One of the most utilized programs offered by The Electrical Advertiser is EA-Online, our electrical internet search engine. This program is comprised of PowerSearch where buyers can search for companies who sell a particular item, or PowerQuote where buyers can search and request a quote. Since its inception in 1996, over 4.5 million PowerQuotes have been sent. Recently in reviewing the PowerQuotes being sent, one caught my attention. It was sent to all circuit breaker dealers. It read, “This is supposed to reach 98% of the top breaker houses in the country. We purchase 95% of the items we post, yet there is rarely any response from sellers. Are we wasting our time?”
Arthur Levin of PM Sales responded to this PowerQuote. His response was so “right on” I wanted to share it with all users and potential users of PowerQuote. I have known Arthur for many years. He is knowledgeable in the electrical industry and an excellent writer.
The following are some reasons why users may not be getting answers to PowerQuote.
- That the items requested are too cheap and insignificant to bother with. I do not know any dealers who are so desperate for business that they would respond to a PowerQuote for 1 SQD HOM250, or 3 $7.00 each overload heaters.
- That the sellers are expected to sell their merchandise at ridiculously low prices.
- That the items requested are standard stock items anyone can sell immediately to a loyal existing customer. I see repeated requests for new SQD QO breakers. Why would one dealer need another dealer to sell new QO breakers?
- That the items requested are somewhat common but, obviously, just not out there. At least two dealers per day have requested SQD EHB34100 every day for the past 4-6 weeks. You would think that someone would eventually get the idea that either nobody has them or that anybody who has them will not sell them cheap enough to sell to another dealer.
- That the item(s) requested are simply too bizarre for anyone to have in stock.
- That the request is only for new material. Most breaker dealers are still in the surplus business, not just gray-marketeers. I regularly see PowerQuote requests for new breakers that were discontinued 20+ years ago. Requests such as these are unrealistic. We are bound by our own consciences, and the PEARL Code of Business Practices (www.pearl1.org) to tell the truth.
- That responding to a PowerQuote is like quoting a black hole. No matter what price and terms you quote, an order never results.
- That common courtesy is a lost art form. If one does not take the time to acknowledge the effort put forth on his/her behalf, eventually the effort will not be put forth on his/her behalf. A simple phone call or e-mail to say, “I got your quote. Thanks. I’ll let you know how it turns out.” goes a long way. What goes even further is telling the person what would have made the quote successful, if applicable.
I appreciate the points Arthur made and the time spent writing them down. I have discussed many of them with users in the past. PowerQuote is a valuable tool and is used daily by many contractors, dealers, suppliers, utilities, and manufacturing plants. It’s a tool that’s only as functional or useful as the people using it. PowerQuote and PowerSearch have saved our customers many hours, effort, and money. Please check it out and see how it can be used to improve your business.
Richard Goelz at richardg@ElectricalAdvertiser.com
