Cheaper by the Dozens

From staples to steeples, distributors can help you cut costs.

by Jennifer Schuchmann

When Dotty Gehres retired from her job as vice president of a hospital to become the first facilities manager for Calvary Church in Souderton, Pennsylvania, her first task was to furnish a brand-new building. It proved to be a major challenge. "I didn't know where to look to buy furniture," says Gehres, adding that there was no one to advise her. That's when she discovered distributors.

Woodie Webb, church administrator at Cathedral Christian Center in Glendale, Arizona, knew about distributors but was reluctant to try one. When faced with a major purchase, he knew he needed to comparison shop in order to be a good steward. That's when he finally tried group purchasing.

Kevin Massey is proud of his penny-pinching purchasing. "I negotiate the price of bubble gum at the counter," says Massey, the minister of administration and music at First Baptist Church in Port Charlotte, Florida. "That's just the way I am." Massey continues to use distributors, even after comparison shopping, "just to keep them honest."

Distributors, purchasing networks, or buying groups, no matter what you call them, have one goal in mind: to save churches money. While each distributor works a little differently, most of them negotiate substantial discounts from manufacturers by agreeing to buy large quantities. In return, the distributor is responsible for processing the orders and, in some cases, for customer service. Thus, manufacturers are able to concentrate on keeping their factories busy and their trucks full, allowing them to give the distributors sizable discounts, which are then passed on to the church.

Gehres, Webb, Massey, and thousands of church product buyers like them have bought from distributors just about everything you can buy for a church—from staples to steeples, pulpits to pencils—at discounts that would have been unavailable to them individually.

"We search the country not for the cheapest products available, but for products that offer the best value at a reasonable price," says Phil Setsma, president of The ChurchPlaza Companies.

"Generally speaking, we save churches 10-15 percent of their annual supply and furnishings budget," says Neal Rosner, president of ChurchPartner Resource and Distribution Service. The amount of total savings depends on the church and its level of participation in ChurchPartner programs. "Savings also are dependent on what churches were paying before they started to purchase from us," adds Rosner, who notes that prices are generally discounted 20-80 percent off MSRP (Manufacturer's Standard Retail Price). For example, after comparison shopping, several churches report saving approximately $10 per chair over comparable brands. That means if you need to purchase 300 chairs, you'll net $3,000 savings.

Discounts can be as high as 75 percent off of the MSRP, but don't look for manufacturer's list prices to cue you on product quality. "List prices sometimes are a tool manufacturers use to place artificial value on their products," says Rosner. Likewise, the numbers can be manipulated to make it look as though you're receiving big savings, when in reality the product is never sold at the list price. It's important to compare price and quality with similar brands from other sources to calculate your actual savings.

Some distributors give additional discounts if you pre-pay, pay by check, or purchase through their website. Likewise, make sure you know who is paying for shipping and if there are any handling charges. Even with these additional fees, you should still expect savings of 10-25 percent.

If your purchase is large enough to fill a truck, you might be able to save even more money. "Manufacturers like to fill a truck and then ship it to a single location," says Gary Heller of Alfax. Special packaging may also be available if the truck goes straight from the factory to your church. One of Alfax's clients was able to save an extra $2 per chair when they chose to shrink-wrap a truckload of chairs rather than package each one in its own box.

"Sometimes the least expensive product is the cheapest one," says Massey, who doesn't necessarily want the cheapest quality product. Instead, he relies on distributors to provide him discounts on quality products. Most distributors carry brand-name merchandise, but they also may carry exclusive product lines or private-label brands. These brands are comparable to other products available in the marketplace, but in some cases are upgraded versions that are available only to a distributor who orders them in large quantities.

"Often you can buy cheaper products somewhere else, but rarely can you buy better products," says ChurchPlaza's Phil Setsma. "We sell 'value and price'—not 'cheap'—as the best decision for the church."

While products may be discounted, service is not. Churches often prefer to buy from distributors because of their service. "Attitude is everything," says Webb, who acknowledges that if it weren't for the exceptional service, he wouldn't be a frequent purchaser. "I like my distributors' attitude. These companies follow through and call back when they say they are going to. I say, 'Show me the money, but back it up with service.'" It's the combination of the two that made Webb and the Cathedral Christian Center loyal customers.

"We work hard to negotiate the best prices on brand-name products and equipment. We have the experience and ability to answer the tough questions churches ask," says Darrell Myers, division manager of National Church Purchasing Group (NCPG).

Most churches can't afford to hire purchasing experts, so many distributors offer personalized service to churches, employing product specialists or engineers to provide advice. Myers believes this is good for business. He describes how a church was able to avoid purchasing a new sound system and use what they already owned by doing some minor tweaking on their existing system based on information they received from talking to an on-site engineer. "They were blessed (by not having to purchase a new system), and so was National Church Purchasing Group. That year NCPG broke all previous records in pro-sound sales," says Myers.

