The office furniture price on the page has always been an opening bid

by • Comment, Workplace design

The published prices of office furniture are there to start a conversation, they don't mean anythingAsk anyone who has worked in office furniture what the list price is for and they will pause before answering, because the honest answer is embarrassing. The list price is the number the trade agrees not to charge. It exists so there is something to discount from. The mechanism is simple. A manufacturer publishes a recommended price. A dealer buys at a trade price a long way below it. The dealer then sells to the end customer at whatever point between the two the conversation lands. Where it lands depends on the customer: how large they are, how many desks they sound as though they might need one day, whether they have a competing quote in their hand, whether they mention a framework, and, more than anything, whether they know the game is on. The buyer who asks for a discount gets one. The buyer who does not ask pays the number on the page. (more…)