The Large Order Discount and Other Tricks

volume discounts sales tricks

This one made us chuckle.  It’s a combination of the “you’re getting a special deal” and the “you need to order right now to save”.  That combination is a bit of a work of art in the sales business and can be a pretty deadly combination.  We wouldn’t be surprised if this one was more successful than we know.  Here’s how it works:

You’re getting a free quote to replace the windows in your home.  When the salesperson is presenting the prices and going through all of the discounts and promotions you tell him you want to get a couple of quotes to compare.

Of course he knows that if you get other quotes you’ll see that his “special” deal is not very good at all.  What does he do?  He’ll tell you that another customer of his just placed a very large order.  Maybe it was 200 windows for an apartment building.  It just so happens that they will be placing that order tomorrow and if you act now he can put your windows on that same order which will qualify you for a volume discount.  You’ll get pricing as if you ordered 200+ windows, but you’re really only ordering 10 windows.  That sounds like a pretty fantastic deal right?  Except it’s completely not true.

Years ago I worked in one of the largest replacement window plants on the east coast.  We produced around 4,000 replacement windows per day.  That’s 20,000 windows per week, 80,000 windows per month, you get the idea.  Based on that scale, even if there really was another order from this local company (which there certainly isn’t), the plant doesn’t offer a volume discount.  Even if the plant did offer a volume discount it would be something like $10 per window, or $100 total for your 10 window project.

Once you get an idea of the scale involved in manufacturing this trick seems sillier and sillier, but most folks have no idea.

The thought of getting your windows at a special discount just because you had the good fortune to get a quote on the same day as they were going to enter a large order is just too much for some folks to resist.  Of course the discount offered is likely thousands of dollars which is necessary to get you to make a rash decision.

You can be sure that the salespeople sign up customers using this tactic all the time.  They then meet up with each other a joke about the sales they made that day.  You don’t want to be one of the people they’re joking about.

Find more info on replacement window sales tactics here.

Have fun!

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4 thoughts on “The Large Order Discount and Other Tricks”

  1. You can absolutely get a large window order discount from the manufacturer. Milgard offers great discounts on order for 50+ windows and fantastic deals if you order 100+. You have to talk to the account manager and they can take care of this. Other companies like Anlin, Simonton, and PlyGem offer similar discounts! But I see your point that it could manipulate someone to buy from an unethical company. Our company offers these discounts all the time. Hope this helps!

    1. Well, maybe it depends on the pricing you already have. If they’re offering you a discount on a 50 window order I would bet you could get better everyday pricing. Maybe we’ll offer a service to help window installation companies negotiate with manufacturers…

  2. In all fairness to the entirety of the industry, and to offer some balance to this platform I suggest total transparency (& accuracy) included in the responses & reasoning offered to the reviewers. You should qualify the justification of this sales tactic that you characterized as being “completely” false by also clarifying that the deceptive nature of such a claim is actually limited to companies that do NOT manufacture their own windows. Which is the vast majority, but not 100%. Because the basis to the claim that this type of pricing “special” is NEVER warranted and has NO real or valid basis for producing ANY savings …. actually has an exception. The viability of this NEVER being valid is contingent on a company’s LACK of impact stemming from a production spike with a large enough, but only for a finite term, increase in volume that results in a savings in the cost-to-produce the product. If the window company DOES have its own in-house production process, then a volume discount based on a larger than usual run (requiring an increased order of materials /components, which DO typically result in a decreased cost per unit to make) IS a highly plausible scenario, totally valid, and does create a temporary opportunity for savings that can be passed down to a consumer.
    That said, can it also be abused? Absolutely! The “title” attached to any/every sale or discount can be. But, are they ALL “scams”?
    Presidents Day Sale:
    sheets/home furnishings
    Valentine’s Day Specials:
    jewelry/furs/perfume
    Labor Day Sales:
    clothes/garden/school items
    Do any of the above commonly known sale names (seasonal ‘reasons’) truly impact wholesale costs? Of course not.
    On a regular day the std mark up on jewelry (excluding wholesale outlets) is at least 500%. But rarely do people try to negotiate price. And because a salesperson doesn’t come to your home, is the counter person any LESS of a scam artist?
    Some sales training programs don’t even tell the whole story to their trainees! Just because a better deal might, even likely, exist & a customer doesn’t decide to do the research until AFTER they commit to a purchase…does that make the price offered / sales rep they met / entire company at large, all cohorts & masterminds of purposeful & intentional malice under the guise of selling replacement windows? That’s a whole lot of knowledge to learn, industry regulations to comply with, permits to get, training & certifications to have to only & commitedly dedicate yourself to performing the devil’s work.
    To HELP customers navigate the sales process, there’s no need to heavy handedly paint every scenario as baseless, each offer as bogus, and imply all the alternate & intentionally subversive plots on the part of the evil-doer sales rep. (?)
    Anything to do with improvements on existing structures (residential or commercial) is complicated and extremely difficult to vet in advance to a home owner during an in-home sales presentation. Homeowners (MOST) are NOT educated, aware or emotionally prepared for the surprises that may exist behind the walls, beneath the fasciaor the siding of their homes that can totally upset the best laid plans. I have read about 35 reviews & not once was any independent homeowner self-education or PRE-appointment research ever suggested in lieu of the “scam” determination. If I had not worked in real estate sales and semi-custom residential industry for over 12 yrs before reading these responses, I’d be too paranoid about the entire industry to trust any company.
    The truth is, most unhappy experiences are painted the color of each customer’s biggest sense of insecurity. I’ve read how some think it was a plot to rip off the elderly, those living alone, the homeowner’s race, etc.
    The real truth is:
    It’s a complicated purchase. Too many factors to predict in advance. Can’t be done. Ever.
    But when it all talks into place, it’s wonderful.
    Financing is not a window company’s expertise & credit scores DO impact final cost. Don’t walk away from your agreement once it’s signed. READ it. Virginians DO have 72 hrs to cancel.
    Do your research BEFORE setting ANY appointments & be prepared to say NO!

    1. Thanks for taking the time to write. I especially like the line “most unhappy experiences are painted the color of each customer’s biggest sense of insecurity”. I think that is very often the case.

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