Services and pricing question

[scrub]

Hi all, Its me again. I met with a fellow from a dealership this past weekend and he might have some fill in work for me. Funny thing is I'm booked all this weekend and part of next (depending on weather).

Anyway he of course complained of my prices. But he got me to thinking. Here's my dilemma. I only detail on weekends and get in one detail or a couple of washes a day. I don't have enough volume to trend sales increases or decreases due to prices. Most people don't haggle they just pay up. If I had a decent volume, raised prices too high, and slowed down then that would tell me my prices are to high.

I know this also depends on my market area. I'm really interested in the values of my services. Are my services and results worth that kind of money. Not looking for ego boosts just honest criticism and objective input. If my pricing strategy is way off then let me know. I want to be a value to my clients so I can get more repeat business, not a once in a while service after the client wins the lottery or something...

Anyway here we go.

Wash Service

Hand wash MF dry
Hand wash wheels, tires, and wells
Dress tires and wells
Wipe down console and dash
Dress dash
Vac
Glass in and out
Free not on flyer wipe down jambs and trunk well too.

$35 $40 $45 $50 (depending on size of vehicle. Is that to many prices?)

Add Sunx spray wax for $10
Add Nxt for $15.

I had a wash service with less services and cheaper, but I feel for consistency to make a base package (washes) the same for all services (details and maintenance). Clients like consistency.

Another point is I really like upfront pricing rather than a range. I feel more confident asking for a price printed on a flyer rather than him-hawing around trying to quote from the hip. I used to cut my prices in my mind before I would even quote to the client. I do have "sever conditions incur additional charges" disclaimer...

[scrub]

Full detail

• Wash Service PLUS
• Vacuum Trunk
• Floor Mats Steam Cleaned
• Carpets and Seats Spot Cleaned
• Leather Cleaned and Conditioned
• Interior / Exterior Trim Cleaned & Dressed
• Door , Hood, and Trunk Jambs Cleaned
• Surface Evaluation Performed
• Paint Surface Cleaned With Detailer Clay
• Your Choice of Surface Protection:
High Quality Polymer Wax Applied to Paint [NXT]
OR
Hi Quality Polymer Paint Sealant Applied to Paint [PB EX-P or #21] (Add $15.00)
Price* $99 - $119 - $139 - $159

I've found most clients I have don't care too much for all the carpet and fabric cleaned so I just clean floor mats with this deal.

[scrub]

Premium Detail

• Full Detail Service PLUS
• Carpets and Fabric Seats Steam Cleaned
• Fabric Protector / Stain Repellent Applied to Carpet and Fabric Seats
• Paint Polished to Remove Minor Surface Scratches / Swirls
• Your Choice of Surface Protection:
Hi Quality Polymer Paint Sealant Applied to Paint [PB EX-P or #21]
OR
Premium Acrylic Paint Pre-Sealant Prep AND Premium Acrylic Paint Sealant Applied to Paint (Add $30.00) [Klasse]
Price* $149 - $169 - $189 - $199

With this service I added full carpet and protectant applied to offer a bit more than a full detail. Thinking of removing Klasse since it is difficult to use or make this a show car only service. The klasse price is to low for both AIO and SG.

Maintenance Service

• Wash Service PLUS
• Spray Wax application for no additional charge
Price* $35 - $40 - $45 - $50

This one is tough to balance value and time. I don't want to give away another full but want to make it a better deal than the wash only.

Are my services too little or too much. I'd rather have a good balance or lean to too much.

Thanks for your time and help!

[travisdecpn]

Those prices are more than fair. If you are booked this weekend and next, do you really need his business? Dealerships are going to try to get the lowest price possible, it's in their nature. You just have to analyze the situation and see if it is really worth your time.

[scrub]

I'd like the practice and opportunity to have my work more scrutinized. Having a deadline to meet and not loosing too much time and money. Plus I'd love the exposure to that market also. Build a good rep with local dealers incase something happens at work.

Thanks for the input. As a side note the dealership offered me $85 per car any size or condition. He hasn't seen my work yet.

[snappylips]

Hey Scrub,
$85 for which level of service?

SL

[scrub]

Well I'm not too sure. They said "everything" but balked at my "everything" price. I'd say the full with a one stepper like #66 and engine cleaning. Good question thanks for asking. Hopefully that should clarify a little better.

