September 11, 2008 10:57 AM EDT
Just my thoughts on the matter. You are selling to people that may have pre-existing accounts with large companies that offer large discounts. Or, they may have a bulk order contract. In these type of accounts, the customer signs a year or two year contract with a parts provider. The customer then can only buy parts through that provider for the length of the contract. In exchange, the customer gets bulk rate pricing on all orders regardless of size of the order.
Your competitor may also be offering your potential customer consignment parts inventories. In this setup the provider puts parts inventory on site and bills only for what the customer uses.
New products are also hard to sell to "older" shop people. They pretty much stick to brands they`ve used in the past.
One suggestion is to make personal contact with some of these people your trying to sell to. Don`t use the worn out "We`re the best product on the market" line. It doesn`t sell anything. Provide Potential new customers with testimonials from customers that have used your product. You need to emphasize cost savings and time saved by not having to replace rotors as often.
---The older we get, the more excuses we make for not chasing after our dreams. But truth is, goals are attainable at any age.