Page 63 - BHTA 100 years

Donald Blatchford (left) at the launch of the Wheelchair Voucher Scheme
Over the years, discounts to dealers for scooters and powered wheelchairs had risen from 20% to 25-30%. In 1995 one manufacturer had offered dealer discounts of between 28-34% depending on their total annual purchases. From February 1996, the same manufacturer increased the discounts from between 33-50% depending on the number of products ordered. An article in the Bulletin stated: “At rst sight, it might appear that all dealers should be euphoric. However, many have expressed their concern that they believe such large discounts will encourage competing dealers to share some of the discount with the end-user – they will cut their retail prices and promote discounts.”
It went on to say: “Dealers now feel that the good work that has been done by themselves individually and by BSTA / BAWD collectively, will be dissipated because they will be forced to follow their competitors and start to sell not on the quality of the product or delivery or after-sales service or standards of customer care, but solely on price.”
63