Category Archives: rates

Pricing products is not just about what other companies are selling them for

Its about what it is costing me to get them. To a point, other’s prices don’t reflect what is going on in MY business. About 95% of what we sell is products. We will look at competitors prices but only as a local guide to what things cost. We do not base our prices strictly on what other companies sell the same product for. For example we have a couple of local competitors who sell boots but they don’t have the depth and breadth of product we have so they likely get fewer discounts from their vendor due to their low volume. We also look at the big box store’s prices. They may have the same stock numbers but they do not always carry a full range of sizes nor, for example, will they order a single pair of boots, for a customer when they are out of that size. We will order a single item of anything if it’s available and it’s a company we deal with. Academy or Wal-Mart or Cabella’s (as examples) will not do that. (If it’s something we do not carry there are conditions for return.) So comparing what we sell to a limited selection that others carry is not a true comparison.

For you, providing a service, you need to figure out what it’s costing YOU to provide that service. Of course after this you can see where you stand among your competition. If it costs you $100 to provide a service and it costs your nearest competitor $80 and you try to arbitrarily meet your competition, you in the hole before you get started. Possibly there would be ways to reduce your cost and still provide quality work or maybe your competitor is not providing the same level of quality, guarantee, etc.

Our prices include the actual cost of the item, including shipping. We also have to factor in
* rent
* profit margin
* electricity/water/phones
* insurance, workman’s comp
* supplies (paper, ink pens, ink for computers, etc.)
* office equipment (computers, copiers, cash registers, adding machines, etc.)
* payroll for ourselves and all employees
* maintenance and repairs to the building
* fixtures & furniture
* advertising
* vehicle fuel/insurance/maintenance
* etc, etc

There is a lot more to it than it appears on the surface. You probably have some of the same costs even though you are selling a service. Make sure you are including all theses costs or you are losing money on every ticket because even service oriented businesses have almost all these costs. We are adamant that we will not give stuff away. If we cannot sell an item at a profit, we will not sell it in our store. By then, if we are not making a profit, we are giving it away.

>>I think we need to raise rates, but we may lose clients because of it and that makes us really nervous.<< Also think about it this way. If your rates are really low compared to your competition, potential customers may think, “How great can their finished product/service be if they are that cheap?” If you raise your prices you may lose customers. However you may gain some as well. If you decide to increase prices, it is a good idea to give your current customers a head’s up, as I am sure you are aware. It would be nice to send a cover letter with a “new fee schedule” by mail with about 30-60 day’s notice. For new customers you could go ahead and start charging the new fee schedule right away. One more thing. In our case, dh and I do not work for free at our company. We each draw a monthly salary that is not slave wages but not a king’s ransom either. It is enough to have a reasonable lifestyle. We must live on the frugal side and do not drink champagne and eat caviar every night after work. LOL Really, we do not eat or drink either one! Believe me we have met people over the years who did not allow for a salary when running their own company. It gets me how some people think they are earning a living when they don’t take a salary from their business and they wonder why they have to keep robbing Peter to pay Paul. There is a couple in our Bible study who are about 10-15 years older than us. They used to be self employed, he was an electrician and she helped by answering the phone, etc. She remarked one time how they never drew a salary because “they couldn’t afford to”. How can you afford NOT to draw a salary? LOL When I started my coaster business in December 2012, my price was lower than what I charge now. I realized it was too low when I looked online & saw what others were selling at craft shows & compared quality. Also when I gave a set as a Christmas gift and the price was really too low, the recipient said, “Oh, these would sell in _____(a local upscale gift store) for $25!” My price was about 1/2 that, so I realized almost right way that my prices were too low. Since then I have gone up. I think I have found that “spot” that Kathryn talked about. My prices on my website ($30) include shipping but locals pay only $20 per set because I don’t have to worry about shipping, packaging, etc. When I made a price increase I first went to $16 for a while then went to $20 and have remained there since. Shay, I know some of this, maybe all of it, does not apply to you. And it seems I’ve chased some rabbits. However, I hope it helps.

One thing that surprised me is

that we haven’t raised our hourly rates for most of our clients that have been with us 4-10 years. So a client may have started with us in 2006 and we are still charging them the same hourly rate. I think it is because our hourly rate is so high ($125/hr in most cases), so it has been difficult in our minds to raise their rates even though they have been happily paying that for 8+ years.

Products are a little easier to price because we can go out on the web and see what it is priced at in other company websites, ie: Amazon, Dell, NewEgg, etc.

I think we need to raise rates, but we may lose clients because of it and that makes us really nervous.