I have to respond to a municipal gov't RFP next week for 10 copiers and for the first time I am seeing a request to propose 3 Tier colour CPC pricing.
Less than 0.5% colour, 0.5 - 7.5% and 7.5% plus.
Ricoh Direct, Xerox Direct and a local Kyocera dealer are likely to respond.
It is probably fair to assume that 0.5% colour will be the same cpc as black and 0.5% - 7.5% plus will all be charged the same rate.
I calculate that those vendors who can offer 3 Tier cpc will only have to invoice 115,000 clicks over the term while those vendors who do not have this ability will have to charge 180,000 colour clicks or 65,000 more clicks or $16,000.00 more. This obviously create a significant competitive advantage.
There is not a lot of opportunity to haggle with the buyer over the total cost of ownership.
Any idea how to work against this? I am thinking about throwing in some free colour clicks.