Shoot Down the Lowball Quotation

You just heard those dreaded words again. Your prospect called and said “we have another channel letter quotation 22% lower than yours.”

In this lame economy, this scenario just won’t quit.

Chances are, that lowball quotation involves some quality issues. And as we noted in our last issue, it pays for you to know some of the common “corner cutting” areas.

The raceway is another common “quality alarm” area.

If you are new to channel letters, a raceway is an optional separate mounting structure (see image below.) Raceway mounting (instead of flush mounting) is often preferred by landlords, since it results in fewer mounting holes.

Raceways have several potential quality issues, including:

Material and Gauge

The material type and material gauge (thickness) are both important quality factors. Low quotations often involve a raceway manufactured from 22 gauge steel, which can rust over time (particularly if it is installed in a humid or seaside location.) If the rusted raceway is then strained by the sign load, it can either tear or fall.

Another possible issue is the use of .040 aluminum as a raceway material. Aluminum does have excellent raceway material properties (such as being lighter than steel, equally strong (or stronger), and rust-free), but the gauge must be of sufficient tensile strength, which .040 gauge aluminum does not always have. Insist on .063 gauge aluminum for a strong, professional raceway mounting.

Hanger Bar

The hanger bar (or lack of it) is another area of quality and installation concern. The hanger bar is a metal piece (see image below) attached to the top of the raceway. It greatly simplifies your channel letter installation.

If a raceway has no hanger bar (and low quotations often do not), you will actually have to get inside the raceway to mount the sign. That can mean bloody knuckles. Standard Direct Sign Wholesale raceways include a hanger bar.

Paint

Low quotations often involve a raceway painted with latex house paint. Obviously, this paint is not meant for this application and will eventually peel and/or fade.

Peeling paint can then cause a steel raceway to rust (particularly if your installation is in a humid or seaside location.)

2 part polyurethane epoxy paint is a superior choice (here at DSW, we use the Matthews brand.) This paint is designed to withstand punishment, and will keep your customer’s raceway looking good for years.

The conclusion is the same: accepting an unusually low channel letter quotation can be a “penny wise, pound foolish” purchasing decision. Let your customer know that your professional sign proposal will not involve these quality issues.