Conference ilbbak::us_sales_service

161.0. "The new Pricing Plan" by FOOBAR::KABEL (Rik Kabel, New York Bank District, dtn.352.2224) Mon Nov 02 1992 16:44

    Please explain the logic of the new pricing to me.

    My customer wants to buy a few workstations and xterminals with
    about 10GB disk storage. The quotation which I just put through AQS
    is attractive with the new prices, except for the mass storage
    expansion boxes. 

    Before the repricing, an SZ16J-JA (two RZ58 disks) was $12,588
    standard price. Now, the price is $12,439, a reduction of $149, or
    1.18%. The component disks (RZ58-UK) have meanwhile been reduced
    from $6,044 to $3,645. THE COST OF THE CABINET, POWER SUPPLY, AND
    DISK INSTALLATION HAS GONE FROM $500 TO $5,149!

    This is not acceptable to customers, and should not be acceptable to
    us. I am changing the quote to include an SZ16X-FA and two RZ58-UK
    disks. Even throwing out the CD, the cost is $8,878, saving $3,561.
    We will probably have to allowance on top of this as well to bring
    the price down to what is expected. The standard price should be
    around $7,700.

    And AQS isn't handling quantity discounts properly, either.

    And I've been asked to quote VAXstation 4000 memory as MS44L-AA, not
    BA or BC, because the discounts reward this. parts, because the
    discounts are based on the number of sticks