[mirrorfinishman]

ONE MAN'S CEILING...

$229 Complete Detail Mid-Size Car
$249 Complete Detail Full-Size Car

$269 Complete Detail Mid-Size SUV
$289 Complete Detail Full-Size SUV
--------------------------------------------

IS ANOTHER MAN'S FLOOR.

Wash Service
$35 $40 $45 $50
Add Sunx spray wax for $10
Add Nxt for $15

Full Detail
$99 - $119 - $139 - $159
[NXT] OR Polymer Sealant Add $15.00

Premium Detail
$149 - $169 - $189 - $199
Polymer Sealant OR Acrylic Sealant Add $30.00

Maintenance Service
$35 - $40 - $45 - $50


Hey scrub, when it comes to planning an effective pricing strategy, it may not be that the prices are either too high or too low. It may just be that there are sometimes just too many of them.

[SingingSabre]

I initially looked at this and thought "Woah, too many numbers."

I thought it over and realized you could probably easily make a spreadsheet or a chart.

            Compact Car  Mid-Size Car  Mid-size SUV   Full-Size SUV
Wash
Full
Premium
Maintainence

*NXT, Polymer, or Acrylic sealant toppers are $15 extra.

EDIT: I'm trying to get this to look right.

EDIT 2: Got it. Just fill in your own prices and asterisks. That's my 2 cents, at least.

[scrub]

Originally posted by mirrorfinishman
ONE MAN'S CEILING...

$229 Complete Detail Mid-Size Car
$249 Complete Detail Full-Size Car

$269 Complete Detail Mid-Size SUV
$289 Complete Detail Full-Size SUV
--------------------------------------------

IS ANOTHER MAN'S FLOOR.

Wash Service
$35 $40 $45 $50
Add Sunx spray wax for $10
Add Nxt for $15

Full Detail
$99 - $119 - $139 - $159
[NXT] OR Polymer Sealant Add $15.00

Premium Detail
$149 - $169 - $189 - $199
Polymer Sealant OR Acrylic Sealant Add $30.00

Maintenance Service
$35 - $40 - $45 - $50


Hey scrub, when it comes to planning an effective pricing strategy, it may not be that the prices are either too high or too low. It may just be that there are sometimes just too many of them.

Well put! Thanks.

Questions???

1. What is your "complete" detail service?
2. What do you do about ups (potential customers) that don't want completes? I already know the answer to that. My problem is I'm trying to grow a business not run a well established business like yours. I don't see a problem with offering services and eventually dropping them as my clientèle grows. Is that wrong?
3. What about customers wanting choices. They can choose to give me more or less money rather than choose me or someone else. That's why I offer many services. I know your answer to that. "To many services confuses the client". I agree but if I only offer what my market areas not looking for I could spend some lonely days with higher prices.
4. You have one price for civics (maybe your clients don't own civics how bout Matas) up to lets say Taurus? How can I justify that to clients when they say I have a smaller car why the same price?
5. What products do you use? (polishes and waxes) I know you do the work by hand without clay.
6. Any more advice?
7. Where do trucks fall in pricing? Lets say s-10s up to quad cabs.

Please don't think I'm flaming with this post. Not my intention. I am asking questions to learn. You really have me thinking here. Thanks. I like what you have said before about trying to be to many things to many people (something like that).

Thanks again and I'm looking forward to your reply.

[mirrorfinishman]

Originally posted by scrub
4. You have one price for civics (maybe your clients don't own civics how bout Matas) up to lets say Taurus? How can I justify that to clients when they say I have a smaller car why the same price?

Hey scrub,

Thanks for taking the time for that good reply. I will comment on all of the other items you mentioned, however for right now I would like you to think about something that relates to your item #4 above.

Years ago, back in 1986 when I first started my own detailing business I was thinking along the same lines as you are now. I figured that if I had enough price points I would be sure to gain a lot more new customers as I would be meeting the needs of that many more people. Well it didn't take me too long to realize that I did not want to be associated with the other businesses who were also offering detailing services. Namely, car wash businesses. So very early on I decided to limit my services to doing only complete detailings. Of course, I still had to have somewhat different prices depending on the different size vehicles.

