Quote request or checkout: what to offer for industrial products
Consumer shops use a cart and checkout. Many industrial products do not fit that model, because prices change by customer, by quantity or by delivery. The right answer for most suppliers is a mix of both.
When checkout works
Checkout works when the price is the same for everyone, or easy to work out, and the item is in stock. Standard fasteners, filters, fittings and consumables are good examples. The customer picks the exact item, enters a quantity and orders.
This is the fastest route for both sides, and it removes the mistakes that come from misheard specifications.
When a quote works better
A quote request suits products where a person needs to decide something before a price can be given.
- Made-to-order or cut-to-length items.
- Large quantities where you give a better price.
- Items with delivery, installation or special handling.
- Customers on negotiated prices.
- Products that are rarely in stock and need a lead time.
Use both in one store
You do not have to choose one. Show a price and an order button on standard items. Show a request-a-quote button on the rest. Customers then use whichever fits what they are buying.
If some customers have their own prices, show them their price when they sign in, so they do not have to ask.
What a good quote includes
A quote that answers every question the first time saves a round of emails.
- The exact items and quantities.
- The price per unit and the total.
- Delivery cost and when it will arrive.
- How long the price is valid.
- Payment terms.
Reply quickly and follow up
Speed often wins the order. Aim to answer quote requests the same day. If a customer has not replied after a few days, send a short reminder. Keep a list of open quotes so none are forgotten.