In no industry does a manufacturer/distributor show open to the public, whether it is candy, diapers or cleaning equipment. Shows are intended to be a cost effective way of manufacturers meeting with the maximum number of dealers to introduce new products, programs or pricing. You cannot buy autoparts at the same price as a dealer from their supplier (Ford/GM/D-C), you can buy aftermarket 'will fit' parts but there is often no guarantee of performance.
I am sure that most manufacturers make less per unit than the dealers. The costs are close for most components and the details make the difference.
Major manufacturers have invested in facilities and research/development to ensure consistent product with safety.
Recently we certified a specialty unit to meet a specific standard; the cost was well in excess of $30,000 which we must recoup through the cost of the machine. Even changing paperwork to reflect a component change or model addition costs us. We are liable to at least 2 unannounced inspections by our certifying authority every year, which we also pay for, to ensure that we are doing what we say we are.
This guarantees that products arrive with the same wiring, plumbing and components time after time. Our certifiying authority also requires life-cycle performance statements of the components used so we have to choose them with care; lower life-cycle performance components cannot be used in certified machines.
On-line sellers do not have a stake in your success. They download all maintenance and repair resonsibility to the end user. They require you to know what parts to stock to repair your machine and once they have your money they simply cannot see you every day so they really have no responsibility to you. Many use private label manufactured machines that are built to a price not a performance target.
We used to sell direct but stopped that about 10 years ago. We found that you are either a manufacturer or a distributor never both. That is why Hotsy closed it's corporate stores, and Ford/GM/D-C rely on dealers when they could (potentially) make more money selling direct.
When asked how he felt prior to his launch into space to the moon Neil Armstrong replied; "How do think I feel? I am strapped into the largest, most complex machine ever built with 300,000 pieces all supplied by the lowest bidder."
A local professional pressure washer dealer has a vested interest in your success as they benefit from your business. Every econmomic theory places a 7:1 multiplier on money spent locally. Your customers have the same opportunity to shop for alternative sources of service that you have for supply. How would you feel if a company parachuted into your neighbourhood to do a job for a wee bit less than you but then you are expected to respond immediately to their call for service because you are local?
A dealer has the support of the factory and in a couple of instances we have had a particularly difficult to diagnose unit shipped back to us for assessment and repair because the dealer and out technical people could not do it by remote control. Our interest is in the success of our dealer so we try and supply products they can sell at prices that are competitive.
There is no perfect way to do anything.
I try and find dealers who I feel look out for the best interests of their customers (you). Although not always successful, I have also always been available for any of you to speak with. I like to think that both my attitude and that of the comapny I work for is different that what you are used to from a manufacturer. Our growth in the last 7 years has been in the double digits every year.
We are not the cheapest, although we know we are price competitive at the dealer level. We are not the prettiest, but we are woking on the cosmetics. We are not perfect, but we try awfully hard. We do have a service department that fixes every pressure washer made, every day, so we try and put what we learn into how we build. I know what components cost, I know what delaers pay and whatever anyone decides to sell at will determine how long they stay in business and how well they service their customers.
Our industry has lost a couple of low cost manufactuers in the last few years (Elite, Zealco, Diamond, Rhino, Tuff et al) some live on in name only as part of a larger group but no longer are they as respnsive as they were.
An association is only as good as the ability of the executive to do what they say they will. Lacking tangible benefit and a focused direction that is printed and adhered to there is little to expect for the ultimate success of the association. My first CETA meeting was in Chicago 6 years ago and ther were over 100 booths. I have not been to a show since Dallas and I heard there were about 55 booths in Reno this year. Opening the show to end users would serve no useful purpose and in my opinion holding the show every year does the same. We do not benefit from membership in CETA so we do not join. It is not my place to comment on how and what they do so the above is only my general opinion on any association.
Cheers, Michael