Insights on Falcon Banquet Chair Training
Competitive landscape, market positioning, benefits of aluminum over steel, and selling tips for banquet chairs. Learn why Falcon chairs stand out in nontraditional applications, with a focus on opportunities in cities, universities, convention centers, religious institutions, and senior living facilities.
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Presentation Transcript
Falcon Banquet Chair Training
Objectives Who do we compete with today? Benefits of Aluminum over Steel Helpful tips for selling banquet chairs Our Falcon chairs
Why Falcon? You see opportunities for banquet seating in nontraditional applications everyday! Cities: we just got an order for $165K for a city in Texas Universities have hotels and conference centers Convention centers: These are huge volume jobs. Our company did 6 this year alone. One was 30,000 units! Religious institutions: community rooms and even worship Senior Living: Activity rooms, exercise areas Our association with Shelby Williams allows us to offer the highest quality, best value in the category. Shelby Williams invented the banquet chair and the action back
Market Position We have several competitors, each different and all dangerous for different reasons. A few words on MTS: MTS is probably the go to for many people. They use a mixture of contract and foodservice reps. They sell direct most of the time. While they offer Aluminum, they are really steel chair makers. They are the only domestic maker of banquet chairs from scratch, often allowing for short lead times (but not always).
Market Position The MTS action back is a knockoff of Shelby Williams but does not use the same fiberglass. MTS offers a web seat called Comfortweb seating. They talk about it a lot but often do not quote the web seat to get a lower price. Freight is something to always consider. MTS Ships from S. Michigan. Where is your project located? We can always compare our shipping cost vs. MTS based on actual shipment information. Are we lower in freight? Keep in mind, when we ship direct we include freight. MTS typical charges freight per truckload.
Market Position Other competitor names you may come up against: Gary Platt Seating Mitylite Bertolini Virco Seating Shoppe Daniel Paul
Steel vs. Aluminum While we do both very well. We are most competitive against MTS with Aluminum. Higher cost than steel but much lighter weight without giving up durability Same action back options Aluminum only offers a retractable ganging device, not an integrated option like our LD We can turn-key from China, taking advantage of lower labor and more readily available labor
When To Use Steel Chairs When it makes sense to sell Steel banquet chairs: A small quantity with a short lead time is needed that you can get from Newport You must have an integrated linking device on the stack bar You have hit a wall selling aluminum and you need to offer something lower cost Price is the only driver. Steel can be 30-35% less but MTS will probably beat you on price Steel plays into the hands of MTS, so try and avoid it where you can! Lower cost Strong supply chain because of the auto industry Bending and forming steel is their core business Aluminum chairs are the weakness of MTS They import most of the frames from Italy Longer lead times than steel Higher prices because of the first two points
Action Backs Having action backs in Falcon is new, but it is not new to CF Group. Shelby Williams invented the action back. The suffix AB denotes action back Aero space quality resin used in helicopter blades is used to make our action back mechanisms They will never lose it spring Brackets are fully welded to the frame so the torque does not tear the welds or aluminum over time Action backs should be presented on every job you can
Stack Chairs Border the Line of Equipment Under-seat reinforcement bars Stacking bars on the sides so the chairs stacks frame to frame Welded on all sides of the joint Double umbrella glides
Steel Options 2482 5167 or 5167AB
Aluminum - 8667/8667AB Dimensions & Weight: 35.75H x 17.75W x 24D, 18.5SH, 15.75SW, 18SD 14 lbs.
Aluminum - 8668/8668AB Dimensions & Weight: 38H x 18W x 24.5D, 18SH x 15.75SW x 17.5SD 15 lbs.
Extra Wide Aluminum - 8692/8692AB Dimensions: 22"W x 24"D x 36"H, 18"SW, 17"SD
Extra Wide Aluminum - 8694/8694AB Dimensions: 20"W x 23"D x 35.5"H
A Word About Fabric Fabric will win or lose you a large banquet chair job!!! NEVER Ask for our best price based on a grade unless you are doing budget pricing only. You will always get a price higher than we should have to give. Fabric grades can have a 10 dollar per yard range. If we do not know what we are quoting, we will use the highest price in the grade. Always Know the grade when you need the pricing Try and control the fabric spec. Many fabric vendors give an inside price to the company that got them specified. If we are not the ones to do that, we give up 5-15% to a competitor in price per yard. Always check availability and lead time if you need chairs quickly. Ask us to help you find a comparable fabric that is in stock if you need it. Yardage is an issue, the more chairs the more efficient we can quote. The price list calls for most chairs to use 1 yard of fabric. We can get that down to as low as .79 yards That almost 20% less fabric used is the difference between winning and losing on many jobs. Avoid fabrics with less than 75,000 double rubs if the chairs are being used in a high traffic area Fabrics with polyester are naturally stain repellent. Consider using fabrics with Incase or Crypton finishes.
A Word About Foam We have the highest quality foam in the industry. 2.3 pound cut foam or 2.8 pound molded foam So what? It lasts much longer from both a visible inspection and comfort standpoint. We can offer web seats if a customer asks but we believe strongly that the high quality molded or cut foam on a board is more durable.
A Word On Lead Time Our lead time calculation is simple and it is hard to deviate from these parameters. Actual production for 1000 chairs is about 4 weeks. China will start frame production before fabric arrives. Shipping to the US is about 6 weeks in today s world, so right off the bat China takes 10 weeks. The variable is fabric. It takes us 10 days to air ship fabric from the US to China. How long does it take to get fabric? Lead time ranges from 10-12 weeks where fabric is immediately available to an average of 14 weeks because the fabric takes longer to get. Our Newport plant stocks certain Steel chairs. This lead time is 4-6 weeks from the time we receive fabric.
Shipping Costs Are Real FROM MTS Temperance, MI 48182 FROM NEWPORT, TN 37821 32789 Orlando, FL - $3995 end user 32789 Orlando, FL - $2597 end user 75001 Dallas TX - $3153 end user 75001 Dallas TX - $2394 end user 80014 Denver, CO - $4090 end user 80014 Denver, CO - $3846 end user 10023 NYC, NY - $2510 end user 10023 NYC, NY - $2534 end user 90001 LA, CA - $4317 end user 90001 LA, CA - $4840 end user *Important to remember* Falcon will ship full containers from China to the client no charge! Depending on where your job is, that could salve $4,500 per 1000 chairs.
Conclusion We are seeing more demand for banquet chairs in Education Municipal government Extra wide chairs are being asked for in this sector and we now offer two of them The action back feature will make the chairs more comfortable Aluminum chairs are the most popular today. Lighter weight is better for owners and facilities
