kathie:
I hope that many other members will hop in on this thread! I face the same issues as you, since I sell the Ricoh line. I too have many systems in the field that are 8 plus years, however, I do have a base of systems that are leased. That lease base allows me to go in and talk to them about their end of lease options. Of course I don;t want them to buy the equipment, but I will dig deep into their needs to see if I can find pain, If I can find the pain, of course I'll have a shot at upgrading them. Many of my existing accounts will upgrade at the end of the term due to the fact that we can save them money on the maintenance and supplies after a three - 5 year lease.
I'd like to ask these questions:
1) Do you have a monthly revenue or GP quota, if so what is it?
2) How much revenue is in your pipeline for March, of that revenue, what's the percentage that you think that they would order this month?
I will have more questions after getting these answers. Please provide so we all can help!!
Art