In the Facebook group Tips and Tricks for airless spray painters, there was an interesting discussion about whether the price paid by the end customer for the paint job should be lower because the airless technique was used. The starting point for this discussion was the following question from a member of the group:
Sometimes customers stand in front of me and say afterwards: “How can you finish so quickly?
Now the question is: with the airless, I’d be even quicker. Are there any other rates?
Discussing prices with customers?
Arguments during the interview with the customer
If you meet clients who want to use your professional workflow and the resulting time savings against you, the following arguments apply:
A. Higher costs associated with the use of airless equipment
Airless equipment costs money to buy and maintain. The purchase of the airless device has to be financed, not to mentio maintenance costs. Wear items such as nozzles and filters also need to be replaced regularly. What’s more, you have to learn how to use the airless device professionally. Then there’s the time spent on further training and courses.
Training day at the Airless Discounter Academy
At the beginning the painting company faces higher costs due to the use of airless technology. However, these costs are offset by the higher surface yield achieved using spray technology. In other words, the extra cost of airless technology is borne by the faster working method and the higher hourly output per square metre. In addition, there should of course be added value for the painter to make the effort worthwhile. This advantage lies in higher profits and the simplification of work processes.
B. Finish faster with the airless device
The argument of being ready more quickly is an argument that works both ways. We certainly hear it from the customer, as in “it’s already finished, but you get a high hourly wage”. But on the other hand, there’s also added value for the customer if the work is done quickly and on time. If puttying or painting work is completed more quickly thanks to the use of spray technology, the customer can also enjoy his apartment/house more quickly. In the case of a new build, this means they can move in sooner; in the case of an existing building, the customer’s family can re-use the living quarters more quickly and are restricted in their daily lives for a shorter period by the painting work.
Airless spraying
C. A better quality finish thanks to the spraying technique
Using the spray technique gives a better quality finish than using a roller or brush. This is the case, for example, when painting doors and door frames. But a roller can also be used to create a visible structure on high-quality coated surfaces. Airless sprayer can be used here to achieve a higher level of finish. In the video, roller application is compared with airless application.
This argument can also be used in relation to the customer. A better quality result thanks to airless intervention also justifies a higher price per working hour.
D. Real costs of a painting company
Many business customers have no prior knowledge of business management or any idea of what an hourly rate is. In most professional activities, this is not necessary. That’s why many customers are surprised by hourly rates. This is particularly true of customers who work as salaried employees, who often compare their net salary with the painter’s hourly rate. For the customer, only the work done on site is visible. But health insurance, the company van, the trade association, contributions and many other costs must also be covered by the hourly rate so that the work can be carried out on the customer’s premises.
Real costs of a painting company
To defuse the discussion with the customer, a comparative example can help. Almost all customers have a car and sooner or later have to go to the garage. Hourly rates for car repairs are generally much higher than in the painting sector. If you explain to the customer all the costs associated with painting work and quote comparative values from other sectors, there’s a good chance of bringing the discussion to a positive conclusion.
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