Proper Pricing with guest host Jason Winters

Description

Are your price tags helping you close sales or quietly chasing customers out the front door? On this episode of The RTO Show Podcast, host Pete Shau and guest host Jason Winters break down proper pricing in the rent-to-own industry. From slap tags and high idle merchandise to same as cash, package pricing, and showroom layout, this episode covers the everyday pricing habits that make or break store-level outcomes.

A candid conversation full of practical insights for RTO store managers, salespeople, and owners who want a showroom that sells.

What You'll Learn

Why "slap tags" printed straight from the computer can kill a sale before a salesperson says a word
How to price high idle and pre-leased merchandise based on condition, and how to use your 90-day list every week
The three types of RTO customers and why your showroom needs merchandise priced for all of them
When to lower the weekly rate, when to shorten the term, and why "it depends" is the right answer
How to explain the difference between a cash price and same as cash so customers can choose what works for them
How package pricing and one all-in monthly price make the sales process faster and easier
Why consistent tag placement and a clean showroom remove objections customers never say out loud

Episode Highlights

02:07 - Slap tags and why the computer can't price merchandise for you
05:55 - Walking your 90-day list and condition-based pricing
07:14 - The three types of customers who walk into an RTO store
09:42 - What every square foot of your showroom costs you
15:42 - Lower the weekly rate or shorten the term?
19:16 - Start every sale with cash and let the customer choose
22:11 - Same as cash vs. cash sale: what customers need to know
25:26 - Keeping prices consistent across identical products
29:44 - Shopping the competition online
31:02 - Value vs. price and what makes RTO different
35:12 - Package pricing and "what is the best day of the month?"
40:41 - Packaging that protects customers when life happens
42:10 - Consistent tags and a showroom customers can picture at home

Meet the Guest

Jason Winters is a longtime rent-to-own leader and guest host of The RTO Show. He has trained store teams on pricing, merchandising, and sales and brings years of hands-on showroom experience to the conversation.

Tools, Frameworks, and Strategies Mentioned

The three customer types: price-first customers, customers who only want new, and the "Goldilocks" middle
Weekly showroom evaluation: walk your 90-day list with a team member and train as you go
Condition-based pricing: price what you see with your own eyes
Cash first: present every payment option, from cash to a big down payment to weekly
Tiered packages: one simple monthly price that includes tables, lamps, rug, tax, and benefits
The magic question: "What is the best day of the month for the payment to come out?"
Tag placement: same spot, every item, every time

"Are you trying to sell it or scan it?" Jason Winters

Closing Insight

Pricing is part of your showroom, and customers notice when it doesn't make sense. When every tag is accurate, consistent, and easy to find, your team spends less time defending prices and more time helping customers reach ownership, and that is what builds trust in the RTO community. If your pricing doesn't look good, your store doesn't look good.

If this episode helped you, follow The RTO Show Podcast on Apple Podcasts or Spotify, leave a rating, and share it with your store team. Have a pricing question for Jason? Email Pete at pete@thertoshowpodcast.com and keep the conversation going.

Sponsored by APRO, Vox-Pop-Uli, and the Dialectic RTO Division.

APRO
Association of Professional Rental Organizations

Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

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