Integrity Vs. Making a living [RE-wrenches]

[Joel Davidson]

Ray,

Thanks for the clarification. Some people lump together all sellers at every level
of the distribution chain because they "distribute" goods.

2 distributors who I think try to do all 21:
David Katz, Alternative Energy Engineering.
Mark Weidhaas, Alternative Solar Products.
Any others?

Best regards,
Joel Davidson

Ray Walters wrote:

> At 05:32 PM 5/23/2003 -0700, you wrote:
> >Ray,
> >By distributor, do you mean someone who buys parts wholesale and resells parts
> >to dealers and installers?
> >Best regards,
> >Joel Davidson
>
> Sort of, I mean a company that buys factory direct and sales to the DEALER
> at wholesale. Wrenches have to get wholesale or we're just doing this for
> the fun of it. That's the whole problem in a nut shell: I know factory
> pricing is in the low $2/watt range, I know of special large scale
> contracts for under $1.80/ watt. If the going rate for a decent quality
> panel to end users is in the high $3 to low $4/ watt range (thanks to
> Hpower & the internet), my cost needs to be in the high $2s to low $3/ watt
> range consistently to make a living. I recently met with  financial
> consultants that took one look at my margin (or lack of one) on PV and said
> I should go into a different line of work. ( I love solar, but financial
> reality hurts)
> As for your list, thank you, that's very comprehensive. Is there really
> anyone out there doing all 21?
>
> Sincerely,
> Ray
>
> >Does your distributor:
> >1. not sell to your customers?
> >2. give you the same pricing and terms as other customers your size?
> >3. not sell to inexperienced and incompetent resellers?
> >4. support for your efforts?
> >5. work with you to develop and expand your business?
> >6. provide product, technical, marketing and sales training?
> >7. give you referrals?
> >8. advertise in your territory and support your advertising?
> >9. not set up competition in your territory?
> >10. not change policies at his convenience?
> >11. change prices without notice?
> >12. not stock what you need?
> >13. not make accurate and on-time deliveries?
> >14. only call you when he wants you to buy something?
> >15. tell the truth?
> >16. know that ultimately you sign his paycheck?
> >17. respect you?
> >18. not make accounting mistakes?
> >19. correct mistakes promptly?
> >20. partner with you on major projects?
> >21. understand technically what he sells?
> >
> >
> >Ray Walters wrote:
> >
> >The super discounting is way
> > > worse than keeping me from being competitive; it creates bad will. All my
> > > efforts to win my customer's trust dissolve when that customer thinks that
> > > I over charged them.
> > > I don't have a problem with solar panels selling for $3.25/ watt. Lower
> > > prices are accelerating the growth of our industry and making solar more
> > > competitive with fossil fuels. We, the wrenches simply need a reasonable
> > > margin to cover our contribution to the sell.
> > > The solution to this was addressed previously:
> > > 1) establish firm chains of distribution with fair profit margins for all,
> > > 2) limit discount advertising,
> > > 3) thoroughly train and certify dealers,
> > > 4) set dealers up with separate sells territories.
> > > 5) refer business from a national advertising campaign to the local dealer.
> > > (Hmmm, sounds like other businesses.)
> > > We the wrenches can only complain, but the manufacturers and their
> > > distributors hold the future integrity of the solar business in their
> > hands.
> > >
> > > Ray
> > >
> > > ray at solarray.com
>
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