During the start-up phase of my business my prices were based on small, mid-size and full-sized vehicles. However, during the early 1990's I noticed that the fast food restaurants began to do away with small servings. In other words if you went into a fast food restaurant and ordered small fries or a small drink, what you would get was their medium fries or a medium drink. Within a few years they had gone from small, medium and large sizes to medium, large and supersizes. Basically, the portion size really didn't change that much, however the perceived value from a customer standpoint changed drastically. Some people actually began to think they were now getting more for their money.

Okay, to get back to your thoughts about pricing. When I saw what the fast food places were doing with their pricing I figured it would also work to help simplify my own pricing strategy. So for more than a decade now I have no real pricing for small cars. The small cars simply fall into the mid-size group. I also do the same with suv's and pick-up trucks. They are considered either mid-size or full-size. Hey, I guess you could say that detailing a HUMMER would fall into the supersize category.

Anywho, the next time you go into a fast food place, try ordering small fries or a small drink and see what happens. They will most likely look at you a bit strangely and think, 'hey, this guy is ten years too late'.

[scrub]

Sorry about the typo. I meant Miata. Spell checker changed to mata.

If I understand you correctly... Just drop the extra prices and most won't clients won't notice or care. Just keep giving good service and that will maintain a high perceived value by the client. I thought about that something like "small car and big car" pricing.

My concern with that was the image of my new business. Would that be perceived as cheating my clients. I thought if I had many prices it would show I price the job accurately and fairly. Not a one size fits all approach. That could become a problem if folks begin to inquire about prices. Your price list says 40, 50, 60. You quoted 50 and I want to pay 40.

This would clean up my flyer and save me headaches for sure. Like I said I'm real comfortable with up front pricing rather than ranges. I guess I don't have a good poker face.

Thanks for taking the interest in my topic and posts to reply. I look forward to seeing more of your insight.

That last statement about 10 years too late was hilarious!

[scrub]

Originally posted by SingingSabre
I initially looked at this and thought "Woah, too many numbers."

I thought it over and realized you could probably easily make a spreadsheet or a chart.

            Compact Car  Mid-Size Car  Mid-size SUV   Full-Size SUV
Wash
Full
Premium
Maintainence

*NXT, Polymer, or Acrylic sealant toppers are $15 extra.

EDIT: I'm trying to get this to look right.

EDIT 2: Got it. Just fill in your own prices and asterisks. That's my 2 cents, at least.

Thanks for the idea. I found a price list on the net somewhere that used stars to indicate the service included in each package. Very similar to your idea. Both are great ideas.

Thanks again.

[c368/2ss]

CAR LOTS

HELLO THERE I LIVE IN N.CALIF THE PRICE I CHARGE FOR DEALERS IS 150.00 AND UP DEPENDING ON WHAT IT LOOKS LIKE AND TRUST ME THEY GET PRETTY @#%@# NASTY THE TRICK IS TO BE FAIR BECAUSE THEY CAN GIVE YOU A LOT OF BUSS. IN THE WINTER MONTHS . I AM NOT FULL TIME YET( 5 CARS A WEEK) BUT MY FULL DETAIL STARTS @ 199 AND UP WASH CLAY POLISH WAX INTERIOR CARPETS (IF NEED) LIGHTLY DETAIL ENGINE TIRES WHEELS WINDOWS ECT ECT MY AVE. IS 260 AND HI IS 350 -400 THEY GET A SUPER JOB LIKE YOU DO IM SURE ANOTHER POINT THE CAR DEALERSHIPS PUT ANY AND ALL REPAIRS IT TO THE FINAL SELLING PRICE OF THE CAR SO IF YOU CHARGE 100 THEY PUT THAT IN THER PRICE OF SALE THE DEALER DOES NOT LOOSE A PENNY GOOD LUCK SZ

[mirrorfinishman]

Originally posted by scrub
1. What is your "complete" detail service?

This is a basic list of what's included in my complete detail service.

1– Polish and Wax By Hand
2– Clean and Protect Chrome
3– Clean and Vacuum Interior
4– Protect Leather and Vinyl
5– Clean Tires and Wheels
6– Clean Windows
7– UV Polymer Wax...add $30