The manufacturer has to depend on a dealer. If there is a upgrade or safety issue with the equipment the dealer can make you aware of this and help to affect the changes needed.
We may be prejudice, but we feel it is in your best interest to at least consult a dealer before you buy a piece of equipment and give them the chance to show you their price, share with you their knowledge of the application, and be in the loop for the after purchase service that you will need.
BEFORE YOU BUY TALK TO A DEALER