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Paul, The evolution for my store was this. We carried a top 2 brand since 1984. We always carried a secondary line with the thought that we would present the "Lexus" as the best, most energy effiecient...yada yada yada, but if someone wanted something other than white (oops) or couldn't afford it then we had another "plan B" brand. What happened about 5 yrs ago is that our consumer started drifting away from the lexus when they realized that they could get a bigger spa with many more features for less money.I, as a trainer, struggled to maintain the "Top Gun" type training we had from the "lexus" companyr and continue to pitch the better "Quality" but then came to realize that if we worked the program and explained why the smaller, less powered spa with less jets and no radio was a "better" spa many people got confused and walked. So I think it was that we started listening to what the customer wanted, not trying to sell them what we wanted to sell them.
I, as a trainer, struggled to maintain the "Top Gun" type training we had from the "lexus" companyr and continue to pitch the better "Quality" but then came to realize that if we worked the program and explained why the smaller, less powered spa with less jets and no radio was a "better" spa many people got confused and walked.
What is that "thing" above the beautiful hot Spring?
I'm not the greatest salesman the world has ever seen, but I have very few problems helping customers understand the difference in VALUE between this spa which is bigger, has more jets, and costs lessand this spa which is smaller, has fewer jets, and costs moreTerminator
What could be better than an Envoy!!
Add one of these
Based on all of the comments...I would say the #1 reason anyone buys a certain brand is the sales person who is selling it. There are many companies that are very successful selling what I would call horrible spas. I think the dealer may have better long term growth with a quality referral company with fewer problems, but as far as numbers out the door: sales person retailer reputation product (everything matters) price