"We are like a purchasing agent for our customers," says ChurchPartner's Rosner. "We place bids on their behalf with different manufacturers and suppliers. Limited staffing and resources for the majority of churches means many fall victim to the first salesperson through the door with a good line. Time and again churches fall prey to these unscrupulous individuals and companies. We are their safe and trusted haven of information."

Setsma says, "Our representatives are experts at what they sell, which allows them to make sure each church receives the exact product for their needs at a price they can afford." Customers agree. Most consider the relationships with these distributors just as important as the savings they receive. Additionally, the convenience is unbeatable. "Distributors are easy to deal with because they handle so many products. It's one-stop shopping," says Massey.

Maybe, like Woodie Webb, you're a little reluctant to try these companies. Webb's advice? "Try one of these companies for one item. Make a call to their 800-number, and then check the price for yourself to see if they can't help you find significant savings. I always tell people to just give it a try."

We've made it easy to follow Webb's advice. Check out the distributors and deals listed below to find savings for you and your church.

• Adirondack Direct. This privately held company, started in 1926 in Long Island City, New York, offers discounts of 25-50 percent off products ranging from seating and pulpits to lecterns, spires, crosses, baptismal fonts, and other church-related furniture. The only requirement to purchase products from this company is good credit. Low Price Claim: "Our prices are generally 50 percent off MSRP. We offer 75-day terms and additional discounts to qualified buyers."



• Alfax Wholesale Furniture. Wholesale is a part of the Alfax name not because they sell to other businesses, but because their prices are wholesale. Started in New York City in 1946 as an institutional cleaning solution provider, Alfax now sells more than $8 million worth of products to churches annually. Their product list includes tables, chairs, bleachers, and security systems. Churches can expect discounts of up to 51 percent off MSRP. Gain additional savings with large-quantity orders and pre-payment options. Their catalogs include detailed product information. Low Price Claim: The manufacturers of each product are listed in the catalog; they want you to compare prices for yourself.



• ChurchPartner. This company was launched January 1, 1995 in Littleton, Colorado. Last year the company boasted more than $2 million in sales of office supplies and equipment, worship materials, and furnishings for the office, classroom, sanctuary, and fellowship hall. In addition, ChurchPartner offers supplies for Christian schools, Sunday school classrooms, nurseries, and preschools. Through volume purchasing, ChurchPartner negotiates special prices from manufacturers that result in savings of 30-75 percent off list prices. Low Price Claim: "We sell office supplies at discounts equal to or lower than those found in stores such as Office Depot and OfficeMax."



• ChurchPlaza. What sets this company apart isn't necessarily the cheapest products, but the dynamic duo of quality and price. Started in Sarasota, Florida, in 1989, they sell approximately $35 million of products annually (including revenue from strategic partners.) Dollar savings are a result of relationships with companies such as Series International (theatre seats), Garnett Church Furniture (pews), Shaw Industries (carpets), Lanier Worldwide (copiers and fax machines), and Custom Sound Design (audio, video, and lighting systems). Depending on the product category, you can expect to save from 10 to 30 percent. They are a national company with representatives across the country. Low Price Claim: "The best products at the best value for the church."



• Innovative Church Products. Started in 1996 in Sarasota, Florida, Innovative Church Products boasts an exclusive arrangement with Palmer Snyder Furniture Company to sell tables in the religious marketplace. They commit to purchase a large number of tables each year, so they are able to negotiate a significant discount, which is passed on to churches. Receive savings of up to 45 percent off retail table prices with a wider variety of styles, sizes, colors, and quality than most retail establishments offer. In addition, they sell standard and custom church signs, as well as folding chairs. Low Price Claim: "Our exclusive arrangement with Palmer Snyder gives us a bigger competitive edge."



• National Church Purchasing Group. From "staples to steeples," NCPG does millions of dollars annually with churches. They began in 1985 in Mechanicsville, Virginia, and currently have several thousand members who pay $49 a year to receive an average savings of 30 percent, as well as free consulting from staff sound, video, and design engineers. Low Price Claim: "We don't mind recommending what's best for the church, even if we don't make a sale."



• School Specialty®. Headquartered in Greenville, Wisconsin, this company claims to be the biggest school-supply company. Their size allows them to offer a large selection and better guarantees. Their product line includes supplies, furniture, and equipment. Discounts are determined by the individual sales representatives. School Specialty is not a purchasing group, so there are no membership fees.

	Subcategories of Church Furnishings
	Baptistries Banners & Display Resources Carpets & Flooring Children's/School Furnishings Chairs Communionware & Altarware Dividers & Movable Walls Fabrics Handicap Access Internet Directories Pew Upholstery, Padding & Refinishing Pews Pulpits & Lecterns Risers Tables Theatre Seats