It's funny, I came here with the purpose of seeing how to overcome this when competing with vendors/manufacturers who offer this. We don't want to go down this road and I'd be interested in some ways of overcoming this objection. When meeting with a customer today I told them that tiered billing hasn't taken off and in my opinion it really wasn't worth it. There response was, "why" to which I stated that we felt it was majoring in the minors and it was better to give the best possible color price and leave it at that. I mentioned that there is more that goes into making color copies than just toner, things like drums, fusing, etc... that still receive plenty of wear regardless of page coverage. Later I thought I should have said something like "you realize if we are going to service you well for years to come that it is important that we make some profit" and if we agree that our offer is fair they wouldn't have a problem with us making some profit.
I'd really appreciate any input into how others have or would handle this objection as I don't think our company wants to go down